While everything Matt and Garrett say makes perfect sense to them, they have come to realize that it may not be as clear in the minds of others, and today's episode provides a perfect example of this fact. Thanks to a request sent in by Liz Davis of North Bend, Washington, our hosts devote the entire show today to more fully explaining the use of talking points which they have mentioned in previous episodes. To begin with, they explain what they mean by a talking point, offer some examples, and ...
Jul 30, 2020•27 min
As the world continues to change so quickly these days, and the marketplace changes right along with it, Matt and Garrett's coaching calls are increasingly dealing with one particular topic. Agents across the country are wondering exactly how they get on the listings side of the market given the current inventory situation, and, happily, our hosts have the insight and advice to get them there. They begin by reviewing real estate reviews and the importance they hold, the quality conversations tha...
Jul 27, 2020•37 min
Today's episode was actually recorded before COVID-19 hit, and it's been sitting on the shelf until Matt and Garrett found the right time to release it. That time is now as it marks the final installment in their 'buyers series'. One of the agents that Garrett has coached for many years, Deborah Lysyshyn from Virginia Beach, Virginia, joins our hosts today to discuss her many years of experience in working with buyers, and how the process she has created recently resulted in her remarkable achie...
Jul 23, 2020•58 min
Today marks the second installment in Matt and Garrett's series focusing on buyers in which they look at one of the possible reasons for such a high percentage of deals falling out these days – the dreaded 'Winner's Curse'. It is a very real phenomenon which is covered in Ninja installations, and seems to be more prevalent in the current market, so the timing is perfect to take a look at both the curse, and the way to avoid it, in today's episode. Matt and Garrett begin by explaining what the cu...
Jul 20, 2020•22 min
Across the country, and actually throughout the world, the state of the real estate market is causing a number of buyer challenges which are resulting in far too many properties falling through on contract these days. Happily, Matt and Garrett are here today to review with listeners the Ninja Buyer Process, which, when followed thoroughly, helps buyers understand the market and determine their true goals while also allowing agents to efficiently and effectively guide these buyers. Stressed throu...
Jul 16, 2020•36 min
As the second half of 2020 begins to unfold, Matt and Garrett are seeing some people who are hitting some pretty big wins, possibly even achieving their goals for the year already, while others aren't enjoying quite that same level of success. Today's episode is all about the dangers of falling into the complacency trap that big wins can generate, and stepping back to ensure that everyone is enjoying the journey that they are on in life and business. Starting with the basic question 'What is you...
Jul 13, 2020•27 min
Today, Matt and Garrett want to revisit the foundation of Ninja selling – relationships. Whether you are new to the business or have been in it for years, relationships can make or break you - particularly during this pandemic - so sharing information and strategies regarding them is always a beneficial exercise, and that's just what they do in this episode. Matt and Garrett share stories of those out there who are thriving during this pandemic thanks to the systems and relationships they had in...
Jul 09, 2020•37 min
Both Matt and Garrett are watching a trend in the marketplace these days where realtors are showing up in two different groups: they're either incredibly busy or not busy enough. Regardless of which group you fall into, the importance of maintaining 'on the business' time and planning for future business is crucial to continued success, and is the topic of today's episode. Our hosts begin by emphasizing the importance of maintaining this 'on the business' time, looking at your calendar to plan a...
Jul 06, 2020•33 min
As they so often do, Matt and Garrett are talking about the phone again today. This time around, they take an in-depth look at something that can be misunderstood or overlooked, but which has incredible potential for you, your relationships, and your business: the customer service call. First of all, they define what this call is, why it needs to be done, and emphasize the importance of following through on this very important commitment. They go on to share the benefits of these calls, offer so...
Jul 02, 2020•36 min
As many realtors are discovering, changing times offer the opportunity to step back, take a look at their business and determine if maybe there is something new or different they can do to keep moving forward successfully. One trend that seems to be emerging in this area is that of agents hosting their own podcast, and given their experience in this field, Matt and Garrett have a great deal of valuable information and advice for those considering following in their podcasting footsteps. In today...
Jun 29, 2020•39 min
These days, there are a lot of people out there who are refinancing or buying real estate, and many lenders who have so much to offer. Matt and Garrett are seeing a lot of successes in this area, but also some frustrations, so in today's episode, they've decided to explore the lending side of the real estate business and how to make it a positive experience each and every time. They start by comparing the relative advantages and disadvantages of both online and local lenders, and by looking at t...
Jun 25, 2020•29 min
As the world continues to work its way through these unusual times, Matt and Garrett are hearing a lot of information and predictions out there which don't always seem to be based upon hard facts and evidence. That's precisely why today's episode is all about education – educating yourself and your clients - so that you will always have the perfect response to that age old real estate question: "How's the market?". They begin by reviewing some of the opinions they're hearing out there and then d...
Jun 22, 2020•29 min
While acknowledging that opportunity exists in every market in these times, the one in particular that Matt and Garrett take look at today is the second home market. This time of year is typically an active time for this market, and with the added dimension of the reopening of society that is occurring across our country, our hosts have some extremely valuable observations and advice for both second home and larger city agents alike. Much of the information shared in today's episode is based upo...
Jun 18, 2020•29 min
What are you looking for out there right now? What are you deciding to focus on that you want to see more of? These are the two questions that Matt and Garrett address in today's episode, as they explore the core Ninja concept 'what you focus on expands'. They start by looking at the mindsets that emerged at the start of the pandemic and how those mindsets have impacted the success experienced by those adhering to them. They also emphasize the importance of affirmations, a forward-thinking minds...
Jun 15, 2020•34 min
Joining Matt and Garrett for a very special episode today is Gretchen Adams, a fellow Ninja Coach who is also one of the most positive people you will ever meet. Gretchen and the guys take this opportunity to look at some agents who enjoyed great success during the month of May, and discuss the factors that led to this success, their 'dancing in the rain'. The episode begins with each of our coaches sharing the common factors they found with the agents enjoying the greatest success, as well as a...
Jun 11, 2020•32 min
Think you know all about Hot and Warm Lists? Think you've got the perfect set up for managing them? Well, think again, because Matt and Garrett are here today to teach you how to work miracles in your business by showcasing the importance of these lists in generating amazing success. They begin by offering quick definitions of Hot and Warm Lists, and then reveal some common issues that they hear from agents in (mis)using them. Most importantly, they delve into the best practices for managing, st...
Jun 08, 2020•30 min
Today's topic is another great one, and it's both short and super important – how to introduce the fact that you are in real estate when establishing relationships with people. While there is no specific script that Matt and Garrett can provide, as always, they have a great number of ideas that can certainly help those out there who find themselves asking this very question. In today's episode, you will discover that asking questions of others, and being sincerely interested in their responses i...
Jun 04, 2020•24 min
Remember what life was like back in March this year when, all of a sudden, the world started shutting down and people couldn't meet each other in person anymore? Remember the sheer number of emails that started appearing in your inbox back then as a result of this lockdown? Matt and Garrett certainly do, and that experience is the catalyst for today's discussion on the practice of email marketing. In this episode, you will hear differing perspectives on email marketing, opinions as to how much i...
Jun 01, 2020•36 min
During times of uncertainty such as we are experiencing now, referrals take on even greater importance as buyers and sellers seek reliability in an agent by turning to those they trust for recommendations. Precisely how to earn these referrals and enjoy the insane success that some agents are experiencing during this pandemic is the topic of today's episode. Matt and Garrett begin by looking at the importance of referrals during uncertain times, exploring the different levels of getting referral...
May 28, 2020•42 min
Have you ever experienced a level of service so good that it seemed like magic, and you were left wondering just how they did it? Well, that's precisely what Matt and Garrett discuss in today's episode, as they pull back the curtain and let you in on how the highest level of real estate magic and mastery is achieved. Looking at examples of those who are experiencing amazing success in today's market, our hosts reveal that the magic these people are demonstrating now is actually the culmination o...
May 25, 2020•31 min
If there is one aspect of real estate that is clearly playing out in real time these days, it is that of control – control of your time, control of your business, and especially, control of your process. In light of this fact, Matt and Garrett's topic today is all about the importance of 'pulling in the reins' and taking advantage of the environment in which the world finds itself at the moment to focus in on your process in helping buyers find the property that is just right for them. Our hosts...
May 21, 2020•34 min
Larry Kendall joins Matt and Garrett once again for another very special discussion. This time Larry is celebrating the recent release of the audiobook version of his 'Ninja Selling' book. While classes and Installations have been offered for decades, and the book itself was published in 2017, this just-released audiobook represents even greater accessibility to the Ninja philosophy. Larry is here to share some nuggets about the story behind it all. Listen in to hear Larry recount the journey an...
May 18, 2020•43 min
Matt and Garrett are fully aware of the potential irony to be found in using an audio podcast to promote the value of employing video in building relationships and your brand, but that doesn't stop them from doing just that in today's episode. A great deal has changed in the world since the last time they explored this topic with listeners, and this opportunity to revisit the use of video will demonstrate just how much it has evolved as well. After reviewing the benefits of using pictures and es...
May 14, 2020•42 min
'Equity' is the word of the day for today's episode, particularly as it relates to the strength of the current housing industry. Looking back at the 'Great Recession' of 2007-08, Matt and Garrett pinpoint the main differences between that time and the times we find ourselves in now as a result of the COVID-19 pandemic. They begin by examining some highly revealing statistics comparing these two events, and explore the 'pad of equity' which currently exists as well as its impact upon the market. ...
May 11, 2020•34 min
Who would have ever imagined an episode of Ninja Selling to focus on the age-old concept of 'cold calling', especially during these unusual times? Well, on today's show, Matt and Garrett do just that, but, as you would expect, they give it their own unique treatment and reconfigure it as 'Value Added Outreach', which as they say, is 'not your Grandpa's cold calling'. Emphasizing the intent behind the calling, our hosts review the importance of building quality relationships, and offer suggestion...
May 07, 2020•35 min
This week's episode can be summed up in one word: empathy. At all times, especially throughout the pandemic and now that everyone might soon be 'released back out into the wild', empathy is, as every Ninja knows, something that needs to be employed sincerely and consistently. It is so important, especially during these uncertain times, and in the times ahead when people will working alongside others again, to put yourself in others' shoes and be understanding and respectful of their situation. I...
May 04, 2020•17 min
These days, Matt and Garrett are having a lot of conversations with people who are wondering about their own long-term goals - whether or not they should even maintain them, and if so, how to do it. Today's episode presents our hosts' response to these questions as they emphatically recommend maintaining long-term goals, but focusing on some short-term ones for the next 30, 60, or 90 days, which will continue to help ensure forward progress. As part of their response, they look at ways to break ...
Apr 30, 2020•33 min
Today's topic is both a simple and very important one, particularly given the current situation throughout the world: alcohol. As everyone adjusts to the altered lifestyle that has been thrust upon them, alcohol sales and consumption are off the charts, leaving Matt and Garrett more than a little concerned about just how well everyone is doing out there. In this episode, Matt and Garrett review the current statistics and their own observations regarding the rise in alcohol usage, and debunk the ...
Apr 27, 2020•20 min
While, naturally, there are some good things happening out there these days in real estate, it's also true that some people are struggling as they find themselves in the many new situations arising from the pandemic. One glaring example of this can be found in the act of contacting clients during these uncertain times without being 'called out' for insincerity or appearing 'salesy'. Today's episode looks at this important issue and, as always, offers quality advice for listeners which can be imp...
Apr 23, 2020•35 min
Abraham Lincoln's quote, "Give me six hours to chop down a tree and I will spend the first four sharpening the axe", provides the foundation for today's episode as Garrett and Matt take an in-depth look at the important role that preparation plays in our business lives. Taking the time now to sharpen the tools and skills you bring to your business will help ensure success for you and your clients both during this pandemic and throughout the 'new normal' that will exist once it is over. Today, ou...
Apr 20, 2020•34 min
