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

Marketing Matters Aug 24, 2020

Show notes

With the general shake up that recent world events have caused, Matt and Garrett have noticed some agents are experiencing difficulties in maintaining effective marketing. While those who have made their marketing about relationships have been doing tremendous business in these times, others who have let some of their marketing drop off, become nonchalant about it, or even returned to some old school approaches, demonstrate that this is the perfect time to address this critical aspect for everyone once again.

Our hosts begin by looking at the importance of the language used in marketing, expressing their concerns about the typical 'call to action', and sharing what they consider to be the best marketing on the planet. They also address the notion of asking for referrals, and then explore what they feel is appropriate marketing, including ideas for getting creative with content, postcards and videos. Marketing is undoubtedly a critical element in any business, and real estate is no exception. The value of today's episode is that you will walk away with a number of effective and practical suggestions in this area that you can begin to implement immediately as business returns to normal in the coming months and beyond.

Episode Highlights:

Marketing language
The 'call to action'
The best marketing on the planet
Asking for referrals
Getting creative with marketing content
Recommendations for appropriate marketing
Postcard and video ideas

Quotes:

"This wonderful testimonial, blow it up so people can see what other people are saying about you."

"If the answer to your question or the call to action is 'No'…you've just shut down communication, you've closed the door."

"If I hound them too much, it shuts down that relationship."

"If you're presenting yourself as an expert open to connecting, then people are going to ask you questions."

"Stop talking about yourself. It's not about you."

"There's a lot of confusion out there right now, give them some clarity."

"I would want to be the voice of our community and our marketplace."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

The Power of One Aug 20, 2020

Show notes

Today's episode is all about the power of one – one coach and one path. All too often, eager young agents, or more experienced but 'stuck' agents, feel they need more mentors or more coaches to help them improve their business. Matt and Garrett are here today to demonstrate the dangers of having more than one coach and trying to follow more than one path, not just when building your business, but in so many aspects of your life.

While they fully acknowledge that having different coaches for different roles can prove highly beneficial, our hosts demonstrate why you must limit yourself to one coach per role, and to follow one path fully and completely. They look at the value of gathering information, but also warn about how to use this information, and the importance of finding the right coach for you who aligns with your core values. They also recommend tracking what you're doing with the system you choose, and share some valuable advice for owners, brokers and managers in the real estate business. Too many coaches and too many paths can lead to confusion and inaction in too many cases - take today's advice from these two experts, and reap the rewards of implementing the 'power of one'.

Episode Highlights:

The problems with having multiple coaches for the same role
Gathering information and how you use it
Having different coaches for different roles
Finding the right coach for you
Tracking what you're doing
Advice for owners/brokers/managers

Quotes:

"You've got to pick a path."

"It's like combining two diets."

"You're looking for somebody who aligns with what you know and what you want to do."

"If you can hire somebody to do something that also helps kind of coach you and educate you, that's probably going to be a winning solution."

"If you don't fully take a path…you can actually damage yourself, you can damage the business, you can damage the growth."

"Stop following the people that, you know, aren't fully in line with your core values."

"You can save some money and accelerate your business."

"To have the camaraderie and the unity where everybody in that offices can come and speak the same language and build together and grow together is so incredibly powerful, but, again, pick a path, not multiple paths."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

The Dangers of Skipping Steps Aug 17, 2020

Show notes

With the massively low inventory currently available, the buyer's market continues to be strong, and Matt and Garrett are beginning to witness some agents get a little sloppy and skip some steps of their process as a result. Today's podcast is all about the need to complete all of the steps, especially the pre-listing inspection, regardless of the marketplace.

Our hosts begin by showcasing the many benefits to this inspection, including protecting yourself and the seller, the moral responsibility that agents have to ensure a thorough representation of the property, and the opportunity to relieve some of the stress inherent in each of these transactions. They also stress the necessity of having a set plan for how you do real estate which you implement regardless of the type of marketplace, as well as the dangers of skipping steps, and the importance of making things easy for all involved. As they note, this market is going to change at some point, and today they share their valuable advice on how to ensure that your process remains complete and effective both now and in the future.

Episode Highlights:

The benefits of the pre-listing home inspection
Protecting yourself and the seller
Moral responsibility
Eliminating some of the stress of the transaction
Having a set plan of how you do real estate in good times and in bad
The dangers of skipping steps
Making it easy for buyers

Quotes:

"Don't you want to sell a good quality product?"

"They're going to feel more confident to make higher offers."

"I think there's a moral responsibility that we, if we're going to put somebody into a house, it's not just about making that paperwork come together."

"If a listing agent is doing their job exceptionally well, they're teaming up with the seller and they're making it super easy for a buyer to come buy that house."

"Setting yourself apart in the marketplace from other real estate agents who are skipping steps."

"At the end of the day, this marketplace will shift, things will change."

"Don't drop the basics, don't get sloppy here as we go into these times right now."

"Provide the best service you can."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Getting Some Customer Satisfaction Aug 13, 2020

Show notes

There is a trend that Matt and Garrett are noticing these days, and it is the overwhelming level of satisfaction that buyers and sellers are showing their real estate agents these days. Given the increased amount of anxiety that clients are experiencing in these unique times, the efforts of agents who are able to reduce the level of stress involved in selling or buying a home are being recognized, and our hosts have some great advice to ensure that you fall into this fortunate group.

They begin by reviewing the importance of relieving some of this stress, and the negative impact that will result should you actually increase it. They then look at the relationship between referrals and FORD questions, as well as customer service calls and making connections. The fact that current circumstances represent the perfect opportunity for creating 'wow' moments, establishing relationships, practicing language to use with clients, and setting yourself apart from other agents is also emphasized. Finally, Matt and Garrett explore the notion of matching a client's energy before guiding them, and making the best use of everyone's time. If you are one of those agents whose praises are being sung by clients these days, then congratulations – keep up the great work, and listen in to see if any of today's advice can make it even greater. If you're finding that you're not part of that group, take a moment to sit back, reflect on your practices, and let our hosts guide you to reaching that level of success.

Episode Highlights:

Relieving and the increased level of client stress these days
This opportunity can go in both directions
Referrals and FORD questions
Customer service calls and making connections
The perfect opportunity for creating 'wow' moments and establishing relationships
Practicing language to use with clients
Setting yourself apart from other agents
Matching client energy before guiding them
Making the best use of time

Quotes:

"When somebody makes it go smooth, and seamless and makes the pieces all fall together, oh my gosh, the appreciation level goes through the roof!"

"If you're not providing that value, that customer satisfaction can go in the complete opposite direction just as fast as it's getting really, really good."

"Right now, those FORD questions are so incredibly important because people want to talk, they need to talk, they have so much stuff going on behind the scenes."

"Follow the system…put a little bit more work up front with your clients…use the appropriate language with them to bring this stress down just a little bit."

"Time is, like, one of the most valuable things we have in our life."

"Is there something I could be doing to step my game up here?"

"This is not just one transaction. This person, potentially over the next 10 years, might be 20 transactions…just slow it down."

"I'm not here for the transaction. I'm here for the relationship, and to be your realtor for life."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Tips to Get Back on Track Aug 10, 2020

Show notes

With so much business going on these days, and with so many changes in society, Matt and Garret are hearing more and more about people who are stumbling a bit and saying that they have run out of the time and/or motivation to get their systems done each week. This can be the start of a slippery slope so today our hosts set their focus on some tips to help you get back on track and keep your business and your life moving forward.

They begin by looking at the importance of setting priorities and improving by 1% every day, as well as the dangers of the 'all or nothing' attitude. They then explore our relationship with time, offer some ideas on how to manage it, and emphasize the power of having the proper mindset toward your work and your systems. The concepts of gratitude, failure, plugging the holes in your boat, and Net Forward Energy Ratio are also discussed just before Matt proposes another one of his challenges, and they both offer some book recommendations. Whether you're an experienced agent who's been unable to keep up with your systems, or you're new to the profession and are just trying to figure out how to get up and going in this unique marketplace, Matt and Garrett have the advice to get you on track and moving forward.

Episode Highlights:

Setting priorities
Becoming 1% better every day
The danger of 'all or nothing'
Our relationship with time and some tips for managing it
'I want to' vs. 'I have to' mindset
The power of gratitude
Integrating Ninja activities in your process
Learning through failing
Plugging the holes in the boat
Net Forward Energy Ratio
Matt's challenge
Some book recommendations

Quotes:

"You don't always have to do everything, but you've got to do something."

"I've had to creatively remove myself from other things that were distractions and taking my time."

"Find joy in the activity."

"90 seconds of gratitude can rewire your brain to be focused in a different direction."

"The deal will never end on my…side of the table."

"If you're not doing something to keep it rolling, it will give you a wakeup call."

"Stop blaming the marketplace."

"When you stumble…start really focusing on a tremendous amount of self-awareness and start to take ownership for things, because that's what going to allow you to do the 1% things each day."

"There are so many people that need your help…give a little bit of throttle now and it will be so rewarding for 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

Choosing "For Me" Instead of "To Me" Aug 06, 2020

Show notes

The episode today covers the very important topic of precisely how to take in the vast amount of information that is circulating as the world works through these unprecedented times. As Matt and Garrett point out, the mindset that is brought to bear when receiving this information is key, and, as always, they have a great deal of advice to share to ensure the best possible outcome for both your business and personal life.

Throughout today's conversation, they stress the importance of filtering the vast amount of information presented to us through a 'for me' lens as opposed to a 'to me' one. The Ninja concepts of 'player mentality' and 'abundance mindset' are reviewed, and the effect of 'shoulding' on yourself are discussed as well. Surrounding yourself with those who bring positive energy into your environment, and inspiring others to adopt a 'for me' attitude are also emphasized by our hosts. In times when so very many changes are occurring, and so much new information is presented, your mindset can be the key to thriving, and Matt and Garrett share the strategies to employ to do just that in today's episode.

Episode Highlights:

Asking 'Why is this happening for me?' instead of 'Why is this happening to me?'
Handling the information that is coming into you these days
Learning from micro-moments
The importance of the 'for me' mentality
Player mentality vs. victim mentality
Abundance mindset vs. scarcity mindset
'Shoulding' on yourself
Managing the extensive energy that is out there now
The importance of your environment and the energy within it
Inspiring others to adopt a 'for you' perspective

Quotes:

"What can I learn from this situation?"

"There's some reason that you're getting the results that you're getting."

"Everything is a growth experience."

"When you have that 'for me' mentality, you begin to see opportunity all around you."

"The need for a highly qualified real estate agent that is highly trained and knows how to get you from contract to closing safely – this is the 'for you' moment right now. Like, this is your time to stand up and shine if you want to take the opportunity to do it."

"What is the value I bring to the table?"

"This is a time right now that's making us just stop and reanalyze everything, and it's good."

"Take this and go fuel your lives so you can share it with others."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

The Power and Energy of the Handwritten Note Aug 03, 2020

Show notes

Today, Garrett and Matt go back to their Ninja roots to review one of the systems that was sidelined during the pandemic, but is now back and more important than ever – the handwritten note. Writing notes to demonstrate that you care about others and are thinking about them is so very important at all times, and recent world events have only magnified just how powerful they can be for both the sender and the recipient.

Noting the need for social interaction that the recent lockdown has generated throughout the world, our hosts go on to stress the necessity of having the proper intent when writing these notes, and offer examples demonstrating the power these notes possess. They also discuss opening up channels of energy, spending time to improve your handwriting if necessary, and Matt presents a unique and valuable challenge to all listeners. To care for your people, to demonstrate that you are sincerely thinking about them, and to open up a positive flow of energy with them, is of paramount importance not only in life, but in business as well. Let Matt and Garrett show you how you can achieve all of this in today's episode.

Episode Highlights:

The current need for social interaction
Having the proper intent in your notes
The power of the handwritten note
Opening up channels of energy
Some success stories of realtors and companies sharing handwritten notes
Spending time on your handwriting
Matt's challenge

Quotes:

"A handwritten note can carry so much great energy, and I think that people need to double down on it."

"It's a personal note."

"The intention is to share energy, not get business."

"Give the gift of that energy out there, so that you can receive it back in."

"A really good note will start a volley."

"Consistency here is going to be the key."

"We want them to know that we're here for them."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Talking About Talking Points Jul 30, 2020

Show notes

While everything Matt and Garrett say makes perfect sense to them, they have come to realize that it may not be as clear in the minds of others, and today's episode provides a perfect example of this fact. Thanks to a request sent in by Liz Davis of North Bend, Washington, our hosts devote the entire show today to more fully explaining the use of talking points which they have mentioned in previous episodes.

To begin with, they explain what they mean by a talking point, offer some examples, and demonstrate how they are different from data points. They then offer numerous possibilities for talking point topics, emphasize the importance of using them to educate your people, and explore the possibility of using your own internal data to generate them. As you will discover, preparing informative talking points for every venue and platform will go a long way toward rendering you the 'go to' expert in your field - an enviable position which will prove both personally and professionally valuable.

Episode Highlights:

What Matt and Garrett mean by a 'talking point'
Examples of talking points
Talking points vs. data points
Talking point topics
Educating your people
Using your own internal data
Preparing talking points for every venue/platform
Becoming the expert in your field

Quotes:

"You've given them a chunk of information that's so valuable…that somebody else says, 'Where did you hear that from?'"

"A talking point can lead to a story…leaves them wanting to learn more."

"Mortgage industry's got a ton of talking points around it right now."

"I never looked at it that way."

"You're taking something that was just kind of information, and turning it into education."

"These kinds of talking points set you apart…some of us take this game a whole lot more seriously."

"The more you become that expert, you become the 'go to' person when it comes to anything that has to do with real estate."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

"I Am a Listing Agent!" Jul 27, 2020

Show notes

As the world continues to change so quickly these days, and the marketplace changes right along with it, Matt and Garrett's coaching calls are increasingly dealing with one particular topic. Agents across the country are wondering exactly how they get on the listings side of the market given the current inventory situation, and, happily, our hosts have the insight and advice to get them there.

They begin by reviewing real estate reviews and the importance they hold, the quality conversations that these reviews generate, and just how crucial it is to have the correct intent when engaging in them. They then offer strategies around how to respond to questions regarding the current marketplace, look at the value of making adjustments to homes to address what buyers are looking for in a post-COVID world, and recommend ways to become a trusted 'Home Ownership Advisor' for your people. Throughout all of their advice today runs an emphasis on the importance of affirmations, of believing in yourself, and of having the proper mindset. Regardless of the state of the marketplace, this episode offers a timeless guide to becoming an effective, efficient, and successful listing agent.

Episode Highlights:

Real estate reviews and why they are so important
The conversations that these reviews generate
Having the proper intent
Responding to questions about the marketplace these days
Making houses more appealing for future sales
Becoming a Home Ownership Advisor
The importance of affirmations, believing in yourself, and having the proper mindset

Quotes:

"People are struggling now with trying to attract sellers."

"Real estate reviews are one of the most powerful ways that you can be a trusted adviser for somebody with the current real estate that they own right now, and…they are your sellers."

"Through that conversation is where the magic happens."

"You can't go into it looking for listings, you've got to go into it with the intent of educating your people and showing them what's happening, but it will produce listings."

"From a seller's benefit right now, because of low interest rates, there are more people that can buy your house than there was six months ago."

"Before you put any money into this house, we should talk about what's going to make this house incredibly appealing to people in the future."

"There's no reason why you can't come out of the chutes being a listing agent."

"I am a listing agent. I am a listing agent. I am a listing agent."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching: