Ninja Selling Podcast

On today's episode, Matt and Garrett chat about 'time of possession', an important concept in communication about which there seems to be some confusion these days. It appears that a lot of people don't understand that, when it comes to building relationships, building a database, and building a business, this concept is really a fundamental piece of communication. So to clarify this for everyone today, our hosts discuss just what the term 'time of possession' actually means, as well as its importance and why asking questions is crucial. They explain why many find it difficult to grasp the concept of 'time of possession' and how many make the mistake of failing to keep conversations going simply because they fail to ask questions. They touch on the subject of one-uppers who are all about stealing the 'time of possession', and discuss why you should master the skill of asking better questions as this makes all the difference in conversations. They end with a discussion on how to get solid answers instead of one-word replies from your audience - simply ask better questions. 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: Defining 'time of possession' in terms of communication Learn to ask better questions Are you a one-upper? Avoid stealing the time of possession Questions, questions, and more questions! The benefits you get from asking questions Here is why you keep getting one-word replies Your job as a ninja is to ask more questions Quotes: "People that love to talk, go start a podcast, you can get it all out of your system." "If you have a similar experience with somebody, it gives you the opportunity to ask more and better questions" "What you should be aiming for is making sure that the person you're talking with has more 'time of possession' than you do." "It's okay to talk, but when you're going to talk, talk in the form of questions." "The person who's enjoying the conversation the most is the one who's doing the talking." "Your job as a Ninja is to keep them talking." "Everybody's saying what's on their mind, but very few are asking people 'What's on your mind?'" 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

Today's topic is a timely one as everyone has been working on their business plans with the end of the year approaching and the new year just around the corner. Matt and Garrett once again highlight the importance of making this plan, and want to add one particular piece to apply to it, and that is to plan for a business journey that you will actually enjoy. One insight that Garrett's father made that has really stuck with him over time is that a lot of people build a plan that they don't really necessarily enjoy, and that's what our hosts want to remedy here today. Garret begins with the poignant story about that conversation with his dad while he was battling lung cancer, the biggest takeaway for Garret from this conversation, and his disappointment in people beating themselves up for not achieving a goal. Our hosts then delve deeper into how many people are planning a business to enjoy the journey to the goal, the power of that mindset, increasing your income per hour to have the life you want, and the questions to ask yourself when developing your plan. You are in charge of your planning, and you know the quality of life you want to achieve, so don't stop believing in creating a plan for a journey you'll actually enjoy, and not one that will end up being as, let's say, 'unsettling' as listening to Matt singing Journey! 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: Build a plan that allows you to enjoy the journey. The power of the mindset. Time and work. Ninja's biggest goal. Making decisions based on how you want your lifestyle to be. How much you are supposed to raise your goal. The biggest mindset challenges. Where do you see yourself in five years? Money doesn't buy happiness. Creating an enjoyable path in making business plans/goals. The story of the guided missile. Often evaluate your business goals. Quotes: "If you build a path that you can enjoy the journey, you never fail on the goal." "I need to take a look at not so much pushing the goal, but maybe really focusing on how I adjust my day-to-day relationship with my business so that I'm enjoying this path that I'm on." "Money doesn't buy happiness." "I want you to put the big goals out, and I want you to find drive and passion to go after and accomplish those." "There's nothing in this world that you have to do. You just have to accept the results of the things that you do." "They're not perfectly correlated in that, well, if the goal gets bigger, that means the enjoyment of the journey has to go down - not the case. In fact, they can ride together, upward. "Human beings and guided missiles are very similar - they need a couple of pieces of information to hit goals." "What the guided-missile doesn't do that people do is people care where we were launched from, the guided-missile doesn't." 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 chat about a time in business where people get stagnant in their goal setting, especially when it comes to money. The hosts discuss that knowing your goal and driving its purpose is essential, and that, when people have met their security, they suddenly lose value, power, and cause to set income goals. They explain that security is a big part of where income goals come from and insist that the motivation to do more, serve more, and make more has to come from somewhere and that you need to be clear about why you want to do what you want to do. They also discuss that even when people are comfortable in their financial security, there's always some stress. Matt and Garrett also emphasize the need to have a 'why' that truly motivates you, followed by figuring out the tools that can make that happen while still having the freedoms and the life you want to have. They finish up by clarifying what is 'more', and what you should consider if you want to grow. 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: What to do when goal setting is stagnant. Knowing what's driving the purpose behind your goal is essential. When it comes down to income goals, are your securities met? Security is a big part of making income goals. Find the 'why' behind the motivation to do more, serve more, and make more. Even with the comfort of financial security, stress is prevalent. Wealthy people have a clear understanding of what they are doing and why they are doing it. Sometimes people want the more important goal but do not want to work harder. They need to have the right tools in place. Hard work still needs to happen; you just have to change your definition of hard work. What is more? A good 'why' should bring you to tears. Quotes: "Security is a big part of where income goals come from." "Peak earning years for most people is between 40 to 60 years old. Because about 40 years old, you have a midlife crisis, and you start looking around and going like, I don't have X amount of earning years in front of me." "Decide what you want to create, the life that you're looking for, not what you think you can have. And that for a lot of people, I think that's what drives them." "There's a certain point where the wealth is just a byproduct of creating something." "There is natural scalability that can happen is if you're running a good operation." "Being in better flow, identifying your vital few and a clear way up in your autoflow. All of those things can help. But operationally, things need to change too." "There's no correlation between how hard you work and the amount of money you make." "I want to be clear that hard work still needs to happen. You just need to change your definition of hard work. And most people define hard work as I'm out there grinding and hustling and putting in the hours and writing contracts at 11 pm." "Being smart about how you structure your operations, how you stay true to your core values and expectations that are set, that's also working hard. It's just not part of time worked." "In life, when you find something that is a 'why', that's big enough, there are no obstacles for me getting to this place that I want to get to." "If you want to grow, you need to get clear. You need to step back and ask yourself, 'What are the moving parts around this?'" "There's a good chance when you find the right 'why' it could bring up a lot of emotion internally for you." "If you're setting financial goals, ask yourself why you're setting that certain financial goal and where are you at in your security as it relates to your finances. Because if you're overreaching a financial goal just to have a higher income goal, and it exceeds your security, you may have an issue with the motivation of achieving it." 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

On today's episode, Matt and Garrett talk about regrets and not just any kind of regrets, home buying regrets. The discussion is inspired by an article regarding a study that reported 64% of millennial homeowners who've bought a home during COVID have regrets. This is an article where you have to really dig down into the details, rather than just accept the headline, and that's precisely what our hosts do here today. They begin by looking at the actual reasons for the regret, and then highlight the need for that all important buyer interview process right at the start. Matt and Garrett also delve into the 80/20 rule, the importance of narrowing down what is truly important to the buyer, and the differing levels of regret among different generations. Overall, they highlight the fact that if you focus on your relationships and stay in good quality flow with your people, you will be able to have plenty of business, whether people regret some element of their home or not. 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: 64% of millennial homeowners who've bought a home during COVID have regrets. Understanding where the regrets are coming from. How do we mitigate these regrets? The pros and cons of rental and homeownership. Talking to clients about the 80% perfect home as opposed to 100%. The buyer interview process. The evolution of what comes along with homeownership. The highest category across the board Quotes "You're going to make some compromises, even if you have unlimited funds because you also are dealing with whatever is currently available. Your dream home may be down the street, but somebody is kind of living in it. So you can't really kick them out and take over." "People are more likely to find 50% of what they're looking at right now. But really, the 80% rule, that idea is just putting that concept in their mind that finding the 100% home is probably not what's going to happen." "Everyone has a regret of something that they did or how this home works for them. As an agent, we need to understand that we're not going out to find somebody a perfect house." "For your clients, you're giving them the ability and the confidence to buy a home and love it." "And that's the beauty of the two pieces of paper, really brings to light what are the things that are really important because that allows you to search for the right stuff, not everything that they've dumped on you and told you about." "They highlight that homeownership still ranks at the top of the list in terms of being a part of the American dream." "It gets interesting how data can be twisted, how the messages can be twisted. If you're going to be educated on sharing this type of information, you need to go and read into it further and not just look at headlines." "If you're jumping from this headline to that headline and adjusting your business based on that, you're going to wear yourself out. Focus on the relationships, have fun with the headlines, enjoy them, read the articles, and read more into the data." "I want you to go from the life you have and go to that life you're looking to have, that you dream about, and make sure that we are keeping our search focused, so you don't miss out on anything." 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

On today's episode, Matt and Garrett discuss a very timely topic that Garrett brought up, and it's all about home prices, where they've been, where they are now, and where they may be headed. There's a lot of looking to past valuations going on out there, and our hosts are here today to share that it's time to throw off the baggage of past home prices, come to terms with current value of homes, and use these current valuations to make decisions in your real estate practice. Garrett kicks off the episode by telling a story of a client narrating a shocking valuation of a house in Seattle. He explains that home prices have drastically changed, and you need to let the baggage of how homes were priced in the past go and get with the times. Matt then describes the different perspectives of home pricing, laying out that as a guide, we should not confuse the home buyer with past valuations of homes. Together, they go on to offer a reminder of your fiduciary responsibility, caution about not breaching this responsibility by putting your need to be right about pricing ahead of the client's interest of purchasing or selling a home, and presenting information to your client objectively, detaching yourself from the outcome. Living in the past is not going to serve you well these days – it's time to rid yourself of that baggage, acknowledge where we're at now, and keep moving forward to further 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: Contrasting home prices today and in the past. Throwing out the baggage (beliefs and mindsets carried from historic home valuations). The different perspectives to thinking about the baggage. Our role, as guides, is to bring all the information and make sure the clients are making intelligent decisions. Your fiduciary responsibility to your clients. Breach of fiduciary Staying objective. A snapshot of the marketplace and the future of what could happen with pricing. How to have the pricing conversation with clients. How to help people in business stay in the moment when it comes to interest rates, pricing, and releasing that baggage. Letting go of the past baggage helps you negotiate better deals for your clients. Detaching yourself from the outcome and remaining objective with your clients. Quotes: "We do have to let the baggage of prior pricing and future pricing go so that we can work with what the pricing is today. What do we need to do to compete today?" "We control the process; they control the decisions." "A lot of times when we bring too much of our own stuff into it, we can get into that world of working in that decision side." "I don't think we need to forget the history of what's happened with marketplaces, but when it comes down to me being a guide for the people in this market right now, that information is not useful anymore." "You can negotiate better deals for your clients when you get rid of that baggage because you don't have a fog over your face." "I'm going to help them get this house. We're going to position them into a situation where that's going to make sure that they can be successful moving forward." "Staying detached from the outcome, acting as that guide, I think, is going to be the way to lay the foundation of staying out of that baggage mode and staying in the moment." "Stay focused on what your clients are saying and listen to what they're saying about their qualifications and their comfort level because that will also help you be in a protection mode if you need to be as well." "It's the subconscious stuff that comes out through little comments and little things that we kind of drop little easter eggs when having conversations with people." 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 highlight the critical link between health and business success. They reveal how neglecting health during busy times can lead to burnout. By automating grocery delivery and hiring chefs, you can circumvent unhealthy eating habits. They discuss the benefits of investing in fitness equipment and hiring trainers for better health management. Sleep strategies are emphasized, with tips on improving sleep quality through diet. The duo encourages setting small health goals to enhance productivity and life satisfaction.

As we get ready to celebrate Thanksgiving with our loved ones, Matt and Garrett take a moment to reflect on gratitude and what it means to have a grateful state of mind. They begin with the physical impact that gratitude can have on your brain and body, and how it biologically changes your energy to help attract more of what you want in this world. They talk about Dr. Joe Dispenza's stance on gratitude as the ultimate state of receivership, and offer their thoughts on how to find gratitude throughout the day. Garrett reminds us that if we cannot be grateful for what we have now, then we will always feel unfulfilled even after we've crossed the next threshold. Matt explains why gratitude does not create complacency (in fact, it does the opposite), and breaks down gratitude as an exercise in being mindful and present, which your clients will undoubtedly respond to. You'll also hear about the power of starting off each day by giving thanks, sharing gratitude as a team-building exercise, redirecting your thoughts to the positive, and why noticing even the smallest things that you're grateful for can add up and truly change your life for the better. Be sure to join the Ninja Selling Podcast Facebook group where you can ask questions, share advice, 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 power of gratitude and having a grateful state of mind Choosing to be grateful has a physical impact on your brain and body; it changes your energy "Gratitude is the ultimate state of receivership" - Dr. Joe Dispenza Being ungrateful can prevent you from seeing ample opportunities all around you Optimism is not necessarily the same thing as gratitude Starting every day with gratitude will change your life Pause once or twice a day to ask yourself what you are grateful for, and dig deep into those elements Gratitude is a low urgency, but high importance activity Alarms or Post-It reminders can help encourage you to consciously think about gratitude This does not create complacency If you cannot find gratitude in your current state, then you will still feel unfulfilled even after you get that new car or promotion Gratitude is an exercise in being mindful and present, which clients will respond to Start morning meetings with something everyone is grateful for Ted Lasso is an amazing example of a grateful human being It's normal for your mind to wander when you sit down to do your gratitudes, but you can take control of this and redirect your thoughts Express gratitude with your feelings - truly feel your gratitude when you express it Noticing even the smallest things you're grateful for adds up and will change your mindset to actively look for the positives in your life Quotes: "If just expressing gratitude is not enough, know that by expressing gratitude, it changes your energy in a way that helps you attract more of the things that you want in your world." "We watch agents that are struggling in their business or just business owners struggling and sometimes it's just because they're in an ungrateful state of mind." "Starting every day with gratitude - if you start there, and then compound that to expressing gratitude throughout your day, for all the things that are in your world, your life will change for sure." "A lot of people say, But if I'm just grateful for everything, doesn't that exercise complacency? And it doesn't. It actually does the absolute opposite." "The problem is if you're not in a state of gratitude to begin with, you cross those thresholds and you go, Oh, well, it'll be better when I'm making $1,000,005." "It's almost like you look for ways to cancel your gratitude." "The money is not going to turn you into somebody that's grateful for the surroundings." "Just close your eyes and stop for a second and pause - push the pause button and stop and just think about the things that you're grateful for in your life." "Feel that gratitude when you express it. That's what's going to change your energy is through the feeling, not just through saying it." "When you really get into a state of gratitude, you start looking for things that you're grateful for. You will actually go through your day going, That's something I'm grateful for." 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 is all about waking up early, what it means to you, and how it can help you become even more productive in your business. While starting your day off earlier than usual can take some getting used to, Matt and Garrett explain how you can gradually work your way up to a more disciplined morning routine and manage your evenings to better prepare for early wakeup times. Once you have made this shift, you'll be amazed at how much more work you can get done when you're free of distractions. Our hosts talk about giving yourself something you want to wake up for in the morning, changing your belief system around getting up early, analyzing your day to find out when you are most productive, and resetting your mind and body to a positive energy before going to bed each night. If you need a boost throughout the day, Matt and Garrett have some great suggestions for you, including working out, going for a walk, enjoying an invigorating podcast, squeezing in a nap, or even blaring punk rock music. Of course, tea and coffee can come in handy as well! When all else fails, try to remember who is counting on you to perform at your very best each day. This may help motivate you to prioritize an extra 30 to 60 minutes of personal development time in the morning, which sets you up to feel more energetic, inspired, and efficient for the rest of the day. As you'll hear, this can have an incredible impact on other areas of your life, and create healthy habits that will serve you well both personally and professionally. Share your tips for waking up early by joining the Ninja Selling Podcast Facebook group where you can also ask questions and connect with other Ninjas. You can 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: What does it mean to wake up early, and how can it help you be successful in your business? Waking up early will depend on each person and when you want your day to start It can help you get work done free of distractions and ease into your routine Matt and Garrett don't necessarily believe in the blanket statement that successful people wake up early, but they may have so much on the go that they are excited to wake up in the morning and get started The key to waking up early is managing your evenings - this is something you'll need to gradually build toward Try not to look at it as waking up early, but as waking up on time in order to get everything done that you want to accomplish You need to find what time works for you and when you feel most productive (e.g., Garrett's wife, Sarah, is most productive after the house goes quiet at night) This may change over time Building discipline around your sleep routine will enhance many other areas of your life Waking up early is not easy, and it will take some getting used to - try to incorporate activities that you look forward to, like morning affirmations or working out You can also try programming your brain to believe that you're going to get as much sleep as you need in order to feel wonderful and productive When you go to bed late, people tend to tell themselves, "I'm going to be exhausted tomorrow," then it becomes a self-fulfilling prophecy A short nap can be helpful (especially if you have a newborn like Matt!) Giving yourself an extra 30 minutes each morning for personal development adds up over time Give yourself something you want to wake for - this creates a habit Journaling can also help you stay on track If you're having trouble feeling motivated, think about who is counting on you to perform at your very best every day Quotes: "If I go past 6:30am, I'm laying there in bed with my eyes wide open going, Why am I still in bed?" "I do think that if you want to fit more things in, it can certainly help to wake up earlier than you currently are." "It would be great if I could sit down and do that between 7 and 8am, but I have all these things in my life. It's like, well, do we need to wake up earlier to get those things done?" "The key to waking up early is managing your evenings." "If I'm still stressfully answering emails or doing work at 10 o'clock, that's going to impact the wakeup time. So you do need to manage the evenings." "Building discipline around your sleep routine and your wakeup routine can also enhance so many other areas of your life." "I'm a huge proponent of having that space where you can get your body and mind right every morning." "The days that I do [wake up early], I run better than the days that I don't." "You can program your brain to say, Look, I've only got three hours here - my body's going to get exactly as much sleep as it needs so that I feel amazing when I wake up. Programming your brain like that is an amazing tool." "I want you to optimize your life the way that you want to have it." "You need to plan an environment where you have something you want to wake up for." "The interesting thing is, because of the habit of waking up twice a week for the podcast, I have now trained my brain that I wake up at five o'clock in the morning whether I like it or not." "This is not about waking up early and jumping into email. This is about waking up early and maximizing the time for yourself that is going to make you more productive with the rest of your day." 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

It's finally arrived! The pre-listing packet extravaganza episode is here, and Matt and Garrett cannot wait to dive into all your fantastic submissions. Remember that simply having a pre-listing packet already sets you apart from other agents in the field, but our hosts acknowledge that there are certain pros and cons that can either enhance your packet or work against it. First they explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts. Next our hosts break down exactly what goes into the perfect pre-listing packet. They highlight the importance of focusing on the client, clearly defining your value, showcasing your results using visuals and testimonials, and having a high-quality, organized, streamlined look throughout. You'll also hear about including a letter and resume, a table of contents, and flow charts. And Garrett reminds listeners that every time you attend a listing presentation, you are applying for a job. An effective pre-listing packet allows you to showcase why you're the best candidate for the position, what your process is, and most importantly, how you can help prospective clients achieve the greatest results. Thank you so much to everyone who participated and submitted their pre-listing packets for this special episode. For inspiration or feedback on your own pre-listing packet, be sure to join the Ninja Selling Podcast Facebook group where you can also share ideas, ask questions, and connect with other Ninjas. You can 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: Pre-listing packet extravaganza episode is here Special thank-you to everyone who submitted their packets Simply having a pre-listing packet already sets you apart from other agents in the field First Matt and Garrett explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts Heavier, better quality paper will make a good impression and transport better in the mail Make sure you're emphasizing the client's needs and what you can do for them Be transparent about agency contracts Next they break down what goes into a perfect pre-listing packet, such as including your resume, starting off with a letting outlining who you are and what you're all about, focusing on the client, using flow charts, having a table of contents or tabs to help clients navigate through the information, being highly organized, defining your value clearly to the client, providing market information and how you'll help them navigate through it, including something unique to your personality, showcasing your results using Before & After photos, highlighting your marketing plan, having a streamlined look all the way through, and featuring testimonials If people are confused, they will always go to the lowest price Preparation, promotion, and pricing Special shout-out to the submissions that really stood out Quotes: "All these people have pre-listing packets. So you already know they're a step ahead… The fact that you have a pre-listing packet already sets you apart from the rest of the field, because there's a lot of agents out there that don't even have that." "You've got to be so careful about this, especially in today's world - too many words. We're in a world of bullet points right now." "I should be able to open the packet up and read the first two lines, get the idea of what I'm about to jump into. But if I have to read a whole paragraph, or a whole page to figure out what we're talking about, or what's going on here, we have lost the client." "Keep it graphic as well - pictures and images. A lot of people are visual learners." "Here's how I look at it, though… We're applying for a job. We're not only applying for a job, we're applying for a job that the general consensus of the population is that we're overpaid for. So if you're going to present something up front, it better be damn nice." "Copy paper will never do that - it will never ever set you apart." "There's a fine line there of showing that you're capable and that you can get the job done, and then pushing it too far, where it's like, Look at me." "This is about them. They're going through a stressful process, and they want to know how you're going to help them with the processes and things that you have to offer." "You are applying for a job, a well-paying job. Every single time you go to a listing presentation, you are applying for a job. And a resume is necessary." "There were very few [packets] that said, This is the reason that this packet is sitting in front of you right now. And here's all the stuff that you're going to find in it… Here's the letter explaining what this is for you and how this is going to help you go through the process." "Table of Contents, or tabs, if you're working with binders - super helpful, and they make it easy for people to find what they should be looking for." "If it's organized, even if it has less information, I'll probably pull more out of something that is organized." "If your pre-listing packet isn't organized, is that sending a message that this process may not be well organized?" "If you were to drop the pre-listing packet, would you be able to pick it up easily and everything would still be organized? If the answer is no, then we need to combine some things together." "If I read the pre-listing packet, I want to know fully what value you bring as a realtor to helping me sell my home. If it's confusing to me, then now I'm going to go for the lowest price." "Don't have it mixed up all the way through, because it looks like somebody did Arts and Crafts and stuck something together to make it a packet." 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

On today's episode, Matt and Garrett celebrate the arrival of Matt's beautiful baby daughter, Elizabeth Grace, and continue their celebration of their 300th episode by tackling a couple more listener questions which they didn't get to cover earlier. These excellent questions are all about planning and blocking time in the most productive fashion, and you know our experts have a lot to say on these crucial topics. In this episode, our hosts discuss business planning tips for 2022 and the value of blocking out time to make plans far enough in advance, explain the need to carve out time to take care of ourselves during business planning, and review three essential pieces of business planning and the vital pieces that are left out of many business plans. They also talk through the need for breaking the plan down and analyzing it, share tips on how to be effective at executing business plans, and address the fallacy that business plans have to be complicated. There is so much to celebrate at Ninja Selling lately - Elizabeth Grace, over 300 podcast episodes, and now today's masterclass regarding the power of business planning and time blocking. Join Matt and Garrett here today to share in the excitement! 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 need to set time aside for planning. Take care of yourself and turn business planning into an event you look forward to every single year. The correlation between people that have a completed business plan to the ones who don't. Putting a business plan into a structured plan of action or a roadmap. The three separate sections of our business plan. Being objective in planning and learning from mistakes. Tips for planning. Recommendation: that you get the business plan for a new year done early November. Addressing the fallacy that business plans have to be complicated. Learning how to time block better. Putting priorities on the actual items that you set up. The five daily activities and four weekly activities. Starting with gratitude. Showing up and staying on your agenda. The uncontaminated week to start. The need to understand the importance of the activities that you're putting on your calendar. The beauty of building a real strong routine and making your environment distraction-free Atomic Habits by James Clear The Time-Block Planner by Cal Newport. Quotes: "Every single time we watch somebody that sits down, fully plans out, not just planning but fully plans out and gets it mapped out, they have a way stronger, less stressful year than the person that's winging it." "When you build your business plan, think of it in that way of what are the steps that I need to plan on the calendar before the things happen." "Get the business plan done early November." "When people start their business plan, they start moving into the next year already." "A nice way to, like, pull business planning together is it doesn't have to be crazy complicated." "The whole part of the planning is to get things on the calendar so that you can take action." "On the business in the morning, in the business in the afternoon." "When you have the routine set in place, you get better control over time." "You have to limit yourself to the time available." "If it's on the calendar, recurring, and you're not showing up, you're now constantly training yourself to not show up, which is a problem." "Part of the ability to not be interrupted comes from making your environment distraction-free." "Another interesting thing, too, is that most of our distractions in our world come from our own thoughts versus actually pings and dings from our phone, so we have to slow ourselves down." "You always have the ability to refocus, readjust, and take action on the things that you know will help you be productive in your business. And if you do look at it that way, each day and each moment is a new opportunity to be on purpose versus on accident, then you're going to be better." 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