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

Setting Up Your Weeks for Success with Weekly Meetings Dec 07, 2020

Show notes

If you have ever had that experience where you just kind of lose control of your week and where you just can't seem to get to all the things you want to (and, really, who hasn't?), then this episode is for you. Today, Matt and Garrett take a close look at the Monday morning meeting that you should be having with yourself each week to help you manage such situations, revealing the many reasons for having it, and exposing the many excuses offered for not doing so.

They begin by reviewing that feeling of not being in control, the apparent 'Catch-22' involved in resolving it, and then engage in an extensive discussion of the many, many benefits of having this weekly meeting with yourself. Along the way, they also explore the agenda for these meetings, when best to schedule them, the importance of your business plan and your 'why', and using your calendar to plan out your week. As they clearly demonstrate, a keen awareness of your business is paramount to your success, and they have so many great ideas and examples to help put you in the driver's seat and achieve this in today's very important episode.

Episode Highlights:

The feeling of not being in total control
The 'Catch-22'
The many benefits and power of the weekly meeting with yourself
The 'going on vacation' analogy
Scheduling the meeting at the best time for you to succeed
The meeting agenda
Your business plan and your 'why'
Finding out what's working and what's not
Use your calendar to plan out your week and then execute
Analyzing your systems
Raising and maintaining awareness of your business

Quotes:

'I do find Monday is your highest point of success."

"I think you'll actually end up saving more time in the long run."

"Make some time today, if you can."

"Am I planning a business that supports the mission?"

"Where are we going and why are we doing it?"

"The people who have that 'why' clearly defined for themselves…they're the people that have successful weeks, week over week."

"A good time blocking schedule will help you, you know, achieve things…action is what leads to success."

"My goal long term is to help you build a big enough 'why' that you're not showing for anybody but yourself."

"You've got to have that kind of check and balance with each individual system as you go through planning."

"It's all these little steps along the way to make sure that you can get to that final product – that's the power of this meeting you're going to have with yourself."

"You'll be better prepared for everything."

"You have to sit down and take the time to analyze it and understand it for your own personal self."

"It's hard to make decisions about where you want to go with your business and what actions to take if you don't have that awareness."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Stop Advertising and Start Branding with Sandy McMaster Dec 03, 2020

Show notes

Sandy McMaster of McEnearney Associates in Alexandria, Virginia, is Matt and Garrett's special guest today. One of Matt's coaching clients, Sandy is a 'rock star' who has created an incredible brand that has greatly improved both her business and her life. In this episode, she shares her fascinating brand journey and offers valuable insights and advice for listeners to help them do the same.

As she recounts her journey, Sandy emphasizes the need for authenticity and knowing your 'why', and describes the 'unlock' that more than doubled her business. She also discusses the team she has built, some resources that have proven helpful, the importance of understanding how others interpret you and being able to articulate your value. The tactics she uses, such as her highly popular videos and how she started them, are explored as well. Sandy McMaster has gone from experiencing a decade of relative frustration in real estate to absolutely loving it through her commitment to branding, enjoying great success along the way. As she so clearly demonstrates today, the same can be true for you, and listening to her story here today could very well be the first step on your own journey.

Episode Highlights:

Sandy and her brand journey
Three questions to answer when determining your brand purpose
The importance of authenticity and knowing your 'why'
The 'unlock' that more than doubled Sandy's business
Reviewing your business plan and life list
Sandy's team
Gino Wickman's book, 'Traction'
Storybrand
Understanding how others interpret you
Some of Sandy's tactics
Articulating your value

Quotes:

"I want so much to make this business not just financially fulfilling, but personally fulfilling."

"Bless Ninja!"

"You've got to be authentically you."

"Every single person listening has a personal brand."

"Not everybody is your client."

"This takes time, effort, creativity - you cannot stop."

"I get one life. I'm going to live this without wasting any of my potential."

"I spent a decade really spinning in this business."

"Get it, want it, capacity to do it."

"So long as you're genuine, it's okay if it's not perfect…just put it out there."

"Your tribe is looking for you. You have to allow yourself to be found. Go for it."

"In real estate, I know who my people are. And if you're not for me, I can find your person."

"When you stop being for everybody, you can literally help anybody."

"Stop advertising, start branding. Build the businesses you love."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Sandy's homepage: https://www.sandymcmaster.realestate/

Authentic Agent homepage: https://www.authenticagent.realestate/

Taking Action on Business Plans Nov 30, 2020

Show notes

As we approach the end of November, 'Business Planning Month', it's time to look at how to put these plans into action for the coming year. Far too often, these plans are created and then relegated to a drawer where they are seldom, if ever, looked at again. Today, Matt and Garrett are here to show you how to make sure that this valuable document remains an active component of your business, allowing you to enjoy the success you so richly deserve.

They begin by examining the need to consistently review the plan, and offer an insightful road trip analogy which demonstrates the value in making incremental changes as necessary throughout the year. They also offer some ideas on how to ensure your plan remains a priority, including accountability partners and quarterly breakdowns. They finish up by sharing yet another analogy, this time about guided missiles, which neatly sums up the value of keeping your business plan active all through the year, and checking on it regularly so that you can adjust your course when needed to reach your desired destination. Listen in today and plan on making next year a huge success.

Episode Highlights:

Consistently reviewing your business plan
The road trip analogy
Making incremental adjustments to the plan as necessary
Some ways to ensure you prioritize your plan
Accountability partners
Quarterly breakdowns
The guided missile analogy

Quotes:

"You need to go into the year with that really solid plan."

"This is the journey that we're going to go on, on this final destination we have twelve months out from now."

"They get so far off course that they're not even on the trip anymore."

"Have somebody that is kind of involved in the journey with you."

"Use the calendar to your advantage when you're looking at your business plan."

"Where am I right now, and where am I going?"

"You're in control of this whole thing."

"Be excited and don't be scared of it."

"You're in the driver's seat."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Giving Thanks for Gratitudes Nov 26, 2020

Show notes

Matt and Garrett want to wish all their listeners a very Happy Thanksgiving, and welcome everyone to their podcast today, which is all about gratitudes. As clichéd as that might seem, this is about so much more than simply giving thanks one day a year, but building this noble act into your daily schedule, consistently through both good times and more challenging ones. As you will come to understand today, they can have a profoundly positive impact upon your life and business, and need to become a permanent component of our day-to-day activities.

Our hosts review the need to structure gratitude into your day, and share the many benefits that will result, as well as some examples of Ninjas out there who are enjoying great success through this commitment, and an exercise that you can implement immediately. They also recommend revisiting both a previous episode of great relevance as well as Mel Robbins' YouTube video, and share some of the many things we can be thankful for in 2020. Far from being optional or an afterthought, gratitudes are a key component to success in life and business – science and experience support this fact fully. On this very special day of giving thanks, let's all commit to making gratitudes a part of our lives every single day.

Episode Highlights:

Structuring gratitude into your day
The physical effects of gratitude
Not being tied to the outcome
Andrea Tuell's remarkable example of gratitude
A gratitude exercise
Changing your energy
Maintaining your gratitudes consistently
Things to be grateful for in 2020
Opening up your vision and looking at your business differently
Revisit the August 6 episode
Reinventing holiday traditions
2020 as a positive turning point
Mel Robbins' Foggy Day YouTube video
What Matt and Garrett are grateful for

Quotes:

"There's a lot of power and science behind that."

"It's a state of being…you're trying to change your core being."

"You actually feed off that energy from other people."

"Gratitude can even be structured throughout the day."

"We know that gratitude can actually reduce stress hormones."

"All of a sudden, confidence grows."

"Why don't I do this more often?"

"This is going to be a fascinating generation, and I actually think it's going to be for the good."

"This is giving them tools that a lot of us never have ever experienced."

"A lot of people were very grateful for the health of the real estate market."

"Being grateful for those challenges is important."

"Is this happening to me or is it happening for me?"

"How can we look at this differently?"

"What about 'Thank you, 2020'?"

"Have a wonderful, wonderful Thanksgiving."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Listening for Life Changes Nov 23, 2020

Show notes

Today, on this 200th episode of the podcast, Matt and Garrett take a look at the topic of change. Throughout each person's life, change is going to happen – as 2020 has clearly demonstrated - and listening for signs of these changes when reaching out to your people can provide you with a unique opportunity to strengthen your relationship with them.

During the episode, our hosts examine the importance of listening skills, asking questions, learning about how best to communicate with each of your clients, and, above all, making your conversations all about them. Garrett provides an enlightening example of the dichotomy of change, and together he and Matt explore the notion of the 'carousel in our life', talking about dreams, pain and pleasure levels, and, of course, listening for change. They conclude by reminding everyone that you can search their website for topics from previous episodes that you're interested in – there's a lot of quality information and advice to be found in these 200 episodes! If this past year has taught us anything, it's that change is inevitable. What today's episode teaches everyone is how you can deepen your connection with others by being there for them in these important times and beyond.

Episode Highlights:

Listening skills and asking questions
Garrett's example of the dichotomy of change
The many changes people are going through these days
Learning how best to communicate with each client
Carousels in our life
Talking about dreams
Listening for change
Pain and pleasure levels
Searching for topics on previous episodes

Quotes:

"Everything's great. How about you?"

"Don't make this about you."

"Your stock in that relationship goes way up because you're providing value by simply listening."

"Do I truly understand what people are going through in my sphere of influence?"

"You're going to get golden information."

"You have to disconnect yourself from that becoming a transaction."

"It's not the person right in front of us, it's all the people that are just beyond them. That's where miracles happen."

"All of a sudden the dreams come out."

"Where do you recreate?"

"Dream questions are so, so powerful."

"Listen for these moments where you can...go to that deeper level with people."

"If you're really listening for this change, that warm list is going to start to populate pretty quickly."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Creative Ways to Strengthen Relationships Nov 19, 2020

Show notes

Through the uniqueness of 2020, a lot of creative ideas have been generated to enhance or replace the events that are just no longer possible for us all to run for our people. Matt and Garrett have been keeping their eyes out for some of the most creative, and today they share some that will help you strengthen your relationships not just for 2020 or the holiday season, but for absolutely any time of year.

Throughout the episode, our hosts run through a list of these great ideas and offer valuable suggestions about how you can implement them both now and in the future. Emphasizing that the overall goal is to create some fun energy and environments for your people, they demonstrate just how these ideas can help you build those strong relationships that will not only enrich the lives of all involved, but also allow transactions to 'just fall out of the sky' for you. We all agree that 2020 has brought some significant changes to our world – let Matt and Garrett show you how to make these changes work for you and your business.

Episode Highlights:

Pumpkin carving and coloring contests
Calling each person to explain why you're not having your event this year
Reviewing the value of your annual events
Scavenger hunts
Polaroid wars
Celebrating your brand and other clients' brands
Adjusting traditional events such as Pie Parties
Matterport Open House Scavenger Hunts
Creating fun energy and environments for your people

Quotes:

"If you're doing the pumpkin, you get the pop-by, and you get the interaction, and it can potentially replace an in-person event."

"The lowest cost event she's ever done…she could pretty much link it back…to two new pieces of business."

"The interaction that I had with my people was priceless."

"The big picture here is we're looking for human interaction."

"You as the organizer of it, you're going to get a lot of communication, you're going to create an experience for these people."

"Everybody's going to get a better understanding of what that area that you live in is."

"The more touch points you can get, the more frequency you can build during this time, it's going to be easier to keep a level of frequency going as you get through holiday season."

"Have some fun with it."

"The purpose is to just build relationships, build some fun."

"Transactions just fall out of the sky when the relationships and the connection is correct."

"Relationship strengthening is better than any time I've seen because people are craving it."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Learning About Learning Modalities Nov 16, 2020

Show notes

One topic that just doesn't seem to get enough attention, even from some of the best Ninja's, is the potential value of understanding learning modalities. Knowing how a person learns best enables you to share ideas and information with them in a way that will make most sense to them, and result in establishing a deeper connection for you both. This is truly a fascinating topic with striking implications for building relationships, and Matt and Garrett are excited to share it all with you today.

They begin by explaining the three learning modalities in order of prevalence, how books can be designed to appeal to these modalities, and how to determine the dominant modality in another person through questioning. Our hosts then engage in a thorough examination of ways to deepen your relationship with others once you know their dominant modality, and also how to ensure that all of your processes incorporate all three modalities in order to connect with the largest audience possible. Once again going far beyond the realm of real estate, Matt and Garrett share information and advice here today that will, of course, improve your business, but more importantly, effectively deepen the relationships you have with your people overall.

Episode Highlights:

Visual learning
Kinesthetic learning
Auditory learning
How books can be designed to appeal to the three modalities
Asking questions to determine the dominant modality of your clients
Formatting your questions to appeal to their learning modality
How knowing modalities will affect relationships in your business and personal life
When to appeal to all three learning modalities
Restaurant menus and learning modalities
Phil Greely's use of iPads with clients and the many referrals it generated
Why postcards do so well
Checking all of your processes to see if you can incorporate all three modalities into them

Quotes:

"The biggest one is visual."

"Showing is better than telling."

"The last one is auditory."

"Just because we're dominant on one…doesn't mean that we can't use the others."

"If you talk books with people you can actually kind of get a sense of who they are."

"If you know the learning modality you can ask those questions in that format."

"You will help them engage more."

"Mark this down on your contacts."

"How do I change that question to their learning modality?"

"Naturally, people will say things that are geared towards their primary learning modality."

"When you send a postcard, you're able to hit on visual and kinesthetic right there, which encompasses a lot of people."

"Every auditory person, their second modality is either kinesthetic or visual."

"You're going to increase your chances of communicating well if you're using all three in your auto-flow."

"This is one of those components that you start to practice when you're focused on being elite."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Helping Your Clients Uncover Their 'Why' Nov 12, 2020

Show notes

Knowing precisely why your client wants to buy or sell a house is critical to your relationship, and can, at times, become a fairly complex task. In today's episode, Matt and Garrett look at the tools available for you to help your client understand their why especially when the reasons may not be on the surface and may require some deeper questioning. Until they understand their why, it may very well be impossible for you to help them find precisely what they are looking for, so let Matt and Garret help you out.

They begin by reviewing some of the tools available to help understand your client's why, and they perform a brief role play that illustrates a 'what and why' conversation. They then focus upon strategies to employ when you've done everything properly, but a client is still hesitating to act, which, as they point out, could have deep emotional roots. With an emphasis on when and how to help clients find clarity, our hosts offer valuable advice in this potentially sensitive area as well as the possible results. Going a little deeper may cause some level of discomfort but the mutual rewards of helping one of your people clarify what they want goes far beyond real estate, and will ensure a long lasting and fruitful relationship for you both.

Episode Highlights:

Some tools available to help find surface level to intermediate whys and deeper whys
Matt and Garrett's role play of a 'what and a why' conversation
Asking questions, really listening to answers, and watching body language
The Ten Step Buyer Process
Having conversations to uncover the deep, serious emotions which may impact a buyer or seller's decision
When and how to help clients find clarity
Mutually putting a client on hold
Asking questions, and checking their pulse
How this results in referrals
Steve Sim's book, 'Bluefishing: The Art of Making Things Happen'

Quotes:

"It's amazing how much just asking the question 'Why?' can really help, especially right up front, whether we're talking about a seller or a buyer."

"It's also about how they answer with their body language."

"I think in-person is the absolute best way of doing it, or zoom in today's world, I think, could work really well."

"Some of the best Ninja's I know are not afraid about talking their client out of moving sometimes."

"Now you're really helping these people with life, not just real estate."

"Is there some deeper question that I could be asking that's going to take these people to a different level of clarity that we've all missed?"

"These are people. These are relationships. These aren't transactions."

"Once I started actually building relationships and paying attention to the people in my business, things took off."

"People's criteria can change, for sure, really quickly too. I mean, so don't ever be afraid to do the reset."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Seizing the Current Opportunities to Connect Nov 09, 2020

Show notes

There are a couple reasons why this is the coolest part of the year, and the main one that Matt and Garrett talk about today concerns the many opportunities available in this season to call and connect with your people. This has been a year like no other, magnifying the importance of this contact, and the coming season offers even more opportunities to continue to demonstrate your care and concern for the people in your life.

Our hosts begin by reviewing the impact of calling up people in times of collective stress to sincerely check in on how they're doing, as well as the advantages that live-flow offers, the power of human connection, and the difference between Ninja and many other systems. They then discuss the nature of these calls, the specific opportunities available now, and increasing the frequency of touch points through combining communication methods. They finish by sharing the process for determining who you could consider contacting, and precisely where the real connections happen. As Ninjas, sincere concern for others and learning more about them is a cornerstone upon which to build the types of relationships that will prove beneficial to both your life and business. Today's episode guides you in the process of ensuring you achieve this throughout the entire year, and especially in the coming months.

Episode Highlights:

Calling people in times of collective stress
Auto-flow vs. live-flow
Helping people beyond real estate
The power of the human connection
The difference between Ninja and many other systems
Making conversations all about them
The opportunities that are out there right now to call people
Combining methods of communication to increase touch point frequency
Creating your list of who to contact
Where the real connections happen

Quotes:

"When this year started it was a normal year."

"Take care of your mindset, get on the phone."

"When we're all dealing with stress…these are the opportunities to make sure your energy's in a great place, and pick up the phone and make a phone call."

"We all have the opportunity to just build this human connection together through the power of a simple phone call."

"All these phone calls are not trying to find out where the deal is, the phone calls are really trying to connect with people and understand the world that they're living in right now, and to show care and concern for what's going on."

"Do not get attached to the outcome."

"Our job is to keep them talking."

"This is an opportunity to check in with them and see, are those traditions happening the same way through December?"

"Celebrate with them!"

"Make sure your warm list is included in this action program."

"Have some fun with it."

"This will come back to you in first, second, third month of 2021."

"There's people out there that will need your help at this time with too many life changes coming on."

Links: