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

Sarah

Sarah's Instagram and Facebook: @adventuresintealestate

adventuresintealestate.com

theninjasellingpodcast.com/adventuresintealestate

"How Can Your People Experience Your Customer Service Before They Work With You?" Feb 15, 2021

Show notes

Ensuring that people understand the value you bring to the table has never been more important than in these times of extreme low inventories. Matt and Garrett are witnessing an increasing number of situations where agents are in danger of having buyers and sellers go around them simply because they are unaware of the true value of working with a professional. There are definitely ways to ensure that this doesn't happen to you, and today our hosts tell you exactly how.

Throughout the episode, they stress the importance of consistently and authentically bringing value to clients well in advance of any transaction. Along the way, they share some of the best ways to educate consumers these days, the incredible value of testimonials, watching for signs of selling, and sharing with others what the current marketplace means to them. Giving up the fear of sharing your knowledge and tools as well as outlining the many steps involved in a successful real estate transaction, becoming an expert for your people, and sharing your value in your autoflow are all discussed as well. There is no denying that times of low inventory can be challenging, but if you are consistent in demonstrating your value to others at all times, true personal and professional success will be yours – it's guaranteed.

Matt is also excited to announce that an open Ninja Selling Installation is coming to his hometown of Charleston, SC, April 5-8, 2021 - a rarity which is far too valuable to pass up. If you are able to attend, be sure to check out the link below or go to the 'Events' section of the Ninja Selling website for more information and to register. Sadly, low inventory of available rooms at Matt's house means you will have to keep an eye out to find your own accommodations during this highly treasured event.

Episode Highlights:

Consistently and authentically bringing value to clients before the transaction
The best ways to educate the consumer these days
Testimonials
Watching for signs of selling
Sharing what the current marketplace means right now
Sharing your knowledge and giving people tools to use right now as homeowners
Becoming the expert for people
Outlining the many steps it takes for a successful real estate transaction
Sharing the value of what you do in your autoflow

Quotes:

"If your clients are discovering how good your customer service is during your transaction, we've missed the mark."

"It really should be done a couple years before these people are actually thinking about buying or selling."

"We've got to first lean into the conversations that we're having right now."

"They're loaded with these pearls…they share this great opportunity of what it was like working with you."

"It's so much better when it's not your words."

"You're seeing more and more brands talk about their customers."

"When you're out driving around, pay attention to potential sellers."

"When they find a home without you, they're like, 'Well, why did we have a real estate agent?'"

"Find them before they actually go on the MLS."

"You're starting to deliver customer service before they are even 'customers'."

"We need to recognize that people pay for convenience, they pay for advice, they pay for guidance."

"If you can't show your…value to these people, they can't perceive what your value is, you're going to be sitting around wondering why people are going around you. And it's starting to happen right now."

"The pitch is that you're there for them, and if they have questions, you're available."

"That's where it becomes amazing, is when people are sharing and talking about you."

"Come from your heart."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

Charleston Ninja Selling Installation

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Making Long Term Relationship Dreams Come True Feb 11, 2021

Show notes

It will come as no surprise that Matt and Garrett are discussing the importance of relationships – the heart of Ninja Selling – once again in today's episode. However, their focus this time is on a situation which has been uniquely magnified by the pandemic, and which concerns those people in your database who may have been, and continue to be, pushed to the side. This simply doesn't have to happen, no matter what the circumstances, and today, you'll learn how to address this situation head on.

Stressing the overall importance of relationships, our hosts look at how to use your 'Hour of Power' correctly, how to break down and audit your database, and how to recognize this time as one of massive opportunity for establishing those coveted long term relationships. They look specifically at how to help condo owners in the current market, the need to lean into the relational base right now, and to develop a plan to have personal interactions with all people in your database. They conclude by reinforcing the need to be genuine with touch points and by revealing the beauty of exploring peoples' dreams - which are so prevalent in this moment – together with them. You know that the secret to Ninja success is based firmly in the relationships you build. Don't let them slip away due to these unusual times, strengthen them instead with the ideas and strategies offered in this critical episode today.

Episode Highlights:

Using the 'Hour of Power' correctly
Breaking down and auditing your database
The massive opportunity that is open to establish long term relationships
Helping condo owners in this market
Leaning into the relational base right now
Developing a plan to have personal interactions with people in your database
Being genuine with touch points
The beauty of exploring people's dreams with them
Matt's example of a dream becoming reality

Quotes:

"The 'Hour of Power' is not about highest potential, it's not about who's going to give you the best results here, for the most part."

"The more simple it is for me, the more likely I am to be able to stay in the flow with people that I need to stay in flow with."

"You can give them some value…around something that they're experiencing pain with."

"I just want to thank you for being in my world."

"Right now…you do need to get a little bit more creative so those people don't fall out of your world."

"There is no one way to do this…ultimately it comes down to an awareness of your relationships."

"Planning and action is starting to take effect."

"They're not going to forget that moment, which is then how you really establish that long term relationship."

"It's also where a lot of referrals come from."

"People have been dreaming a lot."

"Don't neglect your people out there, don't look at them just transactional-based, look at them as people and relationships…listening for the pain and pleasure in people's lives."

"These are the opportunities, right now, that sit in front of all of you."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Meeting the Need for Community Feb 08, 2021

Show notes

One of the many lessons that 2020 taught us all is the power of community and just how much we may have taken it for granted in previous years. It has left many of us hungering for its return, and wondering how to achieve it now, and just what that might look like. Matt and Garrett have been watching this evolve and have witnessed some agents who are embracing the changes and are coming up with very creative ways to manage them, and they share some examples with you here today.

They begin by stressing the need for a mindset that is open to change, especially the changes in community these days, and they explore the notion of joining, leading, or creating your own community at this critical time in history. They look at some examples of agent and broker communities that they are seeing, the current hunger for community, creating one for those with whom you have done business, and the reasons why 'Clubhouse' is so popular these days. As they point out, the 'good old days' version of community is not going to be returning. Now is the time to acknowledge that and get on board with the future of community and the many benefits that can come your way once you embrace it.

Episode Highlights:

Starting with the mindset to be open to change
A new look for community
Joining or leading a community
Turning your audience into a community
The importance of having and fulfilling core values
Agent and brokerage communities
Agents finding other agents and creating communities
What kind of community do you want to join or lead?
Creating a community for those who have done business with you
The current and future hunger for community
Why 'Clubhouse' is doing so well these days

Quotes:

"We're watching some people right now that are embracing this change, they are embracing this new world."

"Community is going to be changed forever in how we thought community looked."

"This is a platform I want to be involved with, these are people that I want to be involved with."

"There is a place for everyone."

"By the way, my marriage is great."

"The model is kind of going through some very big changes right now."

"Here's a space that you can create to build out a real community where there is dialogue happening."

"All of a sudden, you get these engagements happening."

"Now's the time!"

"People are starving for community right now."

"Don't just sit and wait for the 'good old days' to come back."

"Do it with a lot of passion and intent, and it's going to work out pretty well."

"I want to go over there."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Never Break the Chain! Feb 04, 2021

Show notes

Now that we're one month through this new year, we are rapidly approaching that magic number of days that will test the initial effectiveness of our 2021 business plan. The 45 Day Rule is something that Matt and Garrett covered in detail back in 2019 (the episode is linked below), and is something whose importance cannot be overstated, particularly during these unique times. A key indicator of the level of consistency you bring to your business and your plan for it, the 45 Day Rule can be applied at any time of the year, although it is particularly well suited to the beginning of February, and this year is definitely no exception.

Matt and Garrett begin by explaining exactly what the rule entails, the causes of traditional 'slow times', and the tipping point and the 'taking of ownership' inherent to the rule. They also explore the importance of monitoring your Hot Lists, checking your results against your actions, analyzing routines and foundational activities, and determining your next action. They conclude by examining the very bedrock of the rule which is the amount of consistency which you bring to your business. The world may have changed considerably over the past year, but the effectiveness of the 45 Day Rule has most definitely not, and our hosts are here to remind you of that fact and to help you use it to its full potential.

Episode Highlights:

45 day rule
Traditional 'slow times'
The tipping point
Taking stock and taking ownership
Watching your Hot List
Checking your results against your actions
Analyzing your routine and foundational activity
Determining your next action now
Consistency

Quotes:

"You have to be honest and analyze what actions are we putting in?"

"It is a progression."

"Why don't you send things through the holidays?"

"It works in either direction."

"People do not give themselves enough credit for how much power they have in creating things around them."

"It opens up other activities we can do in parallel."

"If they're seeing results, I guarantee you there is something that they're doing consistently."

"Consistency is the X-factor to your success."

"I am choosing to focus on the things that directly relate to where I want to go."

"You can start at any point."

"What can I work on today and everyday?"

"That's not in my business plan right now."

"If you engage this market and you do the right activities, I am watching miracles happen right now in the very first part of this year."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

The 45 Day Rule Podcast 2019

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Getting Assistants Assistance Feb 01, 2021

Show notes

A lot of Matt and Garrett's conversations these days have to do with agents wondering when it's the right time to bring in an assistant to their business, and how to find the right person. There are many aspects to consider when looking into this prospect, and our hosts, as always, have a wealth of experience, advice, and examples to share that will help clarify this all important decision for you.

They begin by sharing some of the cues that will indicate to you that it's time to take the plunge, and then look at the ways to prepare for bringing someone on board, looking at it as an investment, creating the job description, and the different levels of assistant, especially virtual ones. Spending time on your high dollar activities is discussed, as is the first step to take in finding the right person, the power of affirmations in this process as well as some excellent resources for you to consult as you move in this direction. Getting the right person to join your business at the right time can result in greater business success and quality of life overall. Let Matt and Garrett show you the way in today's fascinating and practical episode.

Episode Highlights:

The cues that tell you that you need to bring someone into your business
Preparing to take someone on board
Treating this as an investment not a cost
Creating the job description for an assistant
Different levels of assistants - especially virtual
Spending time on your higher dollar per hour activities
The first step in the process
Finding the right person
The power of affirmations in the process
Some excellent resources

Quotes:

"This business, if you're doing it right, will create you more business than you know what to do with."

"Hiring an assistant is like buying a washing machine."

"You're basically buying time back."

"Anything that's basically not in the important category, needs to be offloaded to someone else as best as possible."

"I make a list of everything that I hate doing in my business and that list turns into a job…then I enjoy my job more because I'm doing the things that I like."

"A transaction coordinator, usually, is paid by the transaction, and they only get paid when the transaction closes."

"If you can spend 1 hour a day managing your freelancers versus 4 hours a day doing the work, then you are already getting time back."

"Experiment with it…one task, one job."

"It should propel growth."

"It's not just a cookie cutter thing."

"You want somebody who you're invested in and they're invested in you."

"I recommend paying slightly over market value."

"What you focus on expands."

"Let the reins go a little bit."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Who Not How

The 4-Hour Workweek

Committing to the Call Jan 28, 2021

Show notes

Continuing on from last week's episode, Matt and Garrett are still seeing some steps that are being skipped by agents due to the current flurry of activity in the markets these days. This week, they take a look at one of the most important time blocks of every agent's week, second only to their weekly planning, and that is the customer service call. So often pushed off the schedule, or not even scheduled at all, these calls are critical to building those lasting relationships that are so mutually rewarding, and our hosts have some great examples and advice about them to share with you all today.

They start by reviewing the long term relationship at the heart of the Ninja system, highlighting the many benefits of making regular customer service calls when building these relationships, and demonstrating the dangers of allowing them to lapse. Controlling your time, The 5-Step Calling Process, unlocking referrals and generating social proof are also discussed. As you will discover, you really don't need a huge database if you take great care of your people, and the customer service call, explained in vivid detail here today, provides the key to achieving just that.

Episode Highlights:

Building a long term relationship
Relieving stress for all parties
Scheduling the calls
The importance of regular communication especially in times of low inventory
The dangers of letting communication lapse
Controlling your time
The 5-Step Calling Process
Unlocking referrals and the compounding effect
Social proof

Quotes:

"This is one of your key areas to get time back."

"It's a really healthy way to have a relationship with the people you're working with."

"It opens us up to being able to ask questions."

"Everybody's getting high quality attention."

"We will show up better for others than we will show up for ourselves."

"I felt their energy come back."

"What is my realtor doing?"

"Right now, buyers need to know that they've got somebody in their corner."

"You can keep them focused."

"You want to know what they're doing."

"I find that people who do the regular customer service calls asking these FORD questions, start to get more referrals from their active clients."

"If you got 2 solid referrals from every single person you did a transaction with last year, what would your year of 2021 look like?"

"I've never had a real estate agent that took this much time to get to know who we are."

"You don't need a massive database to have a huge business if you are staying in communication, and it starts with the customer service call."

"Your clients will love them."

"The referral floodgates are open right now, and it's available to everybody. But you've got to be doing the right stuff."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Crucial Questions and Conversations Jan 25, 2021

Show notes

With the speed at which things are moving these days, Matt and Garrett are seeing some agents skipping some crucial steps in 'The 10 Step Buyer Process' and experiencing a lot of frustration as a result. Taking a few minutes at the start to ask these clarifying questions of all the decision makers involved is vital to avoiding disappointment further down the road. While they have discussed this process in previous episodes, today Matt and Garrett will look at its increased importance, as well as some creative ways to implement it, in the unique times in which we find ourselves.

They begin with a quick review of the process before delving into the different types of buyers, the need for you to maintain control of the process, and understanding the buyer's previous experiences with purchasing real estate. Addressing the buyer's 4 greatest fears, talking to them without engaging FOMO, understanding intrinsic value, and the difference between a financial investment vs. a lifestyle investment are all explored as well. In the end, you need to know your client's 'why' for buying a property, and the small amount of time it takes to do that upfront with the Buyer Process will not only save everyone a lot of time later on, but will also allow you to attain that role of trusted advisor that will enrich the lives of all involved.

Episode Highlights:

The 10 Step Buyer Process
The different types of buyers
Controlling the process
Understanding the buyer's previous experience with buying real estate
Addressing the 4 greatest buyer fears
Talking to buyers without engaging FOMO
Intrinsic value
Financial investment vs. lifestyle investment
Asking questions to become clear on the buyer's 'why'

Quotes:

"It helps you understand if you're working with a real buyer."

"It turns people into buyers!"

"At the end of the day, I would like it if you guys get paid."

"Why is this not always with you?"

"We don't skip steps here."

"It allows you to establish who's in charge of the process."

"I've never seen the fear of paying too much being elevated to where it is right now."

"We want to give them information, but we don't want to make their decisions for them with what to do with that information."

"Exploring options has to be part of this conversation."

"We need to get creative right now in terms of finding inventory."

"Paying too much is a moment in time opinion and it's arbitrary."

"Those are conversations that must happen with your folks when you're getting into these scenarios."

"You have no idea what that house was worth to them."

"Be careful talking about a primary residence as an investment, because it can come back and get you."

"Dig deeper on some of these questions."

"Your job is to just ask questions and learn."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Success: It's All in Your Mindset Jan 21, 2021

Show notes

One thing that is coming up in a lot of conversations that Matt and Garrett have been having lately, especially as people are looking at their goals for this upcoming year, is the topic of mindsets. Given that they possess the power to generate great success, or conversely, put up seemingly insurmountable roadblocks, it's critically important to understand mindset and how to manage it to your advantage.

Our hosts begin by discussing the danger of having a negative mindset, and then take a deep dive in exploring belief systems, mindsets, visualization, and the connection between these three important concepts. They share examples of those who have made great gains through their understanding of this connection, and offer some strategies to help you address the collective truths that may have been holding you back from enjoying the benefits of a growth mindset. Gaining an ability to address and manage the beliefs that you currently hold, and which that little voice at the back of your head expresses, can have an enormous impact on your life in general and make the difference between reaching great heights or staying right where you are. Today's episode is a powerful one which may very well change not only your business, but your life overall.

Episode Highlights:

The impact of bad mindsets
Knowing your belief system
The little voice at the back of our heads
Collective truth
Dave Pepin's use of vision boards with his family
The first step in attempting to change your mindset
Limiting beliefs
Beliefs of abundance
Belief systems demonstrated in 2020
Gratitudes and affirmations
Showing up and being present
Tony Robbins
Big goals as inspiring or as an excuse
Addressing limited beliefs
Acting on beliefs
Getting to the belief that 'This is who I am'
Creating visualization space for yourself
Trying to protect yourself

Quotes:

"Why are you thinking what you're thinking?"

"It contaminates the systems so they're not being done 100%."

"Sometimes it's really, like, ingrained deep stuff that we have decided that this is the truth."

"Some of the stuff is just limiting beliefs that have been imposed upon us by our environment, by other people, and so we may not even now they're there."

"That's how we collectively start to build this belief system of how the world works, how we operate, how we act."

"We've got to accept responsibility."

"Any time you blame something, an external factor that you have no control over, you are now placing a limit on yourself."

"They didn't give you limiting beliefs. They gave you their beliefs."

"If you want to expand your belief system, set big goals and then chunk it down into those little actions that you can do to achieve it."

"You handle it differently when you start with gratitude."

"I'm giving my full self to this."

"Confidence, I think, is one of the core cornerstones of growth…it's basically your self-belief."

"Whatever you give energy to, grows."

"Start visualizing yourself showing luxury property while you're showing the properties that you show now."

"You really have more power than you think you do."

"You've been given at birth everything that you need to succeed however you like to define that…it's what you make of it."

"Have faith and take action."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Virtual: Is It a Reality? Jan 18, 2021

Show notes

If there's one thing that 2020 has taught us, it's that a lot can be accomplished virtually through the use of technology such as Zoom. The issue that Matt and Garrett address today is that too much virtual connection will negatively impact the relationship basis of any Ninja business, so they try to determine that fine line between virtual and in-person. As you will hear, it's not an easy question to solve, but the conversation around it certainly offers a great deal of valuable perspectives, information, and food for thought.

They begin by discussing this notion of trying to find the sweet spot between virtual and in-person connections, an example of going too far on the virtual side, and emphasizing the core value of relationships within any successful business. They spend much of the episode trying to determine which activities are best suited for virtual and which in-person ones must be maintained. Technology has introduced many different ways to do business these days, but the rock solid foundation of relationships must remain intact if we are to enjoy success both professionally and personally – join the debate here today with Matt and Garrett, and see if you are able to find that sweet spot between the two that works best for you.

Episode Highlights:

Finding the sweet spot with connecting virtually
Matt's example of business being too virtual
The relationship side of the business
This window of opportunity
Maintaining those personal relationship areas where Ninja shines
Ted Bash's Christmas event
Personality matters
Celebrating with your people
Determining what can't be done virtually
Showing up

Quotes:

"The real estate industry, particularly the sales part…has always been behind everybody else when it comes to technology."

"There's no way I'm going to hire a landscaper who's never seen our property."

"If it goes too far in one direction, it could bite people."

"If we remove ourselves from that part of the process…you're basically removing services from what you do for people."

"Is just getting to 'Sold' or getting to a contract with a buyer, is that all we're trying to do?"

"We've got the incredible relationships with people and if we automate it too far, if we're not involved with the process, well, the relationship all of a sudden can suffer there."

"Intention matters, systems matter, people matter, and process matters."

"Don't eliminate all opportunities to be with your people."

"The response coming out the backside of it was incredible."

"Ted had the best year he ever had!"

"You can't take it too virtual."

"There are still elements you need to be there with them for in a real life situation."

"The minute the clients think you've checked out and you're gone, they're like, 'Oh, they don't live here anymore'."

"Be very, very, very aware."

Links: