The Ninja Selling Podcast Garrett Frey and Matt Bonelli

Quality vs. Quantity
In today’s episode of the Ninja Selling podcast, Matt and Garrett delve into the concept of quality time versus quantity time when it comes to building relationships in the real estate industry. They stress that simply having frequent communication is not enough, and that adding quality to interactions is crucial for developing referrals. Our hosts share practical tips on how to implement the concept of quality time, such as setting goals, focusing on the right activities, and measuring results. They also highlight the importance of building trust and providing value to clients in order to establish long-term relationships. 
Matt and Garrett go on to argue that the intention behind the time spent with clients is more important than the number of minutes spent. They emphasize that some relationships require more quantity time than others, and that it's essential to understand who those people are in your life. Overall, today’s episode demonstrates that, by personalizing interactions and staying relevant, agents can create value for clients and avoid generic messaging that fails to resonate, and that, with the right intention and approach, their database can be turned into a source of sustainable business growth.
More ideas for sustainable growth can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
Quantity time versus quality time
How to apply the concept of quality time to your database
Tips for measuring your results and staying on track
Providing value to your database to build trust and long-term relationships
Setting goals and focusing on the right activities to achieve success
Learning more about a client's individual needs
Over-reliance on generic messaging
The intention behind the time spent with clients
Planning quality time
Understanding who in your database needs quality time and who needs quantity time
 
Quotes:
"Quantity time is important, but it's quality time that really matters."
"It's not just about the activities you're doing; it's about the relationships you're building."
"You need to make sure you're spending your time on the right activities that will actually move the needle."
"If you want to build trust and relationships, you have to provide value to people."
"Success comes from focusing on the right activities and measuring your results."
"But if you really lean into the quality, that's where the referral comes out, where the quantity will maybe lead to that person doing business with you."
"Overcommunicating without that relationship depth is actually more harmful than it is helpful."
"Nobody has a clear idea of who gets the quality time and who gets the quantity time."
"Quality time is determined by intention, not by minutes."
 
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
 

Value, Relationships, and Referrals
Welcome to the latest episode of the Ninja Selling podcast, where Matt and Garrett delve into the topic of whether or not it is appropriate to ask clients if they would refer you to others. Examining both the advantages and drawbacks of this approach, our hosts highlight the importance of being aware of subtle cues that reveal clients' satisfaction with your service, and note that, in the real estate industry, it is crucial to build strong relationships, providing value to potential clients over time. 
They go on to advise that the goal should be to become one of the top three recommended realtors rather than the "one" for a particular client, and that, by providing value related specifically to real estate, realtors can secure referrals from satisfied clients. Using analogies from restaurants and dating, Matt and Garrett illustrate the importance of building relationships, and also stress that having a database of 150 people can result in 300 referrals within the next 12 months. Ultimately, building strong relationships and providing value are fundamental principles for success in the real estate industry, and today our Ninja experts share their insightful guidance on how to achieve both.
More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
Asking clients if they would refer you to others and its potential drawbacks 
Being aware of subtle cues from clients that indicate their level of satisfaction 
The dangers of QR codes on billboards, especially while driving
Avoiding conflicts of interest
Becoming one of the top three recommended realtors
Providing value related to real estate
Building relationships (without being creepy)
Restaurant and dating analogies
Referrals and your database
 
Quotes:
"You've got to be very careful when you ask that question because it can alienate people so fast."
"I think the best thing you can do is just provide great service, and those people will naturally refer you."
"Subtle skills are the things that we do that maybe we don't even know we're doing that are producing great results for our clients."
"It's all about creating an environment that people want to be a part of."
"Your goal should not be, can I get them to tell me that I'm the one? I do believe your goal should be is can I provide a service and a value that if someone were to refer me, they might say, ‘Matt's the one.’"
"I want to be one of the top three.”
"What are we doing to educate people over time? What are we doing to learn about them and build the relationship?"
 
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
 

When Agents Sell Their Own Homes - The Bonelli Files
If you’ve ever wanted to pick Matt apart - and, honestly, who hasn’t at one point or another - today is your lucky day as Matt's experience selling his primary home while working from home with two children and two dogs, goes under the microscope. As you will hear, despite the challenges, Matt was able to make the sale happen by following the Ninja Selling process, which includes using all the available tools and knowledge. This leads our hosts to discuss the importance of involving all decision makers in the process and emphasize the need to work as a team to ensure that everyone is on the same page. By using tools like Focus First and creating a task list to get the house ready for sale, homeowners can avoid creating turmoil and damaging their working relationships.
Matt and Garrett’s conversation revolves around three main themes: the importance of pre-listing inspections, the value of professional photography, and finding the right real estate agent. They emphasize the need to take care of all major repairs before the house goes on the market to avoid any issues that could deter potential buyers. Additionally, investing in high-quality photography can set a home apart from others on the market and help it sell quickly and at a great price. Finally, finding the right real estate agent can make all the difference in getting the best deal possible. In this very special episode, listeners are cordially invited to come for the public grilling of Matt and his home selling actions, and stay for the invaluable and practical tips for homeowners looking to sell their homes.
More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
The challenges of finding a new home
Deciding whether to list the house while still living in it
Following the Ninja Selling process
The difficulties of selling a personal residence while being an expert in the field
Having the right mindset throughout the process
The impact of emotions on the decision-making process
The importance of involving all decision makers in the process
Using tools like Focus First
Creating a task list to get the house ready for sale
Some challenges of buying new construction
Pre-listing inspections, professional photography, and finding the right real estate agent
Making a home look like a show home
Pricing a house in a changing real estate market
The importance of being patient in a slower market
 
Quotes:
"It's funny when you're not only a home seller, but you're also a coach and an expert in this field and these internal voices that start to kind of come in at different times."
"It's really about following a process and not cutting corners, and really just allowing things to happen."
"As much as we think we can separate our emotions from the decision-making process, there's no way to separate it."
"Having somebody there who can guide you through the process, who has your best interests in mind, who can take that emotion out of the equation, is invaluable."
"It's really about having the right mindset and just keeping yourself focused on the end goal."
"I had to keep reminding myself, listen, I control the process. I get to control some of the decisions, but all the owners also control the decisions."
"We came up with a list, and we used the Reminders App on Apple to share a task list of all the things that we needed to do."
"The photos that people take are really their first

Balancing Emotional Attachment and Detachment
Today, Matt and Garrett shine their spotlight on the challenging task of detaching emotionally from outcomes in the real estate business - another excellent topic suggested by questions from the Facebook group. Highlighting the importance of empathy and sympathy in dealing with clients, and the need to prioritize the customer's needs above all else, our hosts discuss the difficulties of being a detached guide for clients during emotionally charged situations, and the role of gratitude in maintaining perspective. 
Our hosts emphasize the importance of building strong relationships with clients while also maintaining a healthy distance to avoid burnout, and letting go of specific outcomes. They explore the various levels of relationships between agents and clients, suggesting that it is crucial to maintain positive relationships regardless of specific outcomes, and highlight the importance of being supportive of others in the real estate business, including family and friends. Listen in today to gain valuable insights into the importance of building relationships, letting go of specific outcomes, and finding a balance between emotional attachment and detachment for continued success in the real estate industry.
More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
An update on Matt and Garrett’s health issues
How to let go when things go wrong
How to overcome obstacles in today's market and not be attached to the outcome
Detachment as a fundamental principle of the Ninja selling mindset
The role of empathy and sympathy in real estate dealings
Putting the customer's needs first.
Being a detached guide for clients in emotional situations
The role of gratitude in maintaining a clear perspective
Focusing on the next action to move forward
Finding a balance between emotional attachment and detachment in real estate
Maintaining a database of clients while avoiding burnout 
Being supportive of others in the real estate business
Maintaining positive relationships with clients, regardless of specific outcomes
The Four Agreements
 
Quotes:
"There's one side of it where people need to get a sale. They're looking at their financials, and they're saying, 'If this sale comes together, this will make everything okay.'"
"Sometimes we have to let go of things and let them be what they're going to be."
"The Ninja mindset is to focus on the process, not the outcome."
"When you care about people and you see them hurting or struggling or you know that the path that they're going down is going to be challenging for them, it's hard not to be attached to that outcome."
"I think gratitude is a big part of this."
"Your job as a realtor is not to sit there and bask in the feelings. It's to understand that and then figure out, ‘Okay, well, what are we going to do now?’”
"You can't be so emotionally involved and attached that you're burning yourself up all the time."
"I'm going to continue to be a good person. This isn't all about real estate. This isn't all about my success as a realtor."
“That ability of letting go, taking a step back, taking a breath, actually preserves all the other systems and relationships that you're building and working with.”
 
Links:
www.TheNinjaSellingPodcast.com
Email us at TSW@TheNinjaSellingPodcast.com
Leave a voicemail at (208) MY-NINJA
 
Ninja Selling
www.NinjaSelling.com
@ninjasellingofficial
 
Ninja C

When Your Client Is Both a Buyer and a Seller
In today’s episode, Matt and Garrett tackle another excellent question from the Facebook group, this time regarding the common dilemma of handling clients who are both buyers and sellers at the same time. In delving into this topic, they discuss the order of proceedings and whether to have one big meeting or two separate ones, highlighting the importance of keeping the two platforms separate. Our hosts recommend avoiding shuffling the deck as it can cause confusion, but they also mention that there are exceptions to these rules and that realtors should remain flexible. A question on this topic in the Facebook group elicited a lot of interest from other listeners, and our hosts are here to offer some valuable insights for any realtor struggling with this issue.
Along the way, Matt and Garrett discuss the challenges and strategies involved in buying and selling a property, particularly when buyers are dependent on the sale of their current home to fund the purchase of a new one. They stress the importance of having a clear vision and plan in place, effective communication with clients, and managing expectations in a high demand market. They go on to suggest breaking the process into two pieces and setting clear expectations, as well as having energy drinks and hydration on hand to keep everyone going. In the end, today’s episode highlights that the value of the Ninja Buyer Process in informing the selling process cannot be overstated, and that a clear understanding of client motivations will help to build stronger relationships  and, ultimately, lead to better outcomes for everyone involved.
Positive outcomes can also be enjoyed by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
The question that was posed in the Facebook group
Keeping the buyer and seller platforms separate, and some exceptions to this rule
Shuffling the deck and the consequences of doing so
Tips for realtors who are struggling with this issue
The need for flexibility when dealing with clients who are both buyers and sellers
Some of Matt and Garrett’s own stories and personal experiences in this area
The challenges present when the buyers are dependent on the sale of their home
Having a clear vision and plan in place, and how to effectively communicate and remind clients of their vision throughout the selling process
The Ninja Buyer Process
Managing client expectations in a high-demand market
Breaking the process into two pieces and setting clear expectations
Helping clients understand the playing field so that they can make informed decisions
Active listening and asking the right questions
The importance of understanding the client's motivations
Digging deeper to uncover important information
 
Quotes:
"How do you handle those questions? What order do you put them in? Do you do them all at the same time? Do you mix that meeting into one big meeting?"
"Everybody wanted to hear about this topic because it's just a common thing. People are like, well, do I start with the seller process? Do I start with the buyer process?"
"And I think it's where a lot of people say, like, ‘I've got these people, they want to sell. They need to sell. It's a listing that I have coming up. But they need to be able to buy something.’"
"There's no rule to it. It's just a guideline to make sure you're not completely lost in the process."
"The key to success here is to keep these platforms separate and keep that com

Partnering for Success in Any Market: A Client’s Perspective
Matt and Garrett are both extremely excited to welcome some very special guests to the podcast today. Jen Gamez, a Ninja Selling coach, and her client Rachel join our hosts to discuss the importance of building relationships with clients and to demonstrate how the Ninja Selling process can help buyers and sellers in any market. Rachel recounts the story of how Jen helped her buy a house in the ‘crazy’ market, characterized by multiple offers and low inventory, that was present in early 2022. Together with Matt and Garrett, our guests provide tips on how to build strong relationships with clients, navigate challenging markets, and use the Ninja Selling process effectively. 
The episode delves into the importance of planning and communication during the home buying process, especially in a hot market, and the benefits of creating a list of what is essential in a home. The steps taken when submitting an offer for a property are also reviewed, highlighting the importance of having all the necessary information and being confident in the decision to submit an offer. By offering these insights, Matt, Garrett, Jen and Rachel offer listeners valuable guidance and advice on how to navigate the complex and often overwhelming process of buying a home, and the benefits of following the Ninja approach when doing so.
You can learn even more about these benefits by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:
Building a relationship from the beginning, especially in challenging markets
Controlling the process
How the Ninja Selling process can help buyers and sellers in any market
The value of hearing directly from a real estate consumer
Tips for navigating challenging markets and using the Ninja Selling process effectively
Rachel’s experience with the buying process
Having a game plan before starting the search for a home is emphasized
The importance of communication
The challenges of buying a home in a hot market
Making a list of what is important in a home and narrowing down to the top three criteria
The potential conflicts that can arise when partners have different preferences.
Using tools such as Focus First
Being confident in your decisions and trusting your instincts.
Having a process in place to make informed decisions
Submitting an offer for a property and waiting for a response
The need for real estate agents to slow down and take the time to understand their clients' needs and goals
 
Quotes:
"That first piece of the buyer process of just background and getting to know each other was so important."
"The relationship is really key."
"The Ninja Selling process isn't just for real estate agents. It's for people who care about other people."
"Communication is an incredible thing."
"We had to determine, of our one, two, and three - are these negotiable or are they absolutes?"
"We weren't able to think about things like fireplaces or certain design elements because it was like, 'No, no, we need this, this, and this.'"
"Every time I have a buyer writing an offer, I always run the property through Focus First."
"It comes down to trust. I trusted my husband. I trusted Jen."
"I think we all know when we have those gut feelings to do something. But if you don't have this comfortable process set up, if there's not clarity, that gut feeling isn't there."
"You took all that off the table. You created this really clean playing field for this game th