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On this episode of the Ninja Selling podcast, Matt and Garrett talk about those moments when we want to close worse than our client does and how to prevent that from happening. The pair open up today’s conversation with a note on asking the right questions. To make sure we’re on the same page with our clients, it’s important to be familiar with their goals, fears, and desires in buying or selling a home. Matt and Garrett believe that questions generate the clarity that make clients more comfortable to buy or sell. At the end of the day, we need to remember that we have influence over some of a homeowner’s biggest decisions. So it’s important to start seeing yourself as someone of service, rather than a salesman. The duo close out the episode with final remarks about gratitude. When we wake up each day and choose to practice gratitude, we’ll find that we start to detach from the outcome, from closing that deal. We remember why we became realtors in the first place: to serve. 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: Wanting more than the client Asking questions The value in clarity Influencing big decisions Being of service Practicing gratitude Detaching from the outcome Quotes: “I find that when I have an agent that's kind of beating their head against the wall, they're telling me about how they got all these great clients, but they're not really having any closings.” “I just want to encourage all of you out there, the way you get them to move forward is help them find the reasons why they would want to move forward. You help by asking the right questions, learning more about their life, and not telling them what the interest rates are.” “Are you building the relationship and showcasing your value? Or are you just trying to rely on your relationship to have that person come back to you because if that's it, now, if you're really good at the relationship, that'll work, but if there's no display of value, of course, they're going to go look to see, ‘Who can help me accomplish this goal?’” “The point of business is to serve, to figure out how we help people solve problems or bring more joy to their life.” “You got to want to serve, right? And that’s the core; you can still want to make money. And listen, I think you should make sure you're in this business to create an amazing financial future for yourself. But when it comes to your interactions, it's not about trying to get that person to close.” “That is the number one way to help detach yourself out from the outcome. Start every day with gratitude.” 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 the difference between a good salesman and a marketer, the importance of relationships in realty, and how to build social proof. The pair open up the conversation today by recalling how they built strong relationships to stimulate each of their careers. That’s not to say that’s all it took though. On the other side of the coin, selling a clear service, differentiating yourself from the pack, and displaying your value are also necessary components to become a successful salesperson. More often than not, though, the relationships you make along the way are going to be more valuable than even your selling ability. The greater the social proof you are able to build, the more referrals and new clients you will pick up going forward. Matt and Garrett go on to talk about the negative stereotype that dominates the industry. In a business associated with trickery and money grabbing, strong relationships are all the more important. The duo draws this episode to a close with final remarks on market clarity. So while, absolutely, maintaining strong, loyal relationships in the realty industry is paramount, so is doing your job well and letting your clients know that. Episode Highlights: The importance of building strong relationships Being in flow with you Why relationships outweigh service Building social proof Different agent roles Pushy salesmen stereotype Sales v. marketing The value of market clarity Quotes: “You can't sell homes until you sell your service. You cannot sell homes until you sell yourself and actually have homes to sell. And that's on the listing side if we get very specific in terms of how we want to qualify selling. But first and foremost, this is a service based business. This is a people based business.” “If there's a tie or a close point of competition on the service, likely the relationship will win out on that one.” “So we have to figure out how to quote, sell, or describe the value proposition of our service outside that venue as well.” “This is where I was going back to being strong in both of these categories may not win over that relationship in that moment in time, but the two combined will win the referral, I think, almost every time.” “The buyer's agent’s job, in my opinion, is to be an exceptional guide and purchase advisor in a way that helps that buyer get to where they want to go, right? And I think a part of that is asking those buyers tough questions, getting them to think a little bit differently, sometimes broadening their vision, and then sometimes narrowing their vision to help them achieve the underlying goal.” “Selling isn't hardcore pushy, fitting a square peg into a round hole, and just driving a sale. It's understanding how to make everything work for everybody and getting to a solution.” “You've got the profile broken down so you can now go out and sell to the right people rather than you just throw it out there to the masses.” “We've never seen a market like this before. There's elements of it that we've seen before, but there are also elements in the world and things going on that we've never seen before. There is no normal marketplace. There's just variations of some things we've seen in the past and new things that we've never seen before.” 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 chat about price sensitivity and how to position yourself properly when the marketplace seems unbalanced. They also explore the importance of pricing your listings properly and how to adjust as soon as the marketplace shifts. To kick off the conversation, Matt and Garrett talk about the necessity of pricing properties, and Matt goes on to explain his 'using the freeway' analogy of pricing. Noting that the market is currently a seller’s market, our hosts outline the tools you need to position yourself properly in the market and why you need to gather knowledge about price sensitivity and the role it plays. 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 skill of pricing properties properly The freeway analogy What happens when you price wrongly? Important tools to position yourself in the market Understanding price sensitivity Quotes: “The necessity of pricing properties properly has never gone away.” “We're seeing a lot of issues around price sensitivity because people aren't paying attention to their position on the market.” “Be aware of the sensitivity, gather information, use the tools.” “Positioning matters, because the prices are sensitive.” “This is good knowledge for you to have. It puts you in the top echelon of your realtor colleagues, for sure.” 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 explore a topic which was brought up in the Ninja Selling Facebook community - the right way to network. Together, they review the perks of networking and how professionals can use networking groups to their advantage. Our hosts also go on to talk about using Ninja strategies to grow in members only, exclusive groups, and share with listeners the importance of finding ways to help others in these groups and not just center only on having referrals. Lastly,  Matt and Garrett offer advice to those looking to join similar groups and those already in them on how to make the best use of these groups. Today's episode exemplifies just how valuable joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook can be. This is a community where you can 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: Examining members only, exclusive clubs How to use Ninja philosophy when you join these groups The importance of helping others in the group Advice to those networking in exclusive groups Quotes: “If you're joining that group, are the people in there people that you would be proud to refer your people to?” “These types of groups are great platforms to take everything that we have in Ninja and apply it to the groups.” “If everybody's there just to collect referrals, we’ve got a problem upfront.” “This is all about business-to-business connections, business-to-consumer connections.” 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 discuss the stress and anxiety levels found in business owners due to lack of tracking of their business data. They review the importance of knowing where you stand in business, how the pandemic has affected many business owners, and more importantly, how to track your business data. Our hosts open with a discussion about why many business owners battle with stress and anxiety. They share why many are scared to know where they stand in business and why this is ineffective and affects them in the long run. Together, they close out this timely and timeless episode by sharing tips and advice on how to check your business data regularly and why you should start now. You can't afford to miss this one! 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 to reduce your stress and anxiety levels concerning your business The importance of knowing where you stand in business Why you need to check your business data regularly How to track your business using the Ninja Selling Business Tracker Dismantling the bad habits created during the pandemic Quotes: “People rely more on the people they know, like, and trust. Rather than just going to a stranger, they would much rather talk to a friend and get a referral.” “If we were paying attention to where our business was going all the time, then we would be better aware, and we'd be able to control the emotions associated with that.” “You're not going into your data to find problems. You're going into your data to find successes.” “We get attached to the outcome of everything, and we shouldn't be attached to the outcome of anything.” “Having systems, having processes, makes everything easier. If you're not tracking the results of your business, you may not be setting up your autoflow appropriately, you may not be organizing your warm list appropriately. And if you are conscious and aware of the results, you're going to be more aware of what's leading to those results.” 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 discuss why buyers tend to wait for price drops and how you can offer them clarity by asking the right questions. They cover events that cause massive movements in the market and how to discover the 'why' when buyers ask “What if the price drops?” In exploring this topic of price drops, our hosts explain that massive drops in the market are usually a result of economic downturns and other events. They also break down why buyers play the ‘what if’ game and how you can ask questions that will help bring clarity to your buyers. In fact, looking at buyers' questions as a fun opportunity to explore with them will provide greater transparency and clarity on any topic, and will only help to strengthen your all important relationship with them. 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 happens when prices drop? The ‘what if’ game buyers play Answering the right questions about price drops Questions to ask buyers when they opt for waiting for price drops How to offer your clients the clarity they seek Quotes: “If prices go way down, there's probably something else going on with the economy.” “Once you understand that real estate is not a commodity, you only lose the money if you sell.” “As their realtor, you're not there just to search for homes for them. You're there to help their whole game plan.” “You're talking to your buyers like ‘Let's go and look and see how can we get you in a home if that's what you really want to achieve. And let's take a look at this wish list. And maybe we don't need all those things right now, because you're probably not getting them with what you're renting anyway.’” 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

Matt and Garrett are back with another episode, and this time they're discussing the market scooch and how sellers and buyers alike affect the market. They cover the importance of listening to activity levels in the market and why sellers need to adjust prices according to the market. Together, they explore the ongoing market scooch and the learning experience that is being sped up for younger agents. Our hosts also talk about the need for sellers to set suitable pricing depending on whether they are getting offers or not. They then go on to advise sellers to also discuss with buyers and their agents whenever they do and do not write offers, in order for this to inform their next strategy. Listen in today as Matt and Garrett provide guidance that will allow you to navigate the current market scooch, and continue to work toward your own personal and professional success. And don't forget 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: How sellers affect the ongoing market scooch The rate at which new agents are gaining market experience Listening for activity levels Making adjustments after following the market closely What does pricing on the bridge mean? Understanding why buyers decide whether or not to write offers Quotes: “You need to listen to the buyer pool and you can't hear the buyers talk until you are playing the game. Until you're out there now.” “The learning opportunity for younger agents by years in the business is so incredibly steep right now.” “Buyers are smart. And this is why we want to listen to them. Because they know the marketplace better than everybody else.” “This is just being the best agent you can be.” “Appreciation is still happening. Properties are still selling.” 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

Join Matt and Garrett for a quick episode today as they speak to you from the past (it’ll make sense when you listen)—from about two weeks ago—regarding a trend they’re currently seeing in the marketplace. They are confident that their topic today will still be relevant when you listen so make sure not to miss it! Matt refers back to the previous episode where “market shift” was discussed as a term that neither he nor Garrett like, or that they believe is happening, opting instead to call it a “shimmy”. And one of the “shimmies” our hosts are both seeing in today’s market is the return of contingency sales. They are coming back onto the scene, and they are not flukes; they are happening more and more frequently again. So pay close attention and let Matt and Garrett remind you why the Ninja Path and the processes Ninjas establish will work, regardless of any “shimmies” or “shakes” in the market. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 8000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Understand why noticing the lily pads on Day 15 (versus Day 28) is key Be open to contingency offers Why this is a good time to work your warm list Why buyers’ agents should partner with listing agents The offers being made and entertained Stop being lazy with negotiations Quotes: “One of our jobs as a Ninja is to see if we can get ahead of seeing the change happen so we can really be a true trusted advisor to our clients.” “Contingent sales are starting to come back into the offers that are being written. And this is going to change the game a little bit.” “You just need to start to open up the conversations with them because buyers love to buy, but they won’t buy if they’re confused. And this marketplace has been super confusing for buyers out there… Show them a path, show them an opportunity here.” “The longer people sit on life changes, the more pain it creates, the more they want to make that move happen… You give them a solution.” “I’m super interested in watching the different types of offers that are now starting to come on the table, and being entertained… Don’t blow them all out of the water. Just because you haven’t seen them in two years doesn’t mean they’re bad offers.” “Go explore that. What is that home sale contingency? Learn about it. This is just stuff you should be doing as a good negotiator anyway… Some people have gotten a little lazy with their negotiations over the past couple of years because the offers have just been so darn good, so darn clean, that it has made it easy to negotiate.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Featured Article https://constructionphysics.substack.com/p/is-there-a-housing-shortage-or-not?s=r 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 one of our most recent episodes, Matt was fired up about thinking bigger and providing more service. Today it’s Garrett’s turn to take the ball and run with it. Where “pivot” was the big catchphrase, “market shift” and the belief that buyers and demand are dwindling has taken center stage most recently. But is this really the case? Garrett says, “No!” - and Matt agrees, by the way. So join our hosts as they discuss what’s really going on. Tune in as they warn against wishing for a “normal market”, provide a few suggestions for avoiding burnout, and dig in on how being a Ninja almost ensures that you will stand out in your market—wherever it is and whatever it looks like. As with so many of their topics, today's episode is inspired by you! Your comments and questions, your time in coaching calls, the ideas and information you post on social media… Matt and Garrett take it all in and are so grateful that you engage the way you do. Keep it all coming! Tell them how they can help in real time, and they will. And on this note: if you are not already a part, join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How is the previous market like a dinner auction? Has the current market actually shifted? Serious, actual buyers are not dwindling Home values are still appreciating What makes a “normal market”? Adaptation is key Keep your processes static and stable What is a “non-cream puff”? How can being a Ninja make you shine in any market? Quotes: “There’s always people in the room that have no intention of buying or have no ability of paying the amount that these items are going to go for. But they’re so excited that they’re in an auction. Like, ‘I’ve got my paddle, I’m going to have dinner. We’ve had a couple of drinks. This is fun! Let’s do this!'” “So really, has the marketplace changed? Or has it just cleaned out the people that were never really going to buy to begin with?” “Really what we’re dealing with is people that still really need to buy or sell—we actually have the same marketplace with less headache and less moving parts.” “So all those people that have been dragging along buyers going, ‘I hope, I hope, I hope, I hope,” but they really should have said, ‘Go away! This is not your marketplace to play in.’ The market just did it for them. Raise the interest rate up a little bit and they’re like, ‘Oh crap! I’m out. Too steep for me’.” “It’s not like they’re going and writing contracts with somebody else. They’re still in your database. And when they’re ready to step up and play, you’re still there to help them and run your process.” “It’s a really good thing that we can clean out a little bit.” “Typically when you think of a market shift, the mindset behind that is, ‘We’re about to go the other direction’. And I haven’t personally seen anything, read anything, or experienced indications that appreciation is going to turn to depreciation.” “There has never been a normal market; there’s no such thing as ‘normal’. There’s a real estate market, which is about as normal as it’s going to get. The normal part is that we help people buy and sell homes. And then all the other factors that come in around as the ever-changing environment that we’re working with: you just need to adapt to that.” “Real estate is not a commodity market.” “The one thing that doesn’t change is your processes. What d

In today’s episode, Garrett and Matt give permission to talk to people about real estate. Share what you do and become people’s trusted advisor! The Ninja Selling path attracts people who are less sales-y and more relational. But this can make Ninjas hesitant to talk about what they do. Because many Ninjas rely on others to bring up the topic of “real estate”, they often miss out on opportunities because they’re too worried about coming across as pushy. Well guess what? Ninjas take a genuine interest in peoples’ lives, so as you build and work your databases, your warm lists, and your autoflows, you will also build relationships. And serving others as a real estate agent will flow from those relationships; opportunities will arise. Stay in a mindset of abundance over scarcity and watch it happen! Stay tuned to the very end of today’s episode and hear what countries (other than the United States) are downloading and participating in the Ninja Selling Podcast. Ninja is a worldwide phenomenon! More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more 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: Give yourself permission to talk about real estate Ask better questions How better questions can open the door to business Be engaged in your warm list Prioritize your autoflow Change your messaging Use strategic marketing Become the “Trusted Advisor” Quotes: “A lot of people who are attracted to Ninja find themselves in this predicament because Ninja naturally attracts people who don’t want to be too much on the sales side, but sometimes we take it to the extreme in the wrong direction.” “So if you’re looking for permission to have that conversation with people, permission is granted! If they’ve opened the door, if they’ve said anything, be like, ‘Hey, how can I help?’ or ask a different type of question, like, ‘Tell me more about that.’” “When those doors open up, you need to be comfortable saying… ‘I can help them with this. I have the solutions.’” “Just make sure you’re sending things that are valuable, that highlight this is what you do… Instead of saying, ‘If you’re looking to buy or sell, contact me,’ put ‘If you have questions about anything, just reach out.’” “Those are wonderful opportunities that aren’t a business conversion thing, but it is a time to showcase your value as a realtor, which then could lead to referral opportunities down the road.” “If you demonstrate your expertise… that’s an opportunity for you to come in and add value.” “If I say ’insurance agent’ there’s a person that pops into your head. If I say ‘financial planner’, …there’s a person that pops into your head right now… that’s all we’re trying to do is establish ourselves as that person in their lives.” “They had a relationship with somebody else. Like, it’s OK. Continue sending them stuff… you don’t know when those relationships are going to change.” “Being in full abundance mode… and championing for everybody to win, right? If you’re like, ‘I’m the only person that can win’, then we have a problem with scarcity, right? …move into abundance. That energy is going to carry you to see more opportunities.” “There are so many people here that need help. And you just need to be in their world and be open to helping them when the opportunities show up.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY

Before Matt and Garrett launch into today’s topic, they announce that they’ll be hosting a live happy hour within the Ninja Selling Podcast group on Facebook. Do not miss it! In today’s episode, Garrett lets Matt take the ball and run with it after seeing the way he got fired up before they hit the record button. Leading up to today’s recording, and like most days before they record, Matt and Garrett had several topics on the table and as they batted them around, Matt got excited about a “what if?”. What if brokerages played a bigger game? What if brokerages ramped up their level of service? What would that look like? What services would be offered? Get ready to dream big right alongside Matt and Garrett and find inspiration for increasing your own level of service. As mentioned above, be sure to join the next Ninja Selling Podcast live happy hour or find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Think bigger Pre-listing inspections The Garrett and Matt Brokerage Brokerages need to provide clarity Brokerages need to provide support What is the Ritz-Carlton approach? How can brokerages take care of their agents? Quotes: “We don’t think big enough as an industry.” “Don’t we want every buyer informed as best as they possibly can?” “What if there was a brokerage that took care of that for the agents?” “’When you hire us at this price, you’re going to get a trusted advisor who’s going to be your guide through this entire process. You’re also going to get a listing coordinator… you’re also going to get a transaction coordinator… We’re going to take care of everything. There is a team behind you. So it’s not all left on this one person’s shoulders to handle for you.’” “What if the brokerage came in and said, ‘Look, we have built this platform. We have all these pieces. If you come in as a new agent, you all of a sudden get to have this business where all those pieces are taken care of for you, and you get to go out and be the best realtor you can be.’” “I don’t think this is an agent problem, I think this is a brokerage problem. Brokerages are not thinking bigger; they’re thinking in protection mode… they’re not thinking ‘How do I elevate this?’.” “As an agent signing up with a brokerage, if I don’t have a lot of clarity, I’m like, ‘Well, what’s really going to be the support? How is that going to lead to better financial stability for me at the end of the day?’.” “All those agents that are good at managing all those pieces out there right now, a lot of them are not having weekends. They’re not enjoying their evenings and they’re running around like their hair’s on fire. And I look at this model you’re throwing out here, and there are people who would pay for that.” “It all goes back to taking care of the client on the highest level possible, to give them the best results, which makes them want to come back and use us over and over and over again, makes them want to refer all their friends in our direction… that is the Ritz-Carlton approach to real estate.” “There are really, really, really high-producing agents that have just gone through the last two years. They’re watching this pace and everything’s going on and they’re like, ‘You know what? I’m not having fun anymore,’ …and they’re just throwing in the towel. Those brokerages are losing these incredible realtors because there’

Matt is excited about today’s episode because Garrett is hopped up on all kinds of allergy medications due to his “really, really bad allergies”. Get ready for a fun episode. Either that, or a disaster! All jokes aside, Matt and Garrett are talking about time today. Their coaching calls are dominated by planning, time management, and helping people take ownership of their time. So they wanted to bring this topic to the Ninja Selling Podcast. Because it’s that important. Tune in today to hear Garrett and Matt’s thoughts and strategies for taking ownership of your time and building your calendar so that it supports the person you strive to be. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Deadlines Time blocks Hypothetical vs. scheduled time Find a ‘virgin week’ to build from Guard your time Schedule with intention Reflect Matt’s challenge Quotes: “Our coaching calls are spent on planning, time management, …how can we focus on getting the right activities done… so it’s really something we can’t talk enough about.” “When people are struggling with time management, or they’re like, ‘I just need more time’, they’re not planning their time well to begin with.” “It’s important to have focused time blocks. Because if that’s gone today and gone tomorrow, and those are your two opportunities this week to be in flow, you’ve now lost a week of proactive flow.” “I think it’s important to embrace that an hour lost is an hour lost and an hour captured is an hour captured.” “At the end of the week, the person who was more organized is going to be in better physical and mental shape, they’re going to sleep better, their body is going to be able to perform better, they’re not going to be as exhausted as the person who is disorganized.” “This is the time that it’s going to happen. And it’s not like, ‘It’s important to me to get it done’. It’s like, ‘this is the only time allowed to make that happen’… That’s a game-changer for a lot of people when they figure that out in their calendars. Because it’s not just this hypothetical idea on the calendar. No, it’s going to get done. That’s the time and I’m committed to it. And that mindset needs to happen for people to maximize their time.” “Instead of going like, ‘Well, I can schedule over all this stuff here’, you just go, like, ‘No, no, no. Those are all set in my schedule. Now I need to figure out how to make this… work around this stuff. Because this is what drives me to be the person that I strive to be… now we fit in these things around it’. And that’s what will allow you to be more organized.” “Ask yourself, ‘Did I make the most of that time? Did I take that one hour that was given to me and really turn it into something that’s going to help me be the person I want to be?’.” “I’ll throw out a challenge for people… schedule for yourself one hour of deep focused work every 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