Ninja Selling Podcast

Matt and Garrett are both extremely excited to welcome a very special guest to the podcast today. Stacey Brown Randall is the author of Generating Business Referrals Without Asking, a fantastic book that Larry Kendall actually recommended to our hosts, and which they have then gone on to recommend to others with whom they work. In addition to writing her award winning book, Stacey runs programs that provide road maps to help people take control of their business, hosts her own podcast, 'Roadmap to Grow Your Business', and is a three-time entrepreneur. Stacey begins by clarifying just what exactly a referral is, what it isn't, and what people often confuse it with. She and our hosts then explore the importance of the human factor, of being authentic, and of really caring for the people you are helping. Stacey then shares the first of her 'aha' moments, and together they discuss the curious history of asking for referrals, the many forms this takes, Stacey's 'secret sauce', and they review the first step to follow in her process. The conversation wraps up with suggestions for answering the number one question every real estate agent is asked, and Stacey shares her sage advice for listeners. Throughout this dynamic and informative episode, you will undoubtedly note the similarities between the Ninja System and Stacey's process, and come to fully understand the power they both hold, not only in helping improve your business, but in improving the very lives of all involved. Episode Highlights: The reasons why people want referrals The two key parts that a referral always has The confusion some people have around the definition of a referral The importance of the human factor and being authentic Stacey's first 'aha' moment The history of asking for referrals in all its many forms Stacey's 'secret sauce' How to get started in receiving referrals without asking Responding to 'How's the market?' Stacey's advice for listeners Quotes: "Everything about a referred prospect is usually easier with the closing process and getting them to say 'Yes' to becoming a client." "The referral source is a human being, not a system, not a program, not your flyers going out there. That stuff is marketing." "If you have the willingness to care for the other person, that is ultimately why somebody is going to feel connected to you…but here's the thing, it's got to be real." "We're going to release the expectation of the outcome in the beginning, and we're going to truly focus on doing the right work, which is taking care of those people, and then it will come." "You just shouldn't have to ask." "The language piece is kind of what makes it all work." "You're going to care about people who make your business easier, and they help you grow your business. Like, what could be more simple than that?" "The conversation I want to have with you 3 years from now or 5 years from now, is how much better your life is." "Of all the steps, the first step is the least sexy. It's the most work." "If you are dead inside, do not apply." "People make referrals when they know they're going to look good at the end." "You're also answering it in a way that allows you to plant a referral seed." "It's just like I needed that tiny little reminder that I really do good work, and that people really do trust me, and that I really matter." "The longer you do it, the better you grow these relationships, the stronger your connections get, it's an exponential growth. It gets better and better and better every year…it's where miracles happen." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli Stacey's homepage: https://www.staceybrownrandall.com/ Stacey's book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking-ebook/dp/B07D99KJ6H/ref=sr_1_1?ie=UTF8&qid=1540925029&sr=8-1&keywords=stacey+brown+randall Stacey's podcast: https://www.staceybrownrandall.com/podcast/

At times during our lives, and particularly now with all that the world has been through, as well as the current busy-ness arising as we emerge from lockdown, it can become easy for us to lose sight of all the behind the scenes pieces that make our life and ourselves work. Matt and Garrett are beginning to have a lot of conversations about this topic lately, and that has resulted in today's episode which looks at the need to bring to light the pieces of our lives that we need to be focusing on to be our best, healthiest selves. They begin by reviewing the need to take care of ourselves, particularly maintaining physical, financial, and personal relationship health. They examine the notion of non-negotiables in our lives and how the changes to routine have impacted them. The '75 Hard' initiative is discussed (and you are invited to join Matt in completing it), as is the sense of urgency created by our current circumstances which can keep up from focusing on ourselves. The episode concludes with our hosts' challenge for listeners to make a list of one non-negotiable to implement for each of the areas of physical, financial, personal relationship, and business health. Ninja Selling is all about the complete package of ensuring a better life overall, and today's episode provides the information, insight, and advice to both reflect and act upon this key concept, making this is yet another episode that everyone needs to hear. Episode Highlights: Taking care of yourself behind the scenes The importance of maintaining physical, financial, and personal relationship health Non-negotiable activities How the change to routine has impacted our non-negotiables The 75 Hard and how it curbs excuses The sense of urgency created by current circumstances in the world Focusing on ourselves right now Making a list one non-negotiable for physical health, financial health, personal relationships, and business Joining Matt in completing the Hard 75 Quotes: "If your heath is on point, it's going to be a lot easier to get your business on point as well." "Ninja Selling…is a much bigger picture than, 'Let's just make more money and do more business'…this is a whole package we need everybody focusing on." "This is where the non-negotiables can kind of get pushed off the side if we're not careful about it." "You're rewiring your brain is what's really going on when you go through this." "You need to be disciplined to get through it." "This is the time to do the easy stuff consistently to make sure that we're continuing to grow in the way that we want to grow." "We're always on a journey…There's always a new, better version of ourselves that we're building and striving towards." "It is a mental challenge…to see if you can strengthen that will power internally." "We're all in this together." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli Mel Robbins video: https://www.youtube.com/watch?v=Tikrn8ZaKQA

While they fell away somewhat during the pandemic, cases of 'for sale by owners' and use of discount brokers are beginning to rise once more. Particularly in the past couple weeks, Matt and Garrett have been noticing an uptick in this area, and so today's episode is all about preparing for potential conversations with people regarding these topics. Our hosts begin by reviewing the 15/80/5 Percent Model, and the need to prepare yourself to be able to explain your value to potential clients. They look at a case study out of Girdwood, Alaska, and then explore the steps to follow for identifying and speaking with those who might be considering 'for sale by owner' or discount brokers. After sharing a professional tax accountant analogy from their past, they go on to review the questions to ask up front, the power of storytelling, and the importance of having answers and samples prepared which demonstrate your value. Matt and Garrett conclude the episode by announcing a very special milestone along with an upcoming episode to celebrate it. As they point out, 80% of people will go with perceived value in a transaction, and today's show is filled with advice to help ensure that your true value is on full display making you the trusted real estate advisor who is so very much needed these days. Episode Highlights: The 15/80/5 Percent Model Preparing your 'for sale by owner' tools and being able to explain your value A case study from Erin Eker in Girdwood, Alaska The steps to follow when identifying and speaking to those considering 'sale by owner' Their professional tax accountant analogy The questions to be asking people up front The power of storytelling Having answers and samples prepared which show your value A very special milestone and a special upcoming episode Quotes: "Historically, 'for sale by owners' have only been…about 10% of the overall market at, kind of, the high, typically hangs around 8%." "Then we have 80% in the middle that will always go to where perceived value is, but if perceived value is not shown, they will go to the cheapest." "I would want everybody out there to be able to explain their value." "I'm looking at protecting the client." "You're worth every single penny, but if the client doesn't understand, you're not." "Identify the current perception that they have about this process, and then see if we can inspire further thinking that might change the perception." "This is why you've got to ask a lot of questions, have the conversations, tell stories, and allow them to benefit from your experience and the experience of others so that they can make the most appropriate decision for them." "This will only make you better." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

As the markets start to play out, Matt and Garrett find that their attention is being drawn toward the disparity between headlines in the media and what they are actually hearing from the agents with whom they work. If you were to believe the headlines, cities such as New York, San Francisco and Seattle would be ghost towns, which is obviously not the case, so it's time to review the importance of researching the actual data and educating your people. Our hosts begin by examining the unreliability of the media when reporting about real estate, stressing the need to educate your people with the actual facts, and looking at a potential opportunity for cities that may yet unfold. They confirm the facts that a housing shortage continues to exist and that there is a population shift occurring within the United States. They also emphasize just how critical it is to focus on data to educate yourself and to become the trusted advisor that so many people need, particularly these days. After all that has occurred throughout the United States and the world in the past few months, people are excited to move again, and they are looking for you to be the expert that cuts through the rumors and misinformation, and gives them the straight goods. Let Matt and Garrett show you how to become that valued and trusted advisor in today's timely and highly informative episode. Episode Highlights: Unreliable real estate news Educating your people An interesting potential opportunity for cities The current housing shortage The population shift in the United States Focus on data not opinion Being a trusted advisor Quotes: "This is real estate review time." "The media can drive that fear and cause the problem to happen." "Without education…literally the education is the media and…there's some holes in that information." "It almost has this potential to make cities just a little bit more affordable for the people who really want to live there." "Maybe you hit the pause button for a little bit. Maybe you find a new opportunity. Who knows?" "In any market you can sell homes. In any market you can buy homes." "If you're a trusted advisor, you're going to be able to get things done for your clients." "We've got to set opinions aside, and just focus on the data." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Bob Burg, author and speaker known for The Go-Giver, outlines the five laws that flip getting into giving. He explores value versus price, serving more people, placing others first, authenticity, and being open to receive. Conversations include practical real estate applications, referral stories, mindset tools like Psycho-Cybernetics, and daily practices to choose giving and build influence.

One of the trends that Matt and Garrett are seeing these days is the number of people looking to move away from a few of the cities across the United States that are currently going through some changes. This has led them to take this opportunity to review the importance of the buyer's packet and how it is always beneficial to all involved, and particularly so these days. They begin by looking at this trend in more detail, and reviewing the two types of packets, as well as what information and resources should go into each one. They explore the notion of becoming the lifestyle expert for your area, especially for the second home market, and they stress the value of the packet as well as the need to have both physical and digital versions of it. The idea of a buyer quiz is introduced, as are the reasons that developers generate these packets, and the suggestion is made to access local experts in your area when creating your own version. In the end, there are so many benefits to be had in setting yourself apart from other agents, and today's episode is brimming with information and ideas to do just that through an item that is all too often a missed opportunity for agents - the buyer's packet. Episode Highlights: Current trends across the country The two types of Buyer's Packet and what should go into each one Promoting the lifestyle of your area Second home markets and lifestyle The value of the buyer's packet Having physical and digital versions of the packet The buyer quiz Why developers prepare buyer packets Leaning in on local experts to help build the packet Setting yourself apart from other agents Quotes: "There are some areas of the United States that are going through some changes." "What is unique to your area?" "You can become the expert on the lifestyle in your area." "When you are not dead set on one place…this is where the information becomes extremely valuable to make decisions." "We need to get it out into people's hands." "All of a sudden, you're the one that steps up with more value, more information…it's that novelty piece that sets you apart." "It better be spectacular." "Lean into your own database, too...learn from your people what their favorite things are of the town that you live in." "You don't want to blend in with the rest of the crowd." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Matt and Garrett are super excited to welcome one of Garrett's coaching clients, Paul Schnaitter, to the podcast today. Paul is an agent with The Group in Fort Collins, Colorado, and, as Garrett states, is 'spectacular in every way you can imagine'. Paul's commitment to the Ninja philosophy, particularly the practice involving gratitudes and affirmations, is truly remarkable, and he is here to share his story with you today. He begins by explaining how he extended the use of a tracker with which Garrett provided him to generate data on many aspects of his life, and some decisions he made based upon that data, in particular, those involving the correlation between his successful days and his affirmations and gratitudes. He then describes his routine involving these aspects of his practice, who benefits from it, the challenge Garrett set for him that started it all, and the success which one of his colleagues, Andrea Tuell, has enjoyed since following his Ninja recommendation. Paul and our hosts also discuss the notion of 'non-urgent, high-importance' activities, the power of an 'attitude of gratitude' and being present, Garrettt's 'boiling pot of water' analogy, and the influence our hosts have had upon Paul. They finish their conversation by reviewing Paul's belief that investing in Ninja Selling is actually an investment in quality of life, a realization which you will undoubtedly come to as well as you listen to his remarkable tale of commitment and success here today. Episode Highlights: Paul's use of a tracker for many aspects of his life Making decisions based upon that data The correlation between affirmations and gratitudes and the successful days Paul was having Paul's affirmations and gratitudes routine and everyone who benefits from it Garrett's challenge for Paul Matt and Garrett's influence Andrea Tuell's remarkable success Non-urgent, high-importance activities The power of an 'attitude of gratitude' Being present Garrett's 'boiling pot of water' approach to affirmations Ninja Selling as an investment in quality of life Quotes: "You are somebody who loves to analyze anything." "Health and how that translates into business success is, like, a huge area of study for me." "Mindset, as we all know from Ninja, is the foundation that everything is built on." "Don't turn on your electronics, don't look at that stuff, until you've had the opportunity to sit down and do these activities." "Setting that foundation for your mindset every single day…there is nothing more powerful than that, in my experience, for my life and for my business." "Don't break the chain." "I've really started to meditate a lot more." "You've now turned this into a habit." "I feel like I've become more of myself." "Everything happens for a reason…what an incredible opportunity to shine a light on ourselves…what we do with every moment of everyday makes a difference." "You have this perspective of what I like to call 'life-work harmony' versus this 'work-life balance'." "The most successful coaching we can do is when we have somebody that is willing to be coached and willing to work with you." "It's all you…when the results come…you should be thanking yourself." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

With the general shake up that recent world events have caused, Matt and Garrett have noticed some agents are experiencing difficulties in maintaining effective marketing. While those who have made their marketing about relationships have been doing tremendous business in these times, others who have let some of their marketing drop off, become nonchalant about it, or even returned to some old school approaches, demonstrate that this is the perfect time to address this critical aspect for everyone once again. Our hosts begin by looking at the importance of the language used in marketing, expressing their concerns about the typical 'call to action', and sharing what they consider to be the best marketing on the planet. They also address the notion of asking for referrals, and then explore what they feel is appropriate marketing, including ideas for getting creative with content, postcards and videos. Marketing is undoubtedly a critical element in any business, and real estate is no exception. The value of today's episode is that you will walk away with a number of effective and practical suggestions in this area that you can begin to implement immediately as business returns to normal in the coming months and beyond. Episode Highlights: Marketing language The 'call to action' The best marketing on the planet Asking for referrals Getting creative with marketing content Recommendations for appropriate marketing Postcard and video ideas Quotes: "This wonderful testimonial, blow it up so people can see what other people are saying about you." "If the answer to your question or the call to action is 'No'…you've just shut down communication, you've closed the door." "If I hound them too much, it shuts down that relationship." "If you're presenting yourself as an expert open to connecting, then people are going to ask you questions." "Stop talking about yourself. It's not about you." "There's a lot of confusion out there right now, give them some clarity." "I would want to be the voice of our community and our marketplace." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today's episode is all about the power of one – one coach and one path. All too often, eager young agents, or more experienced but 'stuck' agents, feel they need more mentors or more coaches to help them improve their business. Matt and Garrett are here today to demonstrate the dangers of having more than one coach and trying to follow more than one path, not just when building your business, but in so many aspects of your life. While they fully acknowledge that having different coaches for different roles can prove highly beneficial, our hosts demonstrate why you must limit yourself to one coach per role, and to follow one path fully and completely. They look at the value of gathering information, but also warn about how to use this information, and the importance of finding the right coach for you who aligns with your core values. They also recommend tracking what you're doing with the system you choose, and share some valuable advice for owners, brokers and managers in the real estate business. Too many coaches and too many paths can lead to confusion and inaction in too many cases - take today's advice from these two experts, and reap the rewards of implementing the 'power of one'. Episode Highlights: The problems with having multiple coaches for the same role Gathering information and how you use it Having different coaches for different roles Finding the right coach for you Tracking what you're doing Advice for owners/brokers/managers Quotes: "You've got to pick a path." "It's like combining two diets." "You're looking for somebody who aligns with what you know and what you want to do." "If you can hire somebody to do something that also helps kind of coach you and educate you, that's probably going to be a winning solution." "If you don't fully take a path…you can actually damage yourself, you can damage the business, you can damage the growth." "Stop following the people that, you know, aren't fully in line with your core values." "You can save some money and accelerate your business." "To have the camaraderie and the unity where everybody in that offices can come and speak the same language and build together and grow together is so incredibly powerful, but, again, pick a path, not multiple paths." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

With the massively low inventory currently available, the buyer's market continues to be strong, and Matt and Garrett are beginning to witness some agents get a little sloppy and skip some steps of their process as a result. Today's podcast is all about the need to complete all of the steps, especially the pre-listing inspection, regardless of the marketplace. Our hosts begin by showcasing the many benefits to this inspection, including protecting yourself and the seller, the moral responsibility that agents have to ensure a thorough representation of the property, and the opportunity to relieve some of the stress inherent in each of these transactions. They also stress the necessity of having a set plan for how you do real estate which you implement regardless of the type of marketplace, as well as the dangers of skipping steps, and the importance of making things easy for all involved. As they note, this market is going to change at some point, and today they share their valuable advice on how to ensure that your process remains complete and effective both now and in the future. Episode Highlights: The benefits of the pre-listing home inspection Protecting yourself and the seller Moral responsibility Eliminating some of the stress of the transaction Having a set plan of how you do real estate in good times and in bad The dangers of skipping steps Making it easy for buyers Quotes: "Don't you want to sell a good quality product?" "They're going to feel more confident to make higher offers." "I think there's a moral responsibility that we, if we're going to put somebody into a house, it's not just about making that paperwork come together." "If a listing agent is doing their job exceptionally well, they're teaming up with the seller and they're making it super easy for a buyer to come buy that house." "Setting yourself apart in the marketplace from other real estate agents who are skipping steps." "At the end of the day, this marketplace will shift, things will change." "Don't drop the basics, don't get sloppy here as we go into these times right now." "Provide the best service you can." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli