Ninja Selling Podcast

On this episode of Ninja Selling, Matt and Garrett discuss offer review deadlines and how they impact the realty industry's integrity and operation. The topic came up during one of Garrett's coaching calls with Liz Davis up in North Bend, Washington, and turned into such a great conversation between our hosts that they decided it just had to be recorded and shared with listeners here today. Referring to offer review dates in relation to the frustration that buyers and their agents experience when a house on the market is under contract before its deadline has come around, Matt and Garrett weigh in on why realtors need to be upfront with their policies and practices when working with sellers. They acknowledge that, while the client and agent benefit from deadlines that promise that a house will be under contract within a shorter, finite period of time, it's also true that poor communication between the seller and real estate agent can prohibit these standard practices from taking place. They discuss what to do if a review date yields no offers and subsequently how to enforce boundaries with sellers so that they don't jump on an offer prior to your agreed upon date. Matt and Garrett close today's podcast with a brief note on referral based businesses and how you can use success as an agent to delineate boundaries and set transparent, upfront expectations with the seller. You can find the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join a community of Ninjas sharing ideas, asking questions, and networking. If you want to leave more direct feedback, leave a voicemail at 208-MY-NINJA. For additional information about upcoming open installations, visit Ninja Selling Events. Lastly, Ninja Selling Podcast also offers coaching. You can learn more about the program and sign up at Ninja Coaching. Episode Highlights: How to maintain realtor integrity in the industry What an offer review date is Buyer Frustrations when a house is under contract before the deadline Why we have offer review deadlines Why sellers and realtors need to be more up front Pros and cons of offer review dates The importance of up front communication How to enforce boundaries with sellers Quotes: "Is there a conversation that comes up about what does it mean to truly have an offer review date? Do we want to honor and follow it? I think that conversation needs to be had up front." "If you put it out there, this is the game that's being played here right now, and then all of a sudden, the rules change halfway through the game; what it makes people not do is trust the game. They don't trust the game anymore." "The golden reason that the offer review date was started was basically saying, "Look, we can get this wrapped up in three days, you know, we can put it out there, we'll review all offers on this date, we'll have a group that we can look at a batch, we'll pick the best one, and we'll be done." "Even if your seller went around you, they're still going to blame you. I mean, the agents always are the ones that get blamed." "Look at the auction versus offer deadlines scenario here too, because part of having offer deadlines, a lot of buyers might be assuming, 'Okay, this is it. We're going to submit our offer, and then we're gonna hear a yes or no.' But then the counter offer comes back.—and what are the expectations of these offer deadlines?" "It almost gives more flexibility as a listing agent and a seller to get a property on the market and see how it starts. Then, you can establish some new rules, because then you can negotiate things as they come in." "As a buyer's agent, you've got to be aggressive. As a listing agent, you've got to be transparent." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode stems from a discussion in the Ninja Selling Facebook group about realtors asking for referrals. Many in the group were commenting on some of Matt and Garrett's ideas which they shared during a recent episode of the podcast about referrals. This is a topic that can be a sensitive one, and, since they clearly touched a nerve for some folks on that podcast, they have decided to review and clarify their experience and thoughts on referrals, and the Ninja philosophy of attracting rather than pursuing them, with listeners here today. Our hosts begin with the different ways of building relationships and attracting business without asking for referrals. Acknowledging the fact that there are realtors who have built their businesses through asking for referrals, the hosts clarify today that Ninja will help you run your business without asking for them. They emphasize the importance of value exchange and the fact that you absolutely can successfully run your business without asking for referrals, and go on to review different ways of marketing your business, ways of bringing value as realtors, and how to create an energy of connection with your clients. Matt and Garrett draw this episode to a close by demonstrating how to unlock the attractive side of your business as well as the best way to build a sustainable, long-term business, and highlighting the fact that you get to choose how you run your business. Today's episode is testament to the value of joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to build and attract business Being successful without relying on referral systems How to get testimonials and not ask for referrals The importance of value exchange Dispelling the belief of needing to ask for referrals Ways of marketing your business Different ways of bringing value as realtors How to create the energy of connection with your clients The other industries that ask for referrals How to unlock the attractive side of your business The best way to build a sustainable and long-term business Stacey Brown Randall's business strategy Quotes: "When the referral dialogues get brought up, and they want to be used, it's being brought up by the wrong person, which means the intention behind it is wrong. And when the intention is wrong behind it, you're now in pursuit mode, you're not in attracting mode, and that is the difference." "Not only does it matter who says it, but it also matters the direction of value exchange, because if someone is talking about how much they love working with you, there is an opportunity for them to share some value, and there's an opportunity for you to give some value back to them in terms of appreciation by allowing them to share their message." "Our opportunity as realtors, and this may sound altruistic, but is to really share a whole different level of value. And that is what's really going to, I think, help secure your thought in people's minds "There is a difference of attracting versus pursuing. You need to look at your business and make a decision. Do I want to have a business based off of pursuing?" "The difference in the thought process behind this is how I must run my business. If it's coming down to a limiting belief, then you're likely limiting your business. So whether or not you want to continue doing that practice or not, doesn't have to lie with that limiting belief." "I don't think there's a right or wrong answer here." "The biggest thing that we've said numerous times here is, you get to choose how you want to run your business, you get to choose what feels right for you, you get to choose what, you know, what's the overall look and feel of what you're building. And whatever feels right for you is the right path." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today's episode, Matt and Garrett talk about the concept of task management versus time management. They frequently find that many people think they're scheduled and have a plan of the tasks they should be doing, yet the results tell a different story. What the hosts highlight today is the necessity of ensuring that priority items from your business plan are actually being scheduled, showing up on your calendars, and being addressed accordingly. Our hosts begin by highlighting that there's no one right way to manage a calendar but that identifying the tasks that are the highest priority for you to accomplish in a given day or week is paramount. They delve into the things successful people do in managing a routine, the importance of analyzing what is working, understanding your best sellers, and the advantages of a weekly planning session in order to build a discipline that then extends into how you manage your tasks. Together Matt and Garrett recommend having a solid morning routine, practicing the Ninja five daily habits, aligning your calendar with what is on your business plan, and having a task list rather than more tools. This episode will take you through the importance of having working routines, calendars, and schedules for you to grow your business. More great information and advice can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visitNinja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The importance of routines, schedules, and calendars Reasons why many plans do not have results The different ways to manage your calendar Listing priority tasks on your calendar Identifying tasks that are the highest priority Things successful people do to make sure their tasks are accomplished How to understand your best seller The importance of a weekly planning session The strength of a good personal morning routine The Slight Edge The Ninja five daily habits Understanding the importance of the activities on your calendar Aligning what is on your calendar with your business plan The importance of a task list as opposed to more tools Quotes: "I like things to be on the calendar, although I do like the backup - have a to-do list - because once you pass a calendar appointment, it's kind of gone. It doesn't come back again unless it's tied to a task necessarily." "Every week sit down and analyze what's working, what's selling, what are our top items, and do we have enough product to continue at the pace that we're selling those right now to fulfill the orders that are coming in?" "Sit down, plan, analyze and look at all the moving parts, it's the number one most powerful thing you can do to be able to start the schedule." "When you don't identify the priorities and get them on the calendar, you end up becoming really good at the things that are not important." "There is nothing so useless as doing efficiently that which should not be done at all." "Week schedules show up really strong in high-paced, fast-moving marketplaces." "The Slight Edge book is all about doing the things that you can control. So you can become 1% better every single day. And when it comes to managing your calendar, and the tasks that deserve priority, it is those things that you can control, which are those appointments you have with yourself." "You can control your time on your calendar for the weekly activities by saying 'Hey, how can I set this up to make sure that I'm doing what I need to do?'" "It is much easier to show up for something that you have planned." "There's nothing that we have to do, we just have to accept the consequences of whether we do or do not do those things." "It makes it a whole lot easier to get through these things. It's not hard to do if you plan it ahead. It can be complicated if you don't plan." "Just focus on those things that you can control and make sure they're on your calendar." "Look at your calendar for the week ahead and say, 'What is one thing I can do each of those days that I can put on my calendar that's going to help progress my business in the direction that I want it to go?'" Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today's episode, Matt and Garrett continue the discussion on market narratives, particularly those aspects surrounding the real estate market. They discuss submarkets which mean markets that are near each other but are not the same and how that translates into all the assumptions buyers and sellers are making about marketplaces. They start off by giving a comparison between Seattle and West Seattle, with the latter having a 5% appreciation and the former having a 1% appreciation on homes in the market - West Seattle becoming a submarket of Seattle which is the main market. The hosts talk about how to interpret data or assumptions made about marketplaces, the importance of engaging in research regardless of what other agents are saying about the marketplace, why you need to pay attention to the specific data about the little submarkets, and understanding what makes a particular neighborhood wanted. They also explain why understanding your marketplace and submarket is so very important. As you listen in today, you will learn some valuable lessons including the value of doing your market research and of not allowing interest rates to dictate your level of success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The concept of submarkets versus the real market Comparing Seattle and West Seattle How submarkets change the market narrative How to interpret the surface level data in marketplaces The importance of doing your research Identify a data point and check on it regularly Understanding buyer wants and needs How to be a good listing agent Quotes: "It's interesting to watch the flow of people. At one time it was the fight for Seattle, then they started fighting for the suburbs, and now they're realizing the suburbs are out of control, and they're going like, 'We could actually have a better chance by going back into the city, and seeing if we can maybe get a shot at a home with less competition.'" "The condo building that has more amenities with open-air spaces, gyms, and other things in it, is probably going to perform better than a building that doesn't." "I had some specific data points that I always checked in on and we've talked about absorption rates I would check in on. I would sit down for a couple of hours and run the data on different price points and different marketplaces." "If you can figure out the differences in marketplaces, you can guide your people so much better." "If I can have an agent that's working in my corner that is highly educated, I'll take that all day long as we're out there going to battle trying to find a house." "Whatever your given marketplaces, especially the larger marketplaces, don't assume that there's a blanket 'This is what our marketplace is doing.' And don't push that story on your clients.' 'Put it on the table for people - let them know - because they might surprise you." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett are particularly excited about today's podcast because they are finally talking about buyer's packets. It's a discussion that has been delayed a couple times for various reasons, but they have, indeed, received and reviewed the packets and are now ready to share their findings. Today, then, filled with a great deal of appreciation for those who made submissions, all of which have great elements to them, our hosts reveal the value of creating these packets as well as some of the best practices they're seeing out there with them. They begin by exploring in detail what a buyer packet is,how to create them, and the things that go above and beyond in them. Garrett also speaks of the importance of having testimonials in your buyer's packet because it takes the focus away from everything being about you and shifts it to what you can do. The two go on to share the things they liked seeing in the packets, what you should consider when building the buyer packet, and the fun pieces they have found within them. They finish up with a promise to create a video for their Facebook community highlighting those parts of two or three packets that were particularly striking. It's been a long time coming, but, as you will hear today, it has been well worth the wait for this valuable information about great buyer's packets that you can begin implementing immediately. More great information and advice can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Pros and Cons of buyer packets The difference between buyer's packets and pre-listing packets The two ways to have a buyer pack What a buyer's guide is Importance of testimonials What you can share with clients that can get them a home The list to sell ratio of buyers The relevance of a good flowchart Why have sample contracts in the packet The need to have the estimated closing cost sheet Understanding the marketplace that you're building that buyer packet for A little intro letter with a table of contents What to expect on home inspections The fun things in buyer packets Quotes: "The mere fact of having a buyer's packet puts you so far above and beyond the average agent out there." "I think sample contracts are not shared enough. They're not put in front of the clients enough. And I love that most of these had sample contracts inside of them." "I do think it's important to highlight to your buyers that they're responsible for their purchase and part of their homework after that first meeting is to go read this contract and let you know if they have any questions." "The stress levels of being a buyer are so high right now, you want to take as many of the confusing parts out of the equation for these guys so that they can show up and make decisions." "There is something about having a tangible piece of something in your hand. There's also value in tangible items like that when people have something heavy or something high quality in their hands." "The best testimonial that you can ever get is someone who talks about how amazing the process was working with Garrett. 'He had a process that just helped us cut through the noise.'" "I like it when there's a sheet of what makes our town our town." "Buyer packets are a great place for eye candy, pretty pictures of houses." "If you've done this right you're not a stranger anymore. You are somebody operating on a different level than any realtor that they're going to come across." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

These days, Matt and Garrett are hearing a lot of talk around inflation, what's happening with money out there, and what people should be doing with their money. In light of this fact, and hot off their discussion about market narratives in the previous episode, today they have decided to chat about inflation and its impact on the real estate industry. Together, they explore the inflation occurring and how that is reflected in the stock markets, and they also discuss why you need to start conversations around financial literacy and investing in real estate, and to seek out a professional when needed. Listen in today to learn some tips for real estate investing, and to understand the importance of financial education and the recent trends in the conversion of commercial properties into residential spaces – you'll be glad you did. You're also invited to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The state of inflation currently in the world How inflation affects the real estate industry The edge real estate investing has Why you need financial education What happens when institutional money piles up in real estate Commercial buildings being converted into residential spaces Starting conversations around investing in real estate Quotes: "The other option is underneath your mattress, that's not a good place to put it during inflation." "If the real estate market goes down, what's the worst?" "If I had some money, I'd probably get into development, it'd be really, really a fun place to build some new homes, make some dreams come true. " "This is one of the ones that is affecting a lot of people out there and it's going to affect a lot of people out there and they are going to be thinking, 'How can I be creative about this and who are my trusted people in my world?'" Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today's episode, Matt and Garrett talk about marketplace narratives. Before 2020, we saw different areas having different marketplaces, everybody was going through something different. When COVID hit and with all the lockdowns happening, the playing field was leveled. The housing market, inventory, multiple offers, and competing bids were all similar, but now at the end of 2021 and beginning 2022, people are starting to build their own stories, and today's episode explains how they are doing that. The hosts begin by clarifying that just because people are creating their own stories in the marketplace does not mean that the marketplaces are now special. A marketplace being different should not necessitate different systems. They talk about what is creating the narrative, what is impacting the housing market, how people are setting the narrative, and how agents are bringing the narrative to their clients. The hosts' major highlights in this episode is what the narrative is, if it matters, comparing it with the past, and when there's a new variable in the marketplace, people need to adapt and adjust. Matt and Garrett finish up by looking at the concept of overpaying when somebody finds enough value to pay a certain dollar amount, noting that attaching value helps in owning your narrative, and highlighting how it is important to have a process in your business so that you do not waste time spinning your wheels. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How marketplaces are developing their narratives The housing market through the years Different marketplaces do not mean different systems The narrative and the collective self-talk impacting the housing market The impact of the water cooler talk What the market looks like when you go out and show homes How to adapt and adjust when a new variable hits the marketplace The concept of overpaying Owning a narrative The importance of processes in your business Leading into stories and understanding them Quotes "No matter how the marketplace is changing, there's always a market to sell homes. There are always people that need help buying or selling to get from point A to point B." "If you're getting stuck on with your clients, go sit down with a couple of agents, go sit down your managing broker, go talk with a lender and figure out what that adjustment and interest rate means to your clients because it's not going to push them out of being a buyer right now." "There's a group of people in every given marketplace that needs help and that's the focus everybody needs to have. That's the energy you need to have." "We have to be careful, when we look at the market and understand the story that the market is telling. We need to buy into a particular part of that story, and make that our narrative, and then expand on that." "Everything has value to the person that has decided to put their money in it." "We have this opportunity to help people set a mindset when it comes to the life they're going to live in their home." "Our role as agents and brokers is to help people get from point A to point B as Larry says, 'From the life they have to the life that they dream about.'" "Your job as a realtor is to help somebody understand the game of real estate currently as it sits in the marketplace and how to be successful." "The reality is that we just get to control the process. Every marketplace is different." "If you're going to be a powerful, trusted advisor for somebody, your job is to figure out what the game is right now, help how you can guide people through it, and find the people that need help being guided through it. And you're going to be great." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today, Matt and Garrett welcome the remarkable Dan Smith to the podcast. Dan is not only a highly successful real estate agent, he is also a manager of an office at Dickson Realty in Reno Sparks, runs Dickson University, their in-house training center, is a father of four, and serves his community as a Bishop. Despite these many commitments, Dan has been able to fulfill his commitment to eliminate weekends from his real estate work, and he shares the details of how exactly he has managed to achieve this with listeners here today. You're going to want to get a pen and notepad for this episode! Dan begins by sharing how he started his career in real estate, the current level of his business, and how it has been going up every year. He goes on to detail his thought process of running the business independently, the limitations he had before he found a partner, how his 'why' has helped him to structure his schedule, and the concept of releasing control. He talks about giving people he trains the freedom to be themselves and not duplicate him, and highlights the vital operational elements that allow you to have freedom on weekends and build a system that works. Dan finishes up by describing the offer FAQ sheet they have designed, how they use the Marco Polo app, and by advising agents to look out for partners that match their core values. Filled with wisdom as well as practical suggestions, this is yet another Ninja Selling episode you simply cannot afford to miss. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How not to work on weekends Overview of Dan Smith's business and volume of his transactions His thought process and limitations working on his own The geographical area of his work The concept of release control The importance of the buyer interview The reason for team roles in the buyer interview When to show homes How to build a system that works The offer FAQ sheet How agents should write better offers How to create a pre-listing packet Quotes: "Last year, my goal was to do 42 transactions, 18 million, and that's what we hit. It's been going up each year, and I've loved that level of production, and we're going to continue to ramp it up." "I live a very full and abundant life. I hate being called busy... I do not portray myself as busy, but I live a full life." "For me, it wasn't about just cutting time out that I didn't want to work. It was creating time for all the things that actually matter the most to me." "I've learned most people don't have that overall guiding principle. And if you don't have the overall guiding principle, you've got nothing guiding you. You're just kind of floating around out there taking things as they can." "I woke up one day at three in the morning with a panic attack because I could not handle everything that was on my plate. I had to write to the company owners that I was dropping the ball on all these areas, and I just had a wake-up moment. And that's when we really started diving into how we were going to get some support." "I own the experience that I give my clients. To try to have somebody else be a huge part of that equation did not compute with me if they went and showed property with somebody else on a Saturday so that I could be somewhere with my family. It felt like I was just outsourcing." "You have to craft the experience so well that you're not hiring people to be you. You're finding people that have your same values and vision that play the roles in your experience." "I've crafted here the key things that you need to say and the key things that our clients experience. Other than that, they have full autonomy to be themselves. I don't hire robots. I hire people with the same values." "Once you empower them to make their own decisions, they know the key things that need to happen. They get to take that and use it with their own clients that we're building a business and an experience that anyone who works with the Dan Smith team gets to take that exact experience and go use it on their own clients too because it's shareable." "Our FAQ sheet was not designed to protect my weekends. It was designed because we were tired of getting bid out of offers." "I can train somebody to be a host or to be a waiter, but I can't train how they're going to treat my people and how they're going to feel after the experience. So I can train anybody to do what I do, but I can't train how to treat people. And so I find people who treat people nicely, and then I train them." "People don't buy what you do; they buy why you do it. People will see that kind of a commitment and attract more business." "If you don't know what you really want, you're just going to spend your time doing what you think other people want." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Dan's Website

Inspired by Trevor Moawad's interview with Tom Bilyeu, Matt and Garrett chat about the power of verbalizing the negative thoughts that come to you. A negative thought is said to be 40 to 70 times more powerful when it is spoken out loud. In today's episode, our hosts share how to express concerns and challenges without speaking negatively, and how to create a powerful shift in your mindset in both your life and business. Matt and Garrett explain the difference between positive and negative mindsets and the impacts that come from vocalizing your negative thoughts. They discuss Trevor's interview and share the illustrative stories Trevor spoke about. Aside from speaking negatively about yourself, they also talk about how speaking negatively about others can also surround you with negative energy. They conclude by encouraging us all to begin to address concerns in a positive manner and renew our minds to vocalize the positive always. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Exploring negative and positive mindsets The power of a negative thought spoken Your mind is powerful Stop vocalizing the negative How to address concerns and challenges How you are verbalizing things to others also matters Watching the news surrounds you with negative energy Quotes: "When we're coaching people, we get to go through an incredible journey with them. Sometimes it's positive, sometimes it's negative." "A thought spoken is ten times more powerful. And negativity is four to seven times more powerful. So then a negative thought spoken becomes 40 to 70 times more powerful." "Stop saying them and vocalizing them out loud- the things that you're afraid of, the things you don't want to happen." "I watch agents do this with their business all the time... they're in this world that they've created." "If you don't have a solution, or if you don't think that this is going to be a productive conversation, don't say it." "If you speak negatively about others or other situations, that impacts you." "The past predicts the future only if the behavior stays the same." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Trevor Moawad's video

Larry Kendall is back again to join Matt and Garrett on today's episode. In addition to his many, many achievements, Larry, as most of you will already know, is the creator of Ninja Selling, so you can be certain that he has a massive amount of experience, knowledge, and advice to share. This time around, he and our hosts explore great migrations of the past and present as well as their impact upon the world of real estate. Larry starts by discussing great migrations throughout the years all the way up to the most recent one where COVID and lockdowns have triggered early retirements, cultural shifts, and people moving from the city to smaller communities, and vice versa. He also emphasizes the importance of your database, the power of realtor referrals, and the adjustments that home builders are making these days. Larry finishes up by delving into how kids' education has been diminished by COVID, identifying what drives the real estate market, and reminding everyone that helping people make good decisions is part of our responsibility. Each and every time that Larry joins the podcast there is just so much wisdom to soak up, and, as you will hear, today's episode is no exception. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The First Great Migration in the United States. The Second Great Migration from farms to cities. How COVID has triggered the Third Great Migration. The move from the city to smaller communities. How resort communities are being overwhelmed by the move. The broader economic impact of the move. The Migrations impact on commercial real estate. The effectiveness of remote working. The importance of your database. What people should consider when looking for a place to live. An employee's income and their cost of living. The adjustments home builders are making to floor plans. The importance of the buyer interview. How the quality of education has been diminished by COVID. What drives the real estate market. Quotes: "A lot of people are deciding and realizing 'I can work anywhere. If I can work anywhere, then where would I want to live? I used to have to go to work. Now work comes to me, and I can live anywhere.'" "The research that I've read on remote work is that, depending upon the type of work that you're doing, there is less productivity, anywhere from 20 to 30%, less productivity. When people work at home, they get distracted." "If your work was in a big city and you had an hour commute each way, two hours a day, you can make up for that loss of productivity by working more." "63% of the people who were on a Zoom call, even if they have the camera on, they are shopping online." "You need to be more in tune with where your people are migrating to. Are they migrating across town or are they leaving the community? And if they are, you need to set up a referral for them. You also need to replace them in your database." "People are analyzing now more than they've ever analyzed." "Millennials have spent seven years longer in apartments than previous generations before they came out to buy houses. And many of them are in luxury apartments." "We always say the buyers are the smartest people in the market, and when it comes to the product available in a new market, they are smart on the product, but they are not knowledgeable on how that location works for them." "We work with a lot of builders and help them design neighborhoods and houses. We try to keep our finger on the research, and the number one amenity that people want is access to a good place to walk, a walking trail. They would rather have that than just about anything." "We're watching people make a move and realize that it's a little bit different. Their evaluation of this new environment that they're in is happening very quick and it didn't quite fix their pain, and need something a little bit different to make that work. And all of a sudden, two years, one year, they're picking up and moving." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group