Ninja Selling Podcast

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

https://ninjacoaching-bookreviews.libsyn.com/

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Book Reviews

Bringing Success into Focus Jun 15, 2020

Show notes

What are you looking for out there right now? What are you deciding to focus on that you want to see more of? These are the two questions that Matt and Garrett address in today's episode, as they explore the core Ninja concept 'what you focus on expands'.

They start by looking at the mindsets that emerged at the start of the pandemic and how those mindsets have impacted the success experienced by those adhering to them. They also emphasize the importance of affirmations, a forward-thinking mindset and a return to deep gratitude, and share a valuable resource from New York Times best-selling author, Pam Grout. Making a conscious decision to focus on what is positive and what will improve your personal and professional life is a key to success, and Matt and Garrett are here to show you how.

Episode Highlights:

The two prevailing mindsets at the beginning of the pandemic
What are you choosing to look for?
The importance of affirmations, a forward-thinking mindset, and a return to deep gratitude
'E-Squared', by Pam Grout

Quotes:

"If we are looking for one thing or the other, we will find it."

"When you wake up in the morning too, what do you want to go seek?"

"Don't change that much right now…people still need our help."

"If you want to find business, there's business everywhere."

"Your job does not depend on whether the market's going up or going down. What it…depends on is how many people need our help, and that's what you choose to focus on."

"Don't feel alone in your confusion."

"There's so much stuff that's happening with our mind and what we're programming ourselves to look for."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

https://ninjacoaching-bookreviews.libsyn.com/

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Book Reviews

The Miracle May Jun 11, 2020

Show notes

Joining Matt and Garrett for a very special episode today is Gretchen Adams, a fellow Ninja Coach who is also one of the most positive people you will ever meet. Gretchen and the guys take this opportunity to look at some agents who enjoyed great success during the month of May, and discuss the factors that led to this success, their 'dancing in the rain'.

The episode begins with each of our coaches sharing the common factors they found with the agents enjoying the greatest success, as well as a description of what it means to be 'hungry' in the Ninja sense of the word. They go on to explore Gretchen's strategies to help stay positive during difficult times, introduce an important resource from author Ryan Holiday, and finish by sharing specific examples of agents who have 'danced in the rain' in May. A lot of people thought that selling real estate was simply impossible during the past few months, but today with Gretchen's help, Matt and Garrett prove that just wasn't the case, and provide you with the lessons learned which can generate similar success for you as well.

Episode Highlights:

The common factors found in those who have experienced great success in May
Being 'hungry' Ninja style
Gretchen's strategies to stay positive
'The Obstacle is the Way' by Ryan Holiday
Some agents who have 'danced in the rain' in May

Quotes:

"Most of them didn't falter from the Ninja Nine."

"This is where Ninja shines…it's always awesome, this is where it produces miracles."

"They really did stick with their 'why', and they learned to pivot around their 'why' and not their 'what'."

"I really, really, really gravitate to that morning routine. I call it 'Your Mental Breakfast'."

"What stands in the way becomes the way."

"The mindset leads to a miracle May with the morning routine…and this is the same thing that will carry you through to make a miracle any month."

"She ended up with a $127,000 May, with an average selling price of $475,000."

"TSW…the system works, and it works extremely well."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

https://ninjacoaching-bookreviews.libsyn.com/

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Book Reviews

Miraculous Business Advice Jun 08, 2020

Show notes

Think you know all about Hot and Warm Lists? Think you've got the perfect set up for managing them? Well, think again, because Matt and Garrett are here today to teach you how to work miracles in your business by showcasing the importance of these lists in generating amazing success.

They begin by offering quick definitions of Hot and Warm Lists, and then reveal some common issues that they hear from agents in (mis)using them. Most importantly, they delve into the best practices for managing, storing, and regularly re-creating these lists. As you will discover, this is an area of real estate sales which is all too often misunderstood or underutilized, but by listening to Matt and Garrett's advice in today's podcast, you will learn the keys to creating more value for your clients and connecting to them with a deeper energy. Essentially, you will learn just how to unlock the miraculous power of these highly valuable tools.

Episode Highlights:

Quick definitions of Hot Lists and Warm Lists
Some common usage issues with these lists
Managing and storing these lists
The Business Tracker
Handwriting your list weekly

Quotes:

"Your Hot and your Warm List is, if understood properly, is like a fish finder."

"You don't even have to bring up the real estate, you just have to be involved in their life!"

"The opportunity for a referral coming through people who have change is higher, on average, than people who are not going through change."

"I have 3 lists that I say are the most important lists to focus on: Hot, Warm, and your Core Sphere of Influence."

"Thinking about people…can transfer energy that…might get them to think about you, reach out to you."

"Put an hour in, and this could cause miracles to happen in your business."

"It's a way to make you highly effective with the time you're given each week."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

"How in the World Are They Supposed to Know What I Do for a Living?" Jun 04, 2020

Show notes

Today's topic is another great one, and it's both short and super important – how to introduce the fact that you are in real estate when establishing relationships with people. While there is no specific script that Matt and Garrett can provide, as always, they have a great number of ideas that can certainly help those out there who find themselves asking this very question.

In today's episode, you will discover that asking questions of others, and being sincerely interested in their responses is actually at the heart of overcoming this somewhat 'weird roadblock'. The importance of reciprocating interest, formulating genuine questions, and practicing these questions is also covered, and you will learn more about F.O.R.D. (family, occupation, recreation, dreams) questions and how they work. With the right intention and mindset, actively learning more about the people you meet, and being all in on this learning, will ultimately result in them wanting to learn more about you, generating both real relationships and real interest in you and your business.

Episode Highlights:

Asking questions and listening to learn about each other
Reciprocating interest
Formulating genuine questions
How F.O.R.D. questions work
Practicing asking questions

Quotes:

"This is a great Ninja thing to do, is to let these people just talk, and learn."

"People are naturally reciprocal beings…we're equity sensitive."

"Be genuinely interested."

"When you let go of the transactions and you focus on the relationship, all of a sudden you get bombarded with business."

"We don't talk about real estate unless the other person brings it up first."

"The more intrigue and the more interest you show in somebody, at some point it will come back to 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

Email Marketing and Building Stronger Relationships Jun 01, 2020

Show notes

Remember what life was like back in March this year when, all of a sudden, the world started shutting down and people couldn't meet each other in person anymore? Remember the sheer number of emails that started appearing in your inbox back then as a result of this lockdown? Matt and Garrett certainly do, and that experience is the catalyst for today's discussion on the practice of email marketing.

In this episode, you will hear differing perspectives on email marketing, opinions as to how much is too much, and some ideas on how to get people on your email list. Most importantly, you will hear a great deal of valuable information and advice on how to use email marketing in a way that continues and builds stronger relationships. It takes work to ensure that this form of marketing adheres to and promotes the Ninja philosophy of relationship-based business, and, while they are admittedly not experts in the field, Matt and Garrett do have a vast network of talented professionals who consistently share with them best practices. Today's show is your unique opportunity to listen in and benefit greatly from their collective wisdom.

Episode Highlights:

Differing perspectives on email marketing
How much is too much?
How to use email marketing in a way that continues and builds stronger relationships
How to get people on your email list
Some best practices regarding email marketing

Quotes:

"If you don't have the good value, and it's just something coming in, it's a very false sense of us making a connection."

"I've watched people break their name in an email service with the person's actual subconscious mind."

"It's all connected to value."

"Make it some personal stuff in there."

"Think about what your people are looking for and deliver it to them via this email."

"Just like all the other Ninja systems, this is something that's easy to do, easy not to do."

"If it doesn't have your energy attached to it or your personality put into it, we're missing the boat on really developing a very, very, very strong relationship."

"You have to have the one-on-one in order to make the one-to-many communications much more valuable."

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 Keys to Unlocking Referrals May 28, 2020

Show notes

During times of uncertainty such as we are experiencing now, referrals take on even greater importance as buyers and sellers seek reliability in an agent by turning to those they trust for recommendations. Precisely how to earn these referrals and enjoy the insane success that some agents are experiencing during this pandemic is the topic of today's episode.

Matt and Garrett begin by looking at the importance of referrals during uncertain times, exploring the different levels of getting referrals, and offering their perspectives on actually asking for them. They also define true value as it relates to real estate advisers, emphasize the merits of maintaining relationships with clients, and offer some examples of best practices in this process. This is a unique time in history which provides an equally unique opportunity to step back, take a look at your business, and determine just how many true referrals you are currently getting. Today's podcast encourages you to build on that analysis, and use the keys of value and relationship to unlock those referrals and consequently increase your business significantly throughout the second half of this year and beyond.

Episode Highlights:

The importance of referrals during times of uncertainty
Different levels of getting referrals
Asking for referrals
Defining true value as a real estate adviser
Maintaining relationships with clients

Quotes:

"You need somebody who knows what they're doing right now and can figure this game out, and that's where referrals will go through the roof."

"Providing so much value that it makes people want to run around and talk about you."

"There is definitely a time and place to be asking for the business, but you don't necessarily have to ask for referrals."

"Wait a minute, these people are working less, serving more people, making more money, and they don't have to ask for referrals?"

"The focus is delivering value first."

"When you combine those two things in, that's where the referrals unlock - great value, great service for what you do as a real estate agent, and then this connection with these people."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Making Magic Happen May 25, 2020

Show notes

Have you ever experienced a level of service so good that it seemed like magic, and you were left wondering just how they did it? Well, that's precisely what Matt and Garrett discuss in today's episode, as they pull back the curtain and let you in on how the highest level of real estate magic and mastery is achieved.

Looking at examples of those who are experiencing amazing success in today's market, our hosts reveal that the magic these people are demonstrating now is actually the culmination of a great deal of preparation on their part, as well as working the systems for many years in advance. Matt and Garrett also emphasize the importance of researching your client as thoroughly as your market, and committing to get to a higher level of mastery in the 'tricks' and processes you have already established. Magic is all about the actions and preparation you don't see, but as you listen to today's episode, all will most certainly be revealed.

Episode Highlights:

Working the systems leads to 'magic'
Mastering this art and the proper mindset
The time, effort, and work you don't see behind the 'magic'
The importance of researching the people you are working with
Getting to a different level of mastery in your 'tricks' and process

Quotes:

"Magic's the feeling – mastery is the talent or skill sets, if you will."

"It's not an accident…it's about what you don't see."

"How did you find the perfect house for us the first time we went out?"

"The way you get the raving fans, the way that people start talking to other people about your show, your process, is to exceed expectations."

"Let's shoot for that top, top tier of service so that people do feel like it's magic what we're performing."

"What do you want to improve in your business right now?"

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 this Opportunity to Control Your Process May 21, 2020

Show notes

If there is one aspect of real estate that is clearly playing out in real time these days, it is that of control – control of your time, control of your business, and especially, control of your process. In light of this fact, Matt and Garrett's topic today is all about the importance of 'pulling in the reins' and taking advantage of the environment in which the world finds itself at the moment to focus in on your process in helping buyers find the property that is just right for them.

Our hosts dive right in by discussing the importance of knowing your process, controlling that process (complete with an enlightening 'stagecoach ride' through Garrett's mind), and asking the right questions to ensure that this process will result in success for both the buyer and yourself. They also explore the Ninja Selling tools which can help you establish and implement your process, and they stress the value in addressing the buyer's fears and adjusting your processes to help alleviate them, particularly as the circumstances surrounding the current pandemic evolve now and in the future. People love a process, particularly during times of uncertainty, and today's episode is full of information and advice to help ensure that you take this opportunity to firmly establish yours, and that you maintain control of it so that it will prove highly beneficial to both you and your clients moving forward, no matter what your business.

Episode Highlights:

Pulling in the reins/controlling the process
Knowing your boundaries and your processes
Regaining control and asking the right questions
Using Ninja Selling tools
Addressing buyers' greatest fears and adjusting processes accordingly
The opportunity available now to create the best process for you and your clients

Quotes:

"The highest dollars per hour I think we're ever going to see right now from people's businesses – that's what I'm watching if you pull in the reins."

"No matter what business you're in, get control of a process because that's going to help you move people through your service or your product, or whatever it is."

"You need to get control. You need to tell these people what the process is."

"Own what you're creating right now and make this your new process of how you work with people."

"You have so much more control when you have a relationship-built business."

"Use this as an opportunity right now to build your processes, get control of your game, and let's go forward."

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 'Ninja Selling' Audiobook with Larry Kendall May 18, 2020

Show notes

Larry Kendall joins Matt and Garrett once again for another very special discussion. This time Larry is celebrating the recent release of the audiobook version of his 'Ninja Selling' book. While classes and Installations have been offered for decades, and the book itself was published in 2017, this just-released audiobook represents even greater accessibility to the Ninja philosophy. Larry is here to share some nuggets about the story behind it all.

Listen in to hear Larry recount the journey and process he followed to get the original book published and the subsequent process and steps it took to make the audiobook come to be. Larry shares the many coaches and advisors who helped him accomplish both projects along the way, offers insights into how he translated the energy from the workshops into the book, and emphasizes the importance of following established processes, without deviation, throughout. Today's episode is all about Larry's legacy project, his 'real estate Bible', and the mindset of perseverance he maintained during his journey to share it with the world.

Episode Highlights:

Larry's journey, process, and mindset when writing his book, 'Ninja Selling', and recording the audiobook version
The people who guided Larry along this journey
Translating the energy from the Ninja workshops into the book
The importance of following established processes

Quotes:

"I actually sat down and started to put words to paper in 2007…and it hit the bookstores in January of 2017, so it took 10 years, basically."

"For me, it's a legacy project."

"A lot of the sales books that are out there are very combative and they use combat language…Ninja is very soft, and it's very Zen, and it's really selling without selling."

"To have an audiobook where I can move and I can be active, and I can listen - I can actually absorb that information better."

"It's a process that, if you follow, you'll get predictable results, and if you deviate from it, you don't get those results."

"If real estate were a religion, this would be the Bible."

Links: