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

Stellar Mortgage Wisdom and Advice with Stacia Weishaar Sep 28, 2020

Show notes

Today, Matt and Garrett welcome a very special guest, Stacia Weishaar, for an equally special episode that is a must-listen for real estate agents, lenders, and actually anybody who's running a business these days. Stacia is an incredible Ninja mortgage coach with a deep understanding of the market whose focus and process, as you will hear today, are at a level that renders her truly a model for others to follow.

Stacia begins by sharing her perspective on what's happening in the market these days, comparing 2020 with 2006, and reviewing her process for connecting with her database, especially annual reviews. She and our hosts also discuss forming mortgage broker and real estate agent teams, being a go-giver, her chocolate chip cookie analogy, and her non-negotiable personal habits, particularly her affirmations and gratitudes. Stacia goes into detail about her process for ensuring full communication with listing agents on behalf of her buyers, and the importance of her buyer's presentation. Woven throughout their conversation is Stacia's emphasis on relationships and connections and having the mindset to help people, as well as golden nuggets of advice for lenders and agents alike. There is no doubt that this is a time of volatility in the market, which makes Stacia's excellent example and advice more valuable than ever. As Matt and Garrett suggest, this is an episode to not only listen to, but to share with all others who need to hear it as well.

Episode Highlights:

Remember to send in questions for the upcoming Q & A episode
Stacia's perspective on what's happening these days
Comparing 2020 to 2006
Stacia's process for connecting with her database including annual reviews
Forming mortgage broker and real estate agent team relationships
Being a go-giver
Stacia's chocolate chip cookie analogy
Her non-negotiable person habits
Affirmations and gratitudes
Stacia's process regarding contacting listing agents
The importance of the Buyer's Presentation

Quotes:

"It's just this volatile rollercoaster…especially in the financial markets."

"The predictors are just really kind of off whack, so to speak."

"People have great equity positions in the market currently…we're in a healthy market from my opinion."

"A lot of people want to get out of their current shelter situation and move out."

"Lenders right now are busier than they've ever been."

"It's really about making sure you're talking to people."

"It's about relationships and connections."

"I like to surround myself with very intelligent people."

"Your focus is on other people."

"I am also very, very focused on what I am grateful for."

"That mindset to help people is really important to me, and, you know what? Helping somebody doesn't necessarily mean that you're selling them a house or getting them a loan."

"I don't let people write offers if I don't think we're going to be able to execute them."

"I want to make sure that we're a good fit to work together."

"Is their job stable in this season of COVID?"

"What an incredibly powerful phone call that sets the stage to have a successful transaction!"

"Make that phone call…help the clients win!"

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Authenticity is the Word of the Day Sep 24, 2020

Show notes

As you may have heard, there is an election coming up in the U.S. and that has led to a question about agents becoming involved in helping spread the message of the party whose policies about which they feel strongly. While there is a school of thought that says agents should steer clear of this topic altogether, Matt and Garrett are here to discuss the quality that allows you to be yourself and demonstrate your beliefs in any aspect of life - authenticity.

They begin by pointing out that, when working with strangers, it can prove difficult to be completely open about all your beliefs, but that by building a referral based business, surrounded by those who know, like, trust, and understand you, being yourself is actually the best thing you can do. They explore the core of authenticity, the example to be found in Gary Vaynerchuk, the dangers of being fake or of compromising your values, and the wisdom in taking care with how you share information about yourself. Their overall message of being and sharing who you are while also being open to others doing the same, and possibly disagreeing with you, represents yet another lesson from our hosts that is beneficial not just for your business but for your life in general – another glowing example of the value and power of the Ninja philosophy.

Episode Highlights:

Working with strangers
The great thing about building a referral based business
The core of authenticity
Gary Vaynerchuk
The danger of being fake or compromising your values
How you share things
Who are you surrounding yourself with?
Being open to the thoughts of others

Quotes:

"You can be authentically you in the craziness that you are."

"Everybody knows what your belief systems are when you are building that tight group of people in your database and your sphere of influence."

"I think it's awesome when people volunteer to help spread a message that they believe in. That's actually the core of authenticity, isn't it?"

"You can still be good at what you do and have different political opinions."

"The more you're building a business around people that know, like, and trust and understand you, and you know, like, and trust and understand them, you can authentically be yourself and not only will it not hurt your business, it will make your business thrive."

"Be authentic to who you are."

"Be unafraid to share and be who you are…be prepared for other opinions to come in…embrace it."

"Be open to learning more. Don't close yourself off where you're not experiencing other people's thoughts."

"The greatest gift you have to give is yourself."

"Don't change to be like others…be authentic and build the people around you that appreciate your authenticity and who you are. It's a much more fun business, it's a much more fun life to go down that route."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Checking in on Your 'Why' Sep 21, 2020

Show notes

One issue that Matt and Garrett are seeing with increasing frequency in their clients these days is the need to confirm or re-evaluate their 'why'. When all is going well and people are moving through their typical day to day, they don't really concentrate so much on this aspect, but when things change or become uncertain, as they have during these past 6 months or so, it's high time to re-evaluate your 'why', and our hosts walk you through that process today.

They begin by reviewing the difference between goals and your 'why', the reasons that it is so important, and what specifically Matt is seeing with his clients in this regard these days. They then go on to discuss the notion of the big picture, the legacy you want to leave behind, and using real estate as a vehicle for achieving happiness. Some practices surrounding re-evaluating your 'why' are introduced, especially the Life List, along with some resources to consult such as the four quadrants. They conclude by encouraging listeners to really determine who they are and who they want to be at their core, and by sharing the importance of giving yourself space in order to achieve this. This is yet another inspired episode where our hosts go far beyond the world of real estate to address your overall well-being, which will, in turn, improve all aspects of your life, including, of course, your business.

Episode Highlights:

Questions for the upcoming Q & A episode
The difference between goals and the 'why'
Why the 'why' is so important
What Matt is seeing these days regarding his clients' 'why'
Your impact and legacy
Real estate as a vehicle to achieve happiness
Re-evaluating your 'why'
The Life List and some Life List resources
The quadrants of to do, to have, to be, to give
Who you are at the core
Giving yourself space to put on your emotional armor

Quotes:

"Goals are different from the 'why'. The 'why' is like the journey."

"Step into this really small word with massive impact."

"When you protect your purpose, your purpose protects you."

"Without the 'why', the 'why' just turns into 'work harder'."

"What are people saying about you at your funeral?"

"My 'why's may not be the things they were last year – the things that really drive me."

"It's an exercise that we don't do often enough."

"We start to put some purpose into our action."

"This is what's important to me in my life right now. This is where I'm at."

"We all need to made sure we're putting on our emotional armor at the beginning of the day and use that time to connect with ourselves."

"I want everybody to think about that also, as you're putting down the things on your life list, really stop and analyze what part of these four quadrants does this give to. And it might show up on more than one."

"If you have a great 'why', lean into it even more."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Generating Business Referrals Without Asking with Stacey Brown Randall Sep 17, 2020

Show notes

Matt and Garrett are both extremely excited to welcome a very special guest to the podcast today. Stacey Brown Randall is the author of Generating Business Referrals Without Asking, a fantastic book that Larry Kendall actually recommended to our hosts, and which they have then gone on to recommend to others with whom they work. In addition to writing her award winning book, Stacey runs programs that provide road maps to help people take control of their business, hosts her own podcast, 'Roadmap to Grow Your Business', and is a three-time entrepreneur.

Stacey begins by clarifying just what exactly a referral is, what it isn't, and what people often confuse it with. She and our hosts then explore the importance of the human factor, of being authentic, and of really caring for the people you are helping. Stacey then shares the first of her 'aha' moments, and together they discuss the curious history of asking for referrals, the many forms this takes, Stacey's 'secret sauce', and they review the first step to follow in her process. The conversation wraps up with suggestions for answering the number one question every real estate agent is asked, and Stacey shares her sage advice for listeners. Throughout this dynamic and informative episode, you will undoubtedly note the similarities between the Ninja System and Stacey's process, and come to fully understand the power they both hold, not only in helping improve your business, but in improving the very lives of all involved.

Episode Highlights:

The reasons why people want referrals
The two key parts that a referral always has
The confusion some people have around the definition of a referral
The importance of the human factor and being authentic
Stacey's first 'aha' moment
The history of asking for referrals in all its many forms
Stacey's 'secret sauce'
How to get started in receiving referrals without asking
Responding to 'How's the market?'
Stacey's advice for listeners

Quotes:

"Everything about a referred prospect is usually easier with the closing process and getting them to say 'Yes' to becoming a client."

"The referral source is a human being, not a system, not a program, not your flyers going out there. That stuff is marketing."

"If you have the willingness to care for the other person, that is ultimately why somebody is going to feel connected to you…but here's the thing, it's got to be real."

"We're going to release the expectation of the outcome in the beginning, and we're going to truly focus on doing the right work, which is taking care of those people, and then it will come."

"You just shouldn't have to ask."

"The language piece is kind of what makes it all work."

"You're going to care about people who make your business easier, and they help you grow your business. Like, what could be more simple than that?"

"The conversation I want to have with you 3 years from now or 5 years from now, is how much better your life is."

"Of all the steps, the first step is the least sexy. It's the most work."

"If you are dead inside, do not apply."

"People make referrals when they know they're going to look good at the end."

"You're also answering it in a way that allows you to plant a referral seed."

"It's just like I needed that tiny little reminder that I really do good work, and that people really do trust me, and that I really matter."

"The longer you do it, the better you grow these relationships, the stronger your connections get, it's an exponential growth. It gets better and better and better every year…it's where miracles happen."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

Stacey's book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking-ebook/dp/B07D99KJ6H/ref=sr_1_1?ie=UTF8&qid=1540925029&sr=8-1&keywords=stacey+brown+randall

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Stacey's homepage: https://www.staceybrownrandall.com/

Stacey's podcast: https://www.staceybrownrandall.com/podcast/

Taking Care of Yourself Sep 14, 2020

Show notes

At times during our lives, and particularly now with all that the world has been through, as well as the current busy-ness arising as we emerge from lockdown, it can become easy for us to lose sight of all the behind the scenes pieces that make our life and ourselves work. Matt and Garrett are beginning to have a lot of conversations about this topic lately, and that has resulted in today's episode which looks at the need to bring to light the pieces of our lives that we need to be focusing on to be our best, healthiest selves.

They begin by reviewing the need to take care of ourselves, particularly maintaining physical, financial, and personal relationship health. They examine the notion of non-negotiables in our lives and how the changes to routine have impacted them. The '75 Hard' initiative is discussed (and you are invited to join Matt in completing it), as is the sense of urgency created by our current circumstances which can keep up from focusing on ourselves. The episode concludes with our hosts' challenge for listeners to make a list of one non-negotiable to implement for each of the areas of physical, financial, personal relationship, and business health. Ninja Selling is all about the complete package of ensuring a better life overall, and today's episode provides the information, insight, and advice to both reflect and act upon this key concept, making this is yet another episode that everyone needs to hear.

Episode Highlights:

Taking care of yourself behind the scenes
The importance of maintaining physical, financial, and personal relationship health
Non-negotiable activities
How the change to routine has impacted our non-negotiables
The 75 Hard and how it curbs excuses
The sense of urgency created by current circumstances in the world
Focusing on ourselves right now
Making a list one non-negotiable for physical health, financial health, personal relationships, and business
Joining Matt in completing the Hard 75

Quotes:

"If your heath is on point, it's going to be a lot easier to get your business on point as well."

"Ninja Selling…is a much bigger picture than, 'Let's just make more money and do more business'…this is a whole package we need everybody focusing on."

"This is where the non-negotiables can kind of get pushed off the side if we're not careful about it."

"You're rewiring your brain is what's really going on when you go through this."

"You need to be disciplined to get through it."

"This is the time to do the easy stuff consistently to make sure that we're continuing to grow in the way that we want to grow."

"We're always on a journey…There's always a new, better version of ourselves that we're building and striving towards."

"It is a mental challenge…to see if you can strengthen that will power internally."

"We're all in this together."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Mel Robbins video: https://www.youtube.com/watch?v=Tikrn8ZaKQA

Preparing to Demonstrate Your Value Sep 10, 2020

Show notes

While they fell away somewhat during the pandemic, cases of 'for sale by owners' and use of discount brokers are beginning to rise once more. Particularly in the past couple weeks, Matt and Garrett have been noticing an uptick in this area, and so today's episode is all about preparing for potential conversations with people regarding these topics.

Our hosts begin by reviewing the 15/80/5 Percent Model, and the need to prepare yourself to be able to explain your value to potential clients. They look at a case study out of Girdwood, Alaska, and then explore the steps to follow for identifying and speaking with those who might be considering 'for sale by owner' or discount brokers. After sharing a professional tax accountant analogy from their past, they go on to review the questions to ask up front, the power of storytelling, and the importance of having answers and samples prepared which demonstrate your value. Matt and Garrett conclude the episode by announcing a very special milestone along with an upcoming episode to celebrate it. As they point out, 80% of people will go with perceived value in a transaction, and today's show is filled with advice to help ensure that your true value is on full display making you the trusted real estate advisor who is so very much needed these days.

Episode Highlights:

The 15/80/5 Percent Model
Preparing your 'for sale by owner' tools and being able to explain your value
A case study from Erin Eker in Girdwood, Alaska
The steps to follow when identifying and speaking to those considering 'sale by owner'
Their professional tax accountant analogy
The questions to be asking people up front
The power of storytelling
Having answers and samples prepared which show your value
A very special milestone and a special upcoming episode

Quotes:

"Historically, 'for sale by owners' have only been…about 10% of the overall market at, kind of, the high, typically hangs around 8%."

"Then we have 80% in the middle that will always go to where perceived value is, but if perceived value is not shown, they will go to the cheapest."

"I would want everybody out there to be able to explain their value."

"I'm looking at protecting the client."

"You're worth every single penny, but if the client doesn't understand, you're not."

"Identify the current perception that they have about this process, and then see if we can inspire further thinking that might change the perception."

"This is why you've got to ask a lot of questions, have the conversations, tell stories, and allow them to benefit from your experience and the experience of others so that they can make the most appropriate decision for them."

"This will only make you better."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Focus on the Data, Not the Headlines Sep 07, 2020

Show notes

As the markets start to play out, Matt and Garrett find that their attention is being drawn toward the disparity between headlines in the media and what they are actually hearing from the agents with whom they work. If you were to believe the headlines, cities such as New York, San Francisco and Seattle would be ghost towns, which is obviously not the case, so it's time to review the importance of researching the actual data and educating your people.

Our hosts begin by examining the unreliability of the media when reporting about real estate, stressing the need to educate your people with the actual facts, and looking at a potential opportunity for cities that may yet unfold. They confirm the facts that a housing shortage continues to exist and that there is a population shift occurring within the United States. They also emphasize just how critical it is to focus on data to educate yourself and to become the trusted advisor that so many people need, particularly these days. After all that has occurred throughout the United States and the world in the past few months, people are excited to move again, and they are looking for you to be the expert that cuts through the rumors and misinformation, and gives them the straight goods. Let Matt and Garrett show you how to become that valued and trusted advisor in today's timely and highly informative episode.

Episode Highlights:

Unreliable real estate news
Educating your people
An interesting potential opportunity for cities
The current housing shortage
The population shift in the United States
Focus on data not opinion
Being a trusted advisor

Quotes:

"This is real estate review time."

"The media can drive that fear and cause the problem to happen."

"Without education…literally the education is the media and…there's some holes in that information."

"It almost has this potential to make cities just a little bit more affordable for the people who really want to live there."

"Maybe you hit the pause button for a little bit. Maybe you find a new opportunity. Who knows?"

"In any market you can sell homes. In any market you can buy homes."

"If you're a trusted advisor, you're going to be able to get things done for your clients."

"We've got to set opinions aside, and just focus on the data."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Exploring the 5 Laws of The Go-Giver with Bob Burg Sep 03, 2020

Show notes

Matt and Garrett are both extremely excited about today's episode which features a very special guest that all Ninja's are going to recognize. Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales approaching two million copies, and is a co-author of The Go-Giver, a book which has sold over 950,000 copies, and which anyone attending a Ninja Installation receives. He is also a highly sought after speaker who has shared the platform with notables including today's top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He begins the conversation by sharing the background of The Go-Giver and reviewing both its main message and its congruence with Ninja Selling. He then goes into great detail about the 5 Laws around which the book is built, complete with explanatory examples. Throughout this analysis, such notions at the difference between price and value, being in flow with your entire database, Psycho Cybernetics, and the ways in which people can shift their mindset into the giving mode are explored. Bob and Garrett's first meeting is also held up as exemplifying one of these laws. The parallels between Ninja Selling and Bob's book and the success to which they both lead are revealed in this episode today, confirming the fact that 'leading with your heart' is not just the right thing to do, but that, in the end, it is also the most profitable.

Episode Highlights:

The background on The Go-Giver and its main message
Its congruence with Ninja Selling
The 5 Laws the book is built around and some examples of them
The difference between price and value
Being in flow with your entire database
How Bob and Garrett met
Psycho Cybernetics by Dr. Maxwell Maltz
What people use to shift their mindset into the giving mode

Quotes:

"Shifting your focus from getting to giving, and when we say 'giving' in this context, we simply mean constantly and consistently providing immense value to others…is not only a more pleasant way of conducting business, it's the most financially profitable way as well."

"When you are absolutely laser-focused on making their lives better…you're creating that benevolent context for the sale or for the listing to take place."

"In a free market based environment, there should always be two profits with every sale. The buyer profits and the seller profits."

"Money…is the thunder, if you will, to value's lightning."

"The more people whose lives you touch with the exceptional value you provide, the more money with which you'll be rewarded."

"All things being equal, people will do business with, and refer business to, those people they know, like, and trust."

"You will, indeed, have what we call an 'army of personal walking ambassadors'."

"When you…show up as yourself, day after day, week after week, month after month, people feel good about you, people feel comfortable with you, people feel safe with you because they know who they're getting."

"It will unleash your business."

"Giving and receiving are not opposite concepts, they're simply two sides of the very same coin, and they work in tandem…you're a giver and a receiver."

"You have to be open to receiving when those opportunities show up."

"I think every realtor should be a Ninja salesperson."

"You are a great model of success for everybody."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching: