Ninja Selling Podcast

Can you actually predict who is going to buy and sell real estate? Perhaps you can. That's the power of your warm list. In general, people should flow from your warm list to your hot list. If people are hitting your hot list before they appear on your warm list, we are doing something wrong. This concept came out of one of Garrett's recent coaching calls. He and Matt explore this idea, discuss the power of the warm list, and how you can use it in today's episode. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

This episode is all about ACTION. Where do you want to be in 45 days? Are you willing to commit to taking the consistent action that will get you there? Today's topic, spurred by a conversation with an agent in Colorado, is about what consistent action or inaction will lead to in 45 days. Garrett and Matt explore the nuances of this and how to utilize this rule to help you achieve success. There is even a little challenge introduced at the end of the episode. Are you in? www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

It's GO time! With about four months to go in 2019, this is the plan you need to put in play right now. Get in flow! In this episode, we talk about why now is a great time to be in flow and how to do it. No matter what time of year it is, this plan will work if you take action. The time is now! www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

To be the absolute best advisor, you need to be an expert on the market. Today, Garrett and Matt talk about how you can get ahead of market trends and be the provider of information for your clients and sphere. Does it take extra work? Yes, but not as much as you think. www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Yes, real estate agents can get paid a lot of money for brokering a deal. Is this really a problem, though? Garrett and Matt, today, are talking about why the public seems to have an issue with how much real estate agents get paid. The problem lies within the education of how that money is used and the explanation and demonstration of value when it comes time for the agent to perform. This is a simple problem to solve if you use a process, statistics, and get the conversation started early. www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

What is the solution to burnout? Does burnout really exist? Or is it a symptom for a bigger problem? In this episode, Garrett and Matt explore this topic and talk about how you can prevent burnout before it creates problems in your business and your life. Becoming aware of what's happening and making small adjustments in advance can make a big difference. www.NinjaCoaching.com Garrett: garrett@ninjacoaching.com @ninjaredding Matt: matt@ninjacoaching.com @matthewjbonelli

There is a lot of confusion out there about what coaching is and we want to clear that up. What is the difference between coaching, teaching, training, and accountability? Today, Garrett and Matt discuss these important details. They also explore how coaching can be beneficial and if you even really need a coach. If you are interested in learning more about coaching, please don't hesitate to reach out to us at www.ninjacoaching.com. Garrett Frey garrett@ninjacoaching.com @ninjaredding Matt Bonelli matt@ninjacoaching.com @matthewjbonelli

SHOW UP! This sounds simple but there is a lot more to it than you think. There is a hierarchy to showing up that can help you perform better in business AND life. On today's episode, Garrett and Matt explore this hierarchy, how to look at it, and how it has impacted our lives.

Has the real estate industry become lazy with negotiating? Or is it a lack of training because of the "this is how it's done" mentality? Today, Garrett and Matt are talking about something interesting that is being seen in the market. Deals are falling a part and we believe it's because the agents aren't preparing and negotiating properly. In this episode we dive into how to bring back the lost art of negotiations in real estate. If you have questions, comments, feel free to reach out! Garrett@ninjacoaching.com @ninjaredding Matt@ninjacoaching.com @matthewjbonelli

Loving on where you live is a HUGE missed opportunity for many Realtors out there. You spend all of this time invested in the real estate of your area; are you loving on that area? In this episode, Garrett and Matt discuss the different opportunities that exist here and how going all in on where you live can be beneficial to your business. If you have any ideas, thoughts or comments, please reach out to us: garrett@ninjacoaching.com @ninjaredding matt@ninjacoaching.com @matthewjbonelli

There are some other coaching programs, companies, and other "real estate experts" out there that might tell you that it is impossible to have a 100% referral-based business. This gets extended to say that a 100% relationship-based business is also not feasible. They will tell you that you MUST have some other source of lead generation, either from a specific marketing/script program or simply through buying leads. We call BS on this. Today, Garrett and Matt talk about by this talk is BS and share the truth that there are many systems that work. 100% referral/relationship-based business may not be for you but if you master the systems behind it, it can be incredible for your life.

We love hearing success stories and today, Garrett and Matt share the success of a new agent who followed the listing process to win her first listing. This is just one of many examples out there of what happens when you follow the process, ask all the questions, and show up for your business. If you have success stories that you want to share, let us know! The more we can share, the better impact we all can have on the industry.

Have you ever said, "why didn't that person use me? They know I'm a Realtor!"? This is a common issue among real estate agents and salespeople around the globe. The challenge comes in handling these situations. Too often do we hear that "it's the clients fault." Is it really? Garrett and Matt explore this topic today and discuss how to prevent clients from ghosting you. Not everyone can be saved, but with the right perspective, your business certainly can be saved.

Does your sphere of influence have the right people in it? Are you defining your sphere of influence in the right ways to increase the value of your business and your life? In this episode, Garrett and Matt discuss the importance of creating a strong core sphere of influence. They also explore the concepts behind a sphere of influence, things to look for, and how to keep focus on the business.

It's a serious question because we find that many real estate agents out there are not running their business like a business. Are you analyzing? Are you tracking? Are you making sure that you are operating a quality business? Garrett and Matt discuss the specifics behind starting to look at your role as a real estate agent as a business. If you pay attention to your clients, your relationships, your revenue and your expenses, you'll operate a more successful business that provides you with more life.

We are all in certain situational relationships that we may not recognize as long lasting relationship opportunities. In fact, almost all of your current long term friendships probably originated from some type of situation. Today, Garrett and Matt talk about situational relationships, what they are and how you can use those opportunities to expand your database. Not only that, but how you can have more fun in the moment which may lead to more business as well. Don't discount the conversations you have on the sidelines of your kids' games, at the gym, or even at the coffee shop.

What would your business look like if you did the same amount of business in one month, that you have done in an entire year? This is happened with several Ninjas. Today, Garrett and Matt talk about the mindset requirement to have the type of exponential growth that can create a one year month. These are the types of things that can change businesses and lives. Open yourself to the opportunity because it can happen.

It's pretty hard to get fired in the real estate industry. This can create a complacency trap. Yes, clients can fire you from a listing but the likelihood that your broker fires you for lack of performance is extremely low. Today, Garrett and Matt talk about this interesting situation in the real estate space and how to overcome the mediocre mindset and propel yourself towards success. We go down many paths but hit at the core as to why so many agents don't show up. Let's correct this issue by creating a new commitment to show up and do the work.

Voicemail should be fairly simple, right? As it turns out, a good portion of the real estate community is not using voicemail correctly. In this episode, Garrett and Matt discuss their pet peeves surround real estate agent voicemails and how to fix it. Voicemail can be the first impression of your business, make sure you get it right!

Today, we pose a question. Would you like more solicited OR unsolicited referrals? Garrett and Matt go down the path about the differences between these two types of referrals and what that could mean for your business. There is no true right answer here but each has it's own long term results.

Lots of listing presentations involve a "big reveal" of the suggested list price or current home value. Watch out! This is a trap! Today, Garrett and Matt talk about the best way to have the pricing conversation with sellers and why jumping right to the price can set you up for failure. Use the tools and market knowledge to show your clients and guide them to the right decision.

Gross commission income (GCI) is the gold standard of comparison in the real estate world. While that makes things easy to benchmark, it's the wrong metric to look at for your business. Today, Garrett and Matt talk about net income and why that is the number you should be focused on. Sounds like common sense, but volume and GCI seem to dominate everything from awards to rankings. If you are looking to compare, make sure you have the right perspective.

Incredible interview today with Jill Dellinger, a master transaction coordinator. Real estate agents are often looking for a great assistant but really should start by hiring a transaction coordinator. Today, Garrett and Matt interview an expert transaction coordinator and go step by step into what a TC can do to transform the business of a real estate agent. From expert communication to time saved, this is a must listen episode if you are looking for someone to help free up some time for more business and more life. A huge thank you to Jill for doing this episode. Nothing in this for Jill as her plate is currently full and is not looking for new clients. That said, if anyone listening is thinking about getting into the transaction coordination space, let us know. We have MANY agents looking for a great TC.

Ninja Selling is designed to help agents be more on-purpose instead of on-accident. This ties right into being the cause of what is happening in your world instead of the effect. Today, Garrett and Matt have a timely discussion about interest rates and how you can use this opportunity right now to be the cause of great things in your marketplace. It's not about creating transactions but creating value. Are you creating value to help in being the cause of what happens around you? Or are you waiting for external forces to create situations for you?

Distractions are one thing. Creative avoidance is a whole different animal. We can build barriers around distractions but we need to work out creative avoidance with our non-conscious brain. In today's episode, Garrett and Matt expand on what creative avoidance is, why we fall into this trap and how we can get out of it. This requires a good amount of self awareness and maybe even some outside help. If you find yourself always avoiding those important tasks, listen in and find out why you might be doing it.

Too often do we see basic marketing, with no personality, take the place of "auto-flow" systems. This is a massively missed opportunity to connect with your database on a more personal and valuable level. Today, Garrett and Matt discuss several areas of auto-flow and what we are calling "personal flow." We talk postcards, social media, email marketing, etc. Note that none of this will replace your one-on-one connection via phone calls, lunches, handwritten notes, etc. However, if some of you are doing something special with your marketing to make it more personal, we want to hear about it. Email us at garrett@ninjacoaching.com and matt@ninjacoaching.com

Embracing The N.U.D.E. Model - The New Art and Science of Referral Marketing by Scott Degraffenreid. Buy it on Amazon here: https://www.amazon.com/Embracing-N-u-d-Model-Referral-Marketing/dp/0977173801/ Today, Garrett and Matt discuss this book and the concept behind the N.U.D.E. model and how you can apply this to your business. There are some tremendous insights here on how you can increase the amount of referrals you receive and build a sustainable, predictable business.

This four letter word can be a business killer! It's as if you are cursing at your people and the universe when you say it. Today, Garrett and Matt explore how people use this word in casual conversations and the impact it can have on your business. So what four letter word are we talking about? Tune in to find out.

Something that a lot of real estate agents forget to do is "ask for the business!" Today, Garrett and Matt explore what "asking for the business" really means and how Ninjas can be sure to be present for their clients to really help them when they need help. We're not talking about sales pitches and pipelines, we're talking about helping people's dreams come true. If you are not "asking" for the business, you are missing out on the opportunity to guide someone when they need it most.

Your energy impacts everything around you, including your business. Are you bringing the right level of excitement to the things you do? On today's episode, Garrett and Matt discuss how being passionate about life translates into great energy for your business. No matter if you are introverted, extroverted, quiet, or loud, you have the ability to create an incredible business with just your own personal energy. Thanks to Matt's friend, Mike Contino, for inspiring this episode.

We talk a lot about internal belief systems and how they can impact your world. What about your clients' belief systems? Could your client be impacting the outcome of their real estate transaction? Yes. On this episode, Garrett and Matt talk a bit about how you can help your clients explore their belief systems, handle your own belief systems to attract great clients, and achieve a successful transaction for everyone.

We're trying out a new "quick tip" segment where we take an item that can add value to your business and expand just on that for a moment. In this first installment, Garrett and Matt are talking about how you can use Matterport 3D tours to add value to your clients. We're not simply talking about on the listing side but how this can help your buyers. We are looking for a name for this segment so feel free to send us your ideas to matt@ninjacoaching.com or garrett@ninjacoaching.com.

Experts often have difficulty hiring other experts. This is particularly common within the real estate industry. Have you ever thought of hiring someone to help you with your business and thought, "I can do it myself" or "I'll do a better job anyway"? On this episode, Garrett and Matt discuss the areas in which they see this challenge most often and why you should consider hiring other experts.

Seriously. Are you a professional snoozer? Today, Garrett and Matt are talking about starting the day with the right intentions. Inspired by Jocko Willink and Jim Kwik, we go down the path of setting the right alarms and addressing actions with the right mindset. If you have trouble getting up at the time you want to wake up at or showing up for those business building appointments you put on your calendar, you'll want to take in this entire episode.

What if you simply focused on helping others find solutions to what was going on in their life, generally? Instead of only focusing in on the real estate, or whatever your profession is, focusing in on helping others with their current challenges. This mentality is the art behind Ninja Selling but when you take it beyond what you do as a profession, you open up LOTS of opportunity. So today, Garrett and Matt dive into what it means to be a "solution hunter" and how you can harness that power.

One of the most common questions we get is, "How long does it take?" This is understandable. When you are new to a business or system, you want to know when you're going to start seeing more business flow to you. The answer is not one size fits all. Depending on what you put into it, you will see different tipping points. Garrett and Matt dive into what these tipping points are, how you might achieve them faster, and what to watch out for on today's episode.

The 'Hour Of Power' is a key part of the Ninja Selling systems. It is an activity that can help you attract an incredible amount of referrals if performed correctly. Today, Garrett and Matt discuss what the Hour Of Power is, how it should be used and some tools and tricks that can help you get this going.

Many real estate agents cringe at the thought of competing against "discount" brokers, but is this actually a unique opportunity? Today, Garrett and Matt dive into this topic and explore what the TRUE value of service means to home sellers. If you are looking for ways to win more listings, prevent commission objections, or perhaps even increase your fee and improve results for your clients, this episode is for you.

As a real estate agent, you are in a unique position to take a paid vacation on your terms. This is an opportunity that many miss out on. In today's episode, Garrett and Matt break down exactly how to set yourself up for success when stepping away from the business for a short while. There is a mental adjustment required, but the end result could be a great vacation, paid for by money earned while you are away.

Are you leveraging your expertise for local and global opportunities? Today, Garrett and Matt talk about the opportunities that exist when you stay in flow with your global database and build a strong network of real estate agents. It's not that hard to do and the benefits are massive. During the podcast, Garrett talked about a particular NAR report. It looks as though they may have not produced a county by county report recently, but there are A LOT of great reports here: https://www.nar.realtor/research-and-statistics/research-reports And here: https://www.nar.realtor/reports

You don't have to be someone else to be successful. Embrace your own brand and don't be afraid to share it. Today, Garrett and Matt talk about hearing your "voice" when you are conducting business. You, as a person, are just as important as the services you are marketing. Does your content match your brand?

This episode is PACKED. Today, we talk about vision and how looking far enough down the road can set you up not just for a great business, but a great life. A lot of people are looking right off the front bumper of life, bouncing from side to side, from correction to correction. Lift your head up a little bit so you can handle the real challenges that come your way. Garrett and Matt go pretty deep on this episode and as a bonus towards the end, share their visions for the future.

Perfection is something that we often see people waste time on. The idea of something being "perfect" can lead to analysis paralysis and ultimately inaction. Today, Garrett and Matt talk about perfection. How can perfection be redefined and how should we use it in our business and life to support success, instead of procrastinating.

Ninja Selling recently launched the Ninja Mortgage Installation. This has been a multi-year process, head up by mortgage expert, Rebecca Lorenz. We are excited to have Rebecca, a Master Ninja Coach & Instructor, as our first guest here on Ninja Coaching Coast To Coast. In today's episode we dive into how and why Ninja Mortgage came to be. As you'll find out, Ninja Selling is not just for real estate agents and it's also not just for mortgage loan officers. For more information and to contact Rebecca, visit www.ninjacoaching.com or www.ninjaselling.com

Garrett and Matt get a unique perspective on the market speaking with agents from all around the country. One thing that has recently come up again is multiple offers. Not the same kind of multiple offers as before, which is why the approach from the buyer side and the seller side need to be a bit different.

"Increase your income per hour so you can have a life." This is a core concept behind Ninja Selling. The challenge that we see as coaches, is that most agents are not focused on how to do this the right way. Today, Garrett and Matt dive into what three components you should be focusing on to make sure that your performance hours are being utilized to their highest earning potential.

Many real estate agents have seen success with traditional systems like farming, door knocking and open houses. Many who come to Ninja Selling think they need to give up those methods; is that true? In this episode, Garrett and Matt talk about how to make these systems work with Ninja Selling and why they work. They also explore what to avoid and how not to get involved in methods that do not produce results the Ninja way.

There is a HUGE opportunity in your database right now that you are missing; the vendors that you work with every day. Real estate agents often take the third parties they work with in the industry for granted. Today, Garrett and Matt dive into this topic and talk about how big this opportunity is and how you can capture it. If you have ideas or thoughts on this, feel free to reach out and let us know! garrett@ninjacoaching.com matt@ninjacoaching.com

A perfect follow up to the last episode about fully committing to action. Today, Garrett and Matt discuss the myth of "just do it." Taking action is important but how can we be prepared to do it in the right ways? If we are in a "just do it" moment, is there something else we need to explore beyond simply taking action? That's what we dive into today. Enjoy!

A full commitment means just that; FULL COMMITMENT. If you feel like you are working the Ninja system but constantly come short of the results you are looking for, you'll want to listen to this episode for a shot of motivation. Today, Garrett and Matt talk about commitment without excuses and substitutions. What does it really take to launch or revive a successful business? Listen to find out.