How to 'Interview' People (FORD Framework)

Matt and Garrett take an in-depth look at the number one Ninja Nine System that agents report having trouble with - speaking or communicating with 50 people per week. Rather than getting bogged down in it, our hosts talk about shifting your mindset and identifying the reason why you're making these calls and connections. Easily one of the most misunderstood pieces of the Ninja puzzle, your 50 calls per week is also one of the most fundamental in creating the results you want to have, and it's what makes all the other pieces fall into place.

Our hosts break down the biggest challenges and missteps related to this particular system, and offer their best strategies to overcome them. They talk about getting yourself out there in the community and making connections based on similar interests and passions, whether that be in person or online. Regardless of which avenue you choose, the most important step is to have one-to-one conversations and take the time to connect on a personal level. Ask questions, comment on social media posts, and share advice when asked to show your genuine curiosity and care. This will put you on the path to becoming a leader in your community, and your business will thrive as a result.

You'll hear what qualifies certain people or conversation as one of your fifty contacts for the week, how seemingly inconsequential interactions can actually lead to business, and why you need to approach this system as a long-term play. For those who struggle to hit your 50 contacts per week, remember that if you're focused on building genuine relationships, detaching from the outcome, and figuring out what makes people light up, the business will always follow.

Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.

Episode Highlights:

• Today is a deep dive on one of the Ninja Systems - talking with 50 people per week
• A lot of people get bogged down in this and it can be very difficult if you're approaching it the wrong way
• Identify the reason why you're making these calls and connections
• This system did not come out of nowhere - there is a reason for this piece in the Ninja puzzle
• It's one of the most fundamental and powerful ways to build your business and create the results you want to see
• Get yourself out there and make connections in your community
• Join social groups, meetings, and use online platforms
• You can build relationships through online venues if you spend the time to develop them
• People who are engaged in their communities always see their businesses thrive
• Forming groups will also set you apart as a leader and someone with knowledge and influence
• This also builds a sense of community and will help you grow your database quickly
• Chamber of Commerce or Rotary meetings are a great way to connect with other business owners and leaders of the community
• Qualifiers to include someone as one of your 50 contacts
• Current clients or people you have recurring conversations with absolutely count
• If you focus on building relationships and detaching from the outcome entirely, the business will always follow
• Practice talking to people and having FORD (Family, Occupation, Recreation, and Family) conversations
• Advice for new agents
• Quality and consistency with your database are more important than quantity
• "Interviewing" people and truly learning about them
• Building on questions you're asking, following up, and figuring out what makes people light up
• Joining our Facebook podcast group is an excellent way to connect with other realtors and be part of a growing community

Quotes:

"This is probably the number one system that heightens the level of stress for people when they start trying to figure out, How am I talking to 50 people?"

"A lot of people also approach it just completely in the wrong way. And it can get difficult if you're approaching in the wrong way."

"The biggest challenge that I see around this is the mindset of why. Why am I talking to 50 different people?"

"The initial why I look at is to build quality relationships that can be around you for the long term so you can have a sustainable business."

"You need to be talking to, and interacting with, at least 50 people per week, if you want to have these results. And it's just a piece of the puzzle. However, that piece of the puzzle is incredibly critical to making the results that we want to have happen."

"I would say it's a piece of the puzzle that is so powerful that I've seen people build businesses off of just that."

"You've got to get yourself out. You need to find environments to make yourself accessible and be able to communicate with people."

"Your number one thing is, How can I get involved in something that you have a passion or like-interest around?"

"You can build relationships through these [online] venues - if you spend the time."

"You all know that person in your world, in your community, that whether they are the mayor or not, you're like, Man, that person just has their hands in everything. And they care about stuff and they're moving forward."

"The people that show up for Rotary and show up consistently, those are people that care. They want to see the best for the kids, the families, the businesses. They want to give back. It's a really good group to be around."

"What we're trying to do is to make sure that when we have an opportunity for interaction with another human being, that we're taking that moment to slow down and try to learn something about them. And that's the qualifier."

"This is a long-term play."

"Your goal then with your 50 people is to see if you can figure out the common interests that you're like, I can circle back around to this conversation again."

"These are the things that make those people move towards you."

"Even the people that you're like, Oh, man, they don't talk very much. If you hit on the right thing, you can't get someone to shut up! And that's a win. That's what you want."

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