Ninja Selling Podcast

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Maximizing Your Time When The Systems Are Falling Behind Mar 22, 2021

Show notes

Matt and Garrett discuss a roadblock that so many of us are facing right now: How do we fit in the systems when we are running out of time? In this busy marketplace, it's easy to get swept up in your day-to-day business, but it's more important than ever to prioritize and schedule activities that lead to future growth. In the hustle and bustle of all your listings, big offers, and multiple closings, you want to make sure you are still in control of your success rather than riding the market wave, which may dry up. How can we ensure we are still producing on the other side, once things cool off?

Our hosts review weekly planning and the key to maximizing time spent on business-building systems, like phone calls and writing thank-you notes. Hint: Preparation allows you to make the most impact with the limited time you have! Commit to an hour-long time block each day to make it happen, otherwise Garrett will happily provide you with a dunce cap as punishment. They discuss the importance of a proactive, high touch-point hour every day, and how to approach it with purpose so that you do not fall victim to the next "culling of the herd." Matt and Garrett gently remind us that we are not unique butterflies experiencing this time crunch, and explain the value in reframing challenges as opportunities for growth. They invite you to share how you are using your time blocks effectively and going full throttle each day. Today's episode will give you the tools you need to set yourself up for consistent business regardless of the market, and make sure you are the cause of your own success, not the effect!

Episode Highlights:

Systems dropping off in the industry as a whole
Realtor activities that use your time and energy wisely
Parkinson's Law and approaching goals with full throttle
Prioritizing systems that create business
Weekly planning and scheduling non-negotiable time block
Hour of Power
Future Growth
Being proactive in the face of marketplace shifts
Cause versus effect of your business
Culling of the herd
High touch-point systems and on-purpose communication
Preparing for quiet times
Making the most impact with the time you have

Quotes:

"It's not do more, it's do it smarter!"

"If that's your only thing, do it 100%. Go at it full throttle, go at it full force."

"The times need to be scheduled. We need to show up. We need to be on purpose."

"Are you the cause or the effect of your business?"

"If you're worried about your business right now, then you're the effect."

"It doesn't have to be that way – get ahead of it, pick your systems and be very, very on point with them"

"Imagine what you could produce in an hour a day."

"When you get that limited hour to do something, smash it out of the park!"

"Set yourself up for success right now. You can make it happen."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Negotiating 'Home Plate' with Larry Kendall Mar 18, 2021

Show notes

Larry Kendall's most recent visit to the podcast was so jam-packed with information that Matt and Garrett decided they needed to have him back again to continue the discussion, and lucky for all of us, today is that day! In this episode, Larry picks up where he left off by delving into the concept of negotiating home plate in an effort to reverse the cancelled contracts that some realtors are experiencing in the current market. When Larry speaks, it's wise to listen closely, and today is no exception!

He and our hosts begin by emphasizing the importance of researching the frequency of cancelled contracts in your marketplace, defining 'home plate' and when to negotiate it, and the necessity of counseling your seller or buyer early on, particularly about the 5 negotiating points in a contract. They then explore some of these points, including contingencies and dates, stress the need for you to control the process, and offer some strategies to help you win contracts. The 'magic wand' approach, the concerns with electronic negotiations, and the value of backup contracts and showing up at 'moment of truth' are discussed as well. The episode concludes with a review of the components that go into the right listing, getting the 'perpetual motion machine' going, and a recommendation to attend Ninja Installations whenever possible. As they note, there is so much information presented here today, you will want to run through it a couple times just to ensure you haven't missed any of the priceless pieces of wisdom shared.

And, don't forget that, after receiving many requests, Matt and Garrett have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Our hosts will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today!

Episode Highlights:

Researching the number of cancelled contracts in your market
What 'home plate' means and when to negotiate it
Counseling your seller or buyer
The 5 negotiating points of a contract and educating your clients about them
Contingencies and dates
Controlling the process
Some ideas to help win the contract
Larry's example of using the 'magic wand' approach
Electronic negotiations and the 'faceless other'
Backup contracts
The components involved in presenting the right listing
Showing up at 'moments of truth'
Getting the 'perpetual motion machine' going
Ninja Installations

Quotes:

"There's a lot of damage that happens around this."

"Ninjas are about efficiency and having a process and high income per hour and customer satisfaction."

"We recommend that you negotiate 'home plate' at the time you have all those offers on the table."

"You need to negotiate as much as you can up front."

"I'm not watching the listing agents...and sellers understand the power that they have."

"See what the options are…ask the questions."

"These discussions need to happen up front so that you're negotiating 'home plate'."

"Pre-inspections are absolutely God's gift to realtors."

"As the listing Ninja, you've got to control that process on behalf of your seller."

"If you want to win the contract, take a look at the 5 negotiating points."

"Don't stick your head in the sand."

"If your seller could wave a magic wand and have this transaction go just the way they want it, tell me about that."

"Price isn't everything to all sellers."

"Pick up your phone - that is your best negotiating technique, in my opinion."

"How many offers do you really have?"

"Your next listing is embedded in this one."

"My goal is to put you in the strongest negotiating position possible."

"Top producing Ninjas who really bring their A-game are not having a problem with inventory right now."

"Don't ever sacrifice process or service because of what the marketplace is doing. Always be at this high level."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Taking Referrals Seriously Mar 15, 2021

Show notes

Matt and Garrett have planned a really fun episode all about the referral process for today. They're seeing a tremendous amount of referrals happening out there currently which is great, but they're also seeing some frustration around the process when it's not taken seriously. Referrals can be a source of great success for all parties concerned, and today our hosts outline how to ensure that is the case each and every time.

They discuss extensively the importance of taking some time to get to know your client before referring them to another realtor, the need to put some work into these referrals and to follow up on them, and the prospect of becoming a master of giving referrals. They finish up by demonstrating proper introductions, and stressing the value of maintaining a realtor database and keeping track of referrals. Taking referrals seriously and putting in the effort to ensure the clients' needs are met will prove rewarding for all parties, and Matt and Garrett show you how to do it here today.

Speaking of connecting people, our hosts have a truly exciting announcement today as well. After receiving many requests, they have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today!

Episode Highlights:

Getting to know your client before referring them
Taking referrals seriously
Following up
Becoming a master of giving referrals
Making a proper introduction
Building a realtor database
Keeping track of referrals

Quotes:

"Ninjas like to refer to Ninjas."

"If you're going to get paid, do a little work."

"This is actually the highest dollar per hour activity they can have in their business if they choose to handle it correctly."

"Let's take this seriously."

"So why am I paying them a referral fee?"

"And if you can't make that connection, then maybe be honest about that and don't take the referral fee if you're just going to lob something out there like that."

"You're almost like a relocation department at this point in time."

"Realtors love to get together with other realtors and talk."

"The potatoes have been the main driver!"

"When you're receiving a referral, don't now wait for that person to call you…you've got to call."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Keeping Time on Your Side Mar 11, 2021

Show notes

Just about every one of Matt and Garrett's coaching calls these days at some point turns to the topic of time management, so they figure the time has come to address it on the podcast as well. As the world works its way through the pandemic, the return of the '24/7 realtor' seems to have begun, and today's episode will show you how to restore some balance in your lives by helping you understand and manage your time and business so they fit the lifestyle you want to live.

Our hosts begin by stressing the importance of, and steps involved, in understanding both your time and your business, calculating your P dollar per hour and making sound decisions based upon it, and the necessity to really explore your processes and systems. They also delve into the factors involved in hiring the right person to join your team, if that is the action you determine needs to be taken, and the importance of, and strategies for, tracking your time. Given all the information and advice they share today, Matt and Garrett would also like you all to really come to an understanding of your time over the coming month(s). They are also asking you to contact them with your 'aha moments' and feedback on what you discover along the way - as they say, 'it will dramatically change the way you look at your business'.

Episode Highlights:

Understanding your time
What P time is
Calculating your P dollar per hour
Making decisions based on your P dollar per hour
What I time is
Looking at your processes and systems
Higher dollar per hour for P time
Increasing your I/P ratio
Hiring the right person
The importance of I time
Tracking your time

Quotes:

"Your P time is time that you're actually in a selling situation."

"Calculate your P hours for the month, take your monthly income that you made, divide it together, and boom you get your dollar per hour."

"If you are not having enough I hours, then we need to hire somebody to do some other things so that you can build your I hours back in."

"It felt good because it was realtor stuff."

"I time creates P time."

"How can I improve my I to P ratio?"

"Higher dollar per hour for the P time is directly correlated to how well you're doing your 10 Step Buyer Process and your Sweet 16 Listing Presentation and your Pre-listing Interview."

"I can get that same outcome in less amount of time."

"You want to understand the time and free up time, you've got to understand your business before anything at all."

"Do not be cheap!"

"People are…sacrificing the time with their loved ones, trying to, like, chase this around."

"They are going to make my business and my world start to function here properly."

"If you're using the Planner, it's right there!"

"There are so many benefits to looking at your time."

"Get control of your time by giving yourself awareness of your time."

"It will dramatically change the way you look at your business."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

New Home Building Insights with Louisiana Pacific's Chad Wold Mar 08, 2021

Show notes

Joining Matt and Garrett on the podcast this week is Garrett's great friend since his junior year in high school, Chad Wold. Currently Louisiana Pacific's General Sales Manager for the entire West Region, Chad has 14 years of experience in the construction material industry and a vast amount of knowledge about supply chain issues and what exactly is going on in new home construction these days. Today, he gives listeners a behind the scenes glimpse of the impact that the pandemic has had upon so many aspects of new home constructions.

Chad begins by sharing what he is seeing in his industry these days, the causes and many effects of the pandemic, how home builders have responded to these challenges, and the rise in new home construction and material costs. With our hosts, he then explores the many factors that are involved in trying to predict the future of home building, 'catching up the supply', and the overall economic impact. Chad's unique insights provide a vast amount of information that so many in the general public just do not have, and today is your opportunity to learn all about them right along with Matt and Garrett.

Episode Highlights:

What Chad is seeing these days
The causes and effects of the supply shortage
How home builders responded to the shortage
Current new home construction and materials costs
The current and future impact upon home building businesses
Carrying costs
Catching up the supply
Multi-family vs. single family projects
Changes to mill production
The many factors involved in the future of home building
The impact upon employment in the industry
Exploring different building materials
Building codes

Quotes:

"COVID really had spurred a building boom – one that the industry was just not ready for."

"Production for the most part ceased."

"This is stuff that we've never seen before."

"The big builders are getting bigger…unfortunately, the smaller home builder is fighting for what's left in the market in terms of available materials."

"If you have a house that's finished, you're going to command the price."

"Is this something that's, you know, a bubble right now?"

"I see this thing continuing on…there's a need for housing out there."

"Multi-family projects have come to a grinding halt."

"They want to have their own space, largely because of the fears around COVID."

"All of a sudden, you're like, 'Stop taking new accounts'."

"Their livelihoods are based off of our ability to produce wood for them."

"How can we just go into, like, relationship maintenance mode?"

"I think cinder block would be something very sexy."

"This is getting really hard to figure out."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Seeing the Inventory You're Looking For Mar 04, 2021

Show notes

This week, Matt and Garrett return to the issue of the low visible inventory in homes that absolutely everyone seems to be talking about lately. By taking a step back and looking at the mindset that people are bringing to this topic, it becomes readily obvious that so many are coming from the scarcity side rather than that of abundance. In today's episode, our hosts offer some ideas and strategies to help you flip that mindset and take advantage of the unique opportunities available out there these days.

During their conversation, they delve into some stats that Matt has about the number of deals that are actually taking place these days, and then go on to explain the pond analogy regarding property availability, and emphasize the need to change the current dialogue and mindset. They also look at where and how to find inventory, review the power of affirmations and introduce their affirmation challenges for us all, share a couple of excellent resources, and highlight the importance of having an abundance mindset. As Matt and Garrett make clear, you are going to see exactly what you're looking for, so it's time to adjust your mindset, train your sites on the inventory that exists, and make even more of your peoples' dreams come true.

Episode Highlights:

Jim Kwik's Limitless
Matt's stats about deals that are happening
The Pond analogy
Changing the dialogue/mindset
Finding inventory
Matchmaking
The power of affirmations
The opportunity available to you now
Talking to those you are in flow with and other realtors
Matt and Garrett's affirmation challenges
Pam Grout's E-Squared
Having an abundance mindset

Quotes:

"If we're so focused on something, we're going to miss the opportunity that we could clearly see in front of us if our mindset, if our brain, allowed us to see it."

"Your mind can drive so many things in the right direction and the wrong direction."

"Just because inventory is visibly low, doesn't mean that deals are not happening."

"That way that we've been doing it for so long is not how the inventory is showing up."

"It's just not where you're looking."

"This is your opportunity to converse with your database and see if there's opportunities to matchmake."

"When you can all of a sudden get your head wrapped around that there's inventory there, you see it everywhere."

"I'm starting to have more dream conversations."

"This works way better when you've been talking to them normally."

"I'm going to fix this inventory problem all by myself!"

"There's no time frame on how affirmations work."

"You're seeing exactly what you're looking for."

"There is an abundance of opportunity all around you no matter what."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

We Control the Process, They Control the Decisions Mar 01, 2021

Show notes

Some interesting buyer scenarios are beginning to pop up, and Matt and Garrett have chosen one in particular to examine today. Given the low level of visible inventory these days, they are hearing about realtors who are putting themselves into the position of making decisions for buyers by indicating that they are paying too much for their property. This is a situation that really needs to be addressed, and our hosts do so by giving a clear warning about the dangers of this practice.

They begin by defining fair market value and reviewing the dangers of installing limiting beliefs in buyers and trying to predict the future. Determining what is 'too much', the value of staying on the process side of things, supplying all the information for buyers to make their own decision, and how buying a home is different from buying mayonnaise regardless of the brand you feel is the best, are all discussed as well. Matt and Garrett finish up by exploring the intrinsic value that a house may have for buyers, the best way to protect your clients, and the potential buyer's remorse and reverse buyer's remorse that realtors can be generating by making decisions for their clients. There are no two ways about it, the role of the realtor is not to make decisions for buyers – you're headed for a world of trouble when you start down that road. Instead, ensure that you provide all the information for the buyer to make their decision on fulfilling their dreams, and in the end, you'll both be much happier.

Episode Highlights:

Defining fair market value
Installing limiting beliefs in buyers
Predicting the future
"How do we determine what's too much?"
Covering yourself by staying on the 'process side'
Supplying all the information to allow them to make their decision
How homes are different from even the best mayonnaise
Intrinsic value
Protecting your clients
Buyer's remorse and reverse buyer's remorse

Quotes:

"Let the market do the talking."

"We're literally installing limiting beliefs in our buyers, and I have a problem with that."

"You could squash some dreams potentially, and I don't want to put us into a position to do that."

"It's not for us to make the decision on…it's about giving them enough information so they can make decisions for themselves – that's what your role is."

"We can't tell them what to do."

"Building costs are going through the roof!"

"You could be scaring them into a much scarier situation."

"Every single piece of property is unique."

"Only they can determine what that's worth to them."

"If anybody says they can predict what the real estate's going to look like in the future, they're lying to you."

"We have to be careful what we're saying as realtors."

"If you are worried about them, give them more information."

"You have just lit buyer's remorse on fire."

"At the end of the day, they'll be a lot happier if they're the one making the final decisions either way."

"The plus side is you don't get blamed."

"We're here to serve, we're not here to decide."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

Settling Wilmington's Great Mayo Divide: Duke's vs. Hellmann's

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Making Your Real Estate You with Luca Alboretti Feb 25, 2021

Show notes

Next up in Matt and Garrett's series featuring special guests is the creator of the @actuallyagents real estate meme page, Luca Alboretti. After a few years of being in real estate, but lacking a real passion for it, Luca has gone on to achieve huge success by fully committing to making friends and injecting his own hilarious personality into his work. Today, you have the opportunity to learn exactly how he made this all happen, and how he found joy and passion in his work along the way.

Luca shares the beginning and growth of his meme page, the similarities between this work and his real estate work, the importance of perseverance, and the role that the relationship process played in throughout. He also discusses what he has brought from his page into his business, his excitement about the growth of the referrals aspect and bringing on new people, and the importance of being flexible in taking advantage of opportunities as they arise. As our hosts point out, Luca's story of finding success and happiness by being genuine and authentic has inspired so many agents, and the same will undoubtedly be true for you as well as you listen in to this informative and entertaining episode today.

Episode Highlights:

The start and growth of Luca's meme page
The similarities in his meme page and real estate work
The importance of persevering
Building the page through the relationship process
What he brought into his business from the page
What he's excited about now
Moving beyond memes to referrals
How he has inspired other agents
Bringing new people into Luca's business
Taking advantage of opportunities

Quotes:

"The truth is sometimes the funniest thing that's going around."

"Probably the biggest growth explosion we had was during this quarantine."

"When you're running these pages, you're looking at the engagement."

"The page has bled into my real life and vice versa."

"You just have to stick with stuff."

"Real estate is fun again because I get to be myself."

"If I make some people angry, then the ones who care don't matter, and the ones who matter don't care."

"If I have one regret, it's that the bigger the page gets, the less of that person-to-person interaction I deal with."

"Really, the jumping off point was just making as many friends as possible."

"I started learning and it really changed things."

"It's the Monday Guy!"

"It's a net positive feeling."

"God bless the haters."

"I don't deal with people who don't have a sense of humor…the people I end up dealing with are just a joy."

"This is a lot of work, but, again, if the passion's behind it, it's okay."

"You're being as genuine as you possibly can be."

"You've just got to ride the wave, because the Universe…doesn't care about your plans at all."

"If you or anyone you know is looking to buy or sell real estate – commercial oriented – please contact me."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Connect with Luca:

Instagram and Twitter: @actuallyagents

Unlocking Markets in 'The New Abnormal' with Larry Kendall Feb 22, 2021

Show notes

This week, Larry Kendall, the man who literally wrote the book on Ninja Selling, joins Matt and Garrett on the podcast once again. Always a wealth of information and keen insight, Larry is here today to talk about 'The New Abnormal' that has resulted from the pandemic, and how agents can unlock the market that has arisen within it. This is 'The Larry Kendall' we're talking about here, people, so get ready to start taking notes!

Larry begins by discussing off market transactions and the tools for finding them, including The Ninja Nine and the ability to recognize change. He also shares his formula for these transactions which involves some 'magic questions', sales syntax, the proper mindset, and really listening to the people's responses to FORD questions. He and our hosts also explore the difference between dabbling with Ninja as opposed to really engaging with the system, and Larry concludes with an enlightening and inspiring tribute to the power of relationship and grace. Privy to the strategies that the most successful Ninjas are employing to unlock this current market, Larry's advice in today's episode is pure gold, and following it will have an absolutely incredible impact upon your business and your life. You're going to want to listen to this one a couple times!

Episode Highlights:

Off market transactions
Tools for finding them
The Ninja Nine
Recognizing change
Larry's formula for off market transactions
The 'magic' questions
Sales syntax
The 4 stages of the buying process
The realtor mindset
Asking FORD questions and listening
Dabbling vs. engaging with the system
The power of relationship and grace especially these days

Quotes:

"The market is what I call 'locked up' right now."

"This is not a new concept, but it works so well in this new market."

"They're going to go find them on their own if we can't do it for them."

"You've got to be more creative, and you've got to be more proactive."

"What drives real estate is change."

"You're going to find pain, and you're going to find a whole lot of pleasure, and both of those will cause movement."

"It's not just what you do, it's doing it in the right order or the right sequence."

"You don't have to buy, but you always have to look."

"Don't be…talking to them about moving mechanics until you've gotten them into the process."

"58% of homeowners in the United States have 60% or more equity…trillions and trillions of dollars of 'tappable' equity."

"The chance of change is so high right now…you need to be reaching out to them."

"It's not 'salesy' at all – it's conversational."

"All of a sudden, they're selling themselves."

"If the matches don't happen, now they have inventory."

"He's creating the market."

"You've got to be systematized and have the long view."

"This is as authentic as it can get."

"A polite and thoughtful way of behaving."

"Helping people get from the life they have to the life they dream about."

"Let me get this straight, you just want me to be nice to people?"

"'Commission breath' stinks – it's really bad."

"Stop selling and start solving."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching: