273 episodes

NINJA COACHING is fiercely committed to guiding real estate agents and mortgage brokers through the process of implementing NINJA SELLING philosophies and principles to build their businesses and lives that surpass anything they thought possible.

The Ninja Selling Podcast is for real estate agents, mortgage professionals, sales pros and ANYONE looking to better their business to increase their income per hour. Learn from the hosts, Ninja Selling Coaches, Garrett Frey and Matt Bonelli, as they share tips and tricks from top producing agents around the country.

The Ninja Selling Podcast Garrett Frey and Matt Bonelli

    • Business
    • 5.0 • 12 Ratings

NINJA COACHING is fiercely committed to guiding real estate agents and mortgage brokers through the process of implementing NINJA SELLING philosophies and principles to build their businesses and lives that surpass anything they thought possible.

The Ninja Selling Podcast is for real estate agents, mortgage professionals, sales pros and ANYONE looking to better their business to increase their income per hour. Learn from the hosts, Ninja Selling Coaches, Garrett Frey and Matt Bonelli, as they share tips and tricks from top producing agents around the country.

    Maximizing Your Time and Overcoming Parkinson’s Law

    Maximizing Your Time and Overcoming Parkinson’s Law

    Today’s episode dives into Parkinson’s Law and its two main components. Firstly, work expands to fill the time allotted, meaning that if you give yourself a certain amount of time to work on a given task, you’re going to use up all that time to get it done. For example, if you tell yourself you need to make a phone call by the end of the week, you’ll switch back and forth between tasks until you finally arrive at the end of the week and rush to get it done. The second piece of Parkinson’s law states that time will be spent inversely proportional to the importance of an activity. In other words, we typically spend less time on important tasks, like creating a business plan, than we do on unimportant tasks, like scrolling through social media. 
    Matt and Garrett explain why Parkinson’s Law is primed to be broken, and how Ninjas can go against it by making the absolute best use of their time and spending it in a highly productive, highly focused, highly motivated frame of mind. Top agents look at which tasks are going to produce the biggest and best returns, and make those first priority with no negotiation. Our hosts also discuss the importance of using a schedule to give yourself set times to work on certain goals, rather than leaving your calendar open-ended and allowing for distractions. This way you're setting yourself up to work with maximum efficiency within that devoted time block, and you’ll be able to fully concentrate on your other Ninja Systems later on, or even enjoy events in your personal life, without having unfinished projects looming over your head. Accountability partners can also help you stay on task and be on purpose with your hours. And most importantly, being aware of Parkinson’s Law is the first step to overcoming it.
    Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    A reminder to submit your topic requests and suggestions on the Ninja Selling Podcast Facebook group Today’s topic is about Parkinson’s Law and how to maximize the way you manage your schedule and time The first part of Parkinson’s Law is, “Work expands to fill the time allotted” If you give yourself a certain amount of time to work on something, you’re going to use up all that time You’re spending mental time and energy thinking about a given task up until the moment you get started If we had just hammered it out and completed the job right away, we wouldn’t have spent all that time with it looming over us and taking up mental space Then we can actually be more efficient as we tackle other tasks as well Real estate review is a great example of this Switching between tasks also wastes time Give yourself a set time to work on something instead of leaving it open-ended and allowing for distractions (e.g., allotting 45 minutes to complete your Monday morning agenda rather than letting it drag out for a day and a half) You incur an Opportunity Cost when you allow things to take up more time than is necessary Put goals on your calendar and schedule time to work on them instead of leaving the completion date vague (e.g., “I’ve got to get that done this summer”), otherwise it will keep getting pushed off over and over again Be reasonable and give yourself enough time to complete a task, but Garrett is also up for the challenge to see if you can actually get things done faster than you think Part Two of Parkinson’s Law is that time will be spent inversely proportioned to the importance of th

    • 29 min
    “Okay” Is Not Good Enough: Taking Your Listing Marketing to the Next Level

    “Okay” Is Not Good Enough: Taking Your Listing Marketing to the Next Level

    Today’s “Quick Hit” episode looks at the importance of taking your listing marketing seriously. A recent study by Inman reviewed 25,000 listings across Zillow and Realtor.com, and found that the vast majority of real estate listings lack good visuals, with only 10% of single family home listings including a floor plan, less than 30% of the photos on the listings meeting best practices, and 94% offering no video or virtual tour whatsoever. This is a huge missed opportunity for agents, and today Matt and Garrett explain why. Lack of floor plans, poorly lit, grainy or upside-down photos, and “just okay” online listings give the impression of unprofessionalism, and tell potential buyers that you are “just okay” as an agent as well. As Garrett points out, you want to give your listing every opportunity possible to be the “cream puff” people will want to check out right away.
    Matt and Garrett break down the many excuses they hear agents make for not taking their listing marketing to the next level, beginning with the expense of hiring a professional. Hiring a skilled photographer will make your listing truly shine. This will not only help your current listings sell faster, but it will also attract more business as it speaks to the kind of quality work and attention to detail you offer. Next, they discuss the importance of a floor plan as it helps potential buyers visualize themselves in the home after they’ve walked away from it, and can even limit potential barriers for them putting in an offer. 
    Hiring professionals to include exceptional visuals in your listing sets the stage for who you are as an agent. It also ensures that you’re making the best use of your time by keeping the focus on phone calls and other important Ninja systems. And at the end of the day, it isn’t an expense - it’s an investment in your business that will pay you back over and over again.
    Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    Today’s “Quick Hit” episode looks at the trend of people not taking their listing marketing seriously It’s important to be a professional and show up for your clients to make their listing as attractive as possible (e.g., professional photography, getting floor plans done, putting together a virtual tour) A study conducted by Inman searched 25,000 listings across Zillow and Realtor.com and found that the vast majority of real estate listings lack good visuals Only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, and 94% had no video or virtual tour More and more people are using professional photography Floor plans are very important as well, but a lot of agents make excuses for not using them Floor plans help potential buyers visualize themselves in the home when they’re away from it This is a huge missed opportunity With photos, even if the quality or lighting are slightly off, it can give the impression that no attention to detail was paid and cast doubt in buyers’ minds Give your listing every opportunity possible to be the “cream puff” that people will want to go check out It’s okay to hire professionals to help you do this Make your listing “shine” This will not only help your current listings sell better, but it will help you attract more as it shows what kind of high quality work you do Understand your dollar per hour as a real estate agent  Even if you’re a great photograph

    • 25 min
    Taking Action Toward Your Dreams

    Taking Action Toward Your Dreams

    The recent news about Sir Richard Branson launching into space on his Virgin Galactic rocket plane has Matt and Garrett thinking about the way we interpret people going after their dreams. On today’s episode, they talk about the inspirational element of this story getting lost in the news cycle, with many feeling that they’re simply more motivated by everyday folk in unexpected moments of greatness instead. But we forget that Branson did not start out as a billionaire with a space company. Like all of us, he started as a kid with a dream, who worked tirelessly, overcoming failure after failure, to get to where he is today. This happens all the time in the real estate world, with agents often dismissing the success of others as lucking into a favorable marketplace, rather than the result of hard work. This kind of mentality places limits on ourselves, and prevents us from learning in the presence of masters.
    Our hosts discuss the idea of hitting rock bottom before you can turn things around and go after your dreams, and explain that we can do this at any point in our lives. We can also learn a great deal from other people’s failures and successes, and use them to grow and build a better life for ourselves, if we are paying attention to how people are pushing through instead of condemning them. We always need to be asking ourselves, “What can I learn from this?” Each day we can choose to take ownership over our lives and put in the work towards reaching our goals, or we can make excuses. 
    Matt and Garrett challenge us to start taking action today, and remind us we don’t need to venture into space to accomplish the extraordinary. As “Mastery” points out, we can be inspired by ourselves in our “ordinariness” as well. Sir Richard Branson’s journey is a testament to what can happen when we embrace our inner child, let go of limitations, and truly believe that we can make our dreams a reality, no matter how big or small. 
    Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    Sir Richard Branson recently launched into space on his Virgin Galactic rocket plane  He made his childhood dream of going into space come true, and gave a speech encouraging kids to follow their dreams as well Matt and Garrett feel that the inspirational element to this story did not get enough attention in the news A lot of people feel like they’re more inspired by everyday folk and unexpected moments of greatness People forget that Branson did not start out as a billionaire with a space company - he was once a kid with a dream It took many years of hard work and overcoming failures to get to where he is today, and this is where we can draw inspiration from People forget that Branson was everyday folk, and worked tirelessly to get to the point where he is today It’s not necessarily space travel that’s inspiring - it’s the idea of having a dream and continuing to pursue it, which anyone can do If you look at other people’s success and tell yourself that they had special advantages that you don’t have access to, you’re placing limits on yourself and getting in your own way For example, when realtors hear about people breaking the $1 million mark in one year in gross commission income, their first question is what the marketplace was like For every successful realtor, there was a point when they were a brand new agent who just got their license A lot of people hit rock bottom before they’re inspired to go af

    • 28 min
    Referrals and Breaking Down Where Your Business Really Comes From

    Referrals and Breaking Down Where Your Business Really Comes From

    Today’s episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-based business does not mean simply pursuing people and asking them to give out your information - this is not part of the equation. Instead, what sets you apart is a high level of care of concern for your clients, and maintaining strong relationships, as this is where the real referrals come from.
    Join Matt and Garrett as they break down how to set up a quality referral system, whether it comes naturally or is something you need to work toward. They talk about building momentum and keeping the flywheel spinning once you get started, the role of auto flow and customer care systems, and using marketing strategies to make sure your name stays top of mind as people discuss real estate decisions within their social circles. If you’re not currently operating at a 2:1 referral ratio, today’s episode will show you how to tap into opportunities that are already on the table, and help create a tribe of people who cannot wait to send you business!
    Tell us where you listen to the podcast by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    Referrals consist of either 1) Repeat clients who keep coming back, or 2) New clients who have had you recommended to them Goal with referrals is to have a 2:1 ratio, with more brand new referrals than repeat business 1:1 is also great, but 2:1 is where you’re truly maximizing your referral potential The overall trend right now is 2:1 Garrett believes this is because in times of uncertainty or weirdness, people turn to their tribe for advice more than ever, and friends and family give the name of someone they really trust who can help Building strong relationships and taking great care of your clients is crucial, and you will be rewarding greatly for making this a priority It’s not about pursuing people or bombarding them with marketing, asking them to refer you to everyone you know - this should never be part of the equation When you truly care about your clients and what’s going on in their world, that is where the strong referrals really come from Some people have that natural ability to show they care and want to be involved, while others may need to build a system to help this happen This won’t happen overnight - it’s a matter of building momentum Auto flow and customer care system  Use of marketing tools is also important, as it gives clients a piece of content that they can directly show other people This also keeps you top of mind when people are discussing real estate needs within their social circle Having a built-in system and truly caring about your clients will open so many doors and make sure you never leave another referral on the table  
    Quotes:
    “My goal always is to get somebody to a 2:1 ratio. If I can get them to a 2:1, that is where I'm like, Okay, you are really maximizing the referrals, you're crushing it.”
    “If you're not at a 2:1 now, that's okay. Having a lot of repeat business is a great thing. Like even 1:1 is really good.”
    “[The 2:1

    • 27 min
    “Dreams Come True” With Tara Tooley

    “Dreams Come True” With Tara Tooley

    Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for over six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a “Ninja Filter” in everything she does. She begins with the “Magic Wand” conversation, then begins the funnel process by opening a broad search for her clients to make sure they don’t miss any important options. Tara’s only motivation is to help her clients find a home and make their dreams come true. She explains that she doesn’t stop until she sees the “happy dance” from her clients, and this no-pressure approach instantly builds trust and shows clients that you’re on their team.
    Tara chats about setting clients up to be the “smartest buyer out there,” the importance of guiding them to a trusted, local lender versus impersonal online options, and how a solid pre-qualification empowers clients with the coolest idea ever - a “shopping license.” She goes into the recasting loan, a huge secret weapon, in great detail, as well as her “magic” tip to help clients recalibrate if they haven’t found a house that makes them do the happy dance yet. You’ll hear about Tara’s approach to step back and let buyers find their own potential home, her “dance with the other broker” and building relationships before even visiting a house, using the online feedback form to give her buyers a competitive edge in the sellers’ eyes, and how investing in clarity of process shortens her timeline significantly. 
    Tara offers these, and so many other great takeaways as we begin to take a closer look at how actual Ninjas are using the 10-Step Process and applying it in practice. We can learn so much from Tara’s “Super-Size-It” attitude and proven track record, and her fascinating insights highlight the many ways you can make the Ninja process work for you in a way that feels fun and authentic, so you can help bring your clients’ dreams into reality as well.
    Send us your request for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    Tara Tooley has been a Ninja for about six years She works at the group in Fort Collins, Colorado The advice based on her marketplace can work in any area She has an incredible ability to put her own unique spin on the 10-Step Buyer Process, and has used it to create an extraordinary buyer process for her clients She puts everything she does through a “Ninja Filter” When people first reach out to her, they have already thought about this decision for a long time and they’re ready to make their move She asks them a series of questions and has the “Magic Wand” conversation She begins with a very broad search so that her clients don’t miss any options (one of the biggest buyer fears), then narrows the focus from there This is the funnel process She includes homes in a higher price range as many sellers begin too aggressively and may lower their prices later She sets her clients up to become “the smartest person in the market” as they watch for these prices to drop Her mindset is laser-focused on helping her clients find a house Her only goal is to help make people’s dreams come true and see their “happy dance” Setting her

    • 54 min
    Marianne Williamson’s “Deepest Fear”

    Marianne Williamson’s “Deepest Fear”

    Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson’s moving poem, “Deepest Fear,” a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often “play small” and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to grow and let our lights shine at their brightest. Pushing through discomfort to the growth zone, and going after big goals actually inspires others to do the same, and creates a culture of people who are living their best, most authentic selves - who are liberated from fear, and feel free to pursue their passions wholeheartedly, which we can all learn so much from in turn.
    Matt and Garrett share their insights on each enlightening section of  “Deepest Fear.” They talk about reconnecting with our childlike mindset of seeing opportunity everywhere, and feeling excited to learn and grow as much as we can. You’ll also hear about letting go of fear, giving yourself and others permission to be exactly who you are, and reframing life’s challenges as happening for us, not to us. Garrett reflects on how these principles have guided him personally, and explains that if you start by tackling small obstacles in your life, you’ll slowly start to chip away at barriers and suddenly find yourself overcoming bigger fears. Together with Marianne Williamson’s empowering words, today’s conversation shows us what can happen when we no longer fear our light, but instead allow it to shine the way it was meant to.
    Share the ways you’ve knocked down fear by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.
     
    Episode Highlights: 
    Ninja principles apply to any business or industry Matt shares Marianne Williamson’s “Deepest Fear,” a poem that demonstrates why we sometimes don’t show up or why we’re not as amazing as we could be They begin with the idea that our deepest fear is that we’re powerful beyond measure Massive breakthroughs happen when we realize how powerful we are and what we’re capable of It can feel comfortable to hide in the darkness as it can feel scary when your light is shining and all eyes are on you This comes back to taking ownership and moving into the growth zone We all start to question ourselves and our abilities as time goes on, but there is so much power in accepting that we all deserve to grow and be our best selves When you ask yourself, “Who am I to be (fill in the blank of whatever you want to be)?”, turn it around and say, “Who am I not to be those things?” There is nothing stopping you from being the person you want to be Sometimes we play small so we don’t make others feel inadequate, ruffle feathers, rock the boat But this doesn’t help you or anyone else As you get older, you don’t want to look back and wish you would have taken action or done something differently Playing small does not serve this world Embracing your full potential and going after big goals actually inspires others to move out of their comfort zone as well Fear of discomfort stops a lot of people from pursuing growth Analogy of parents trying to protect their children from getting hurt, but setting these limits prevents growth Children see opportunity and brightness everywhere, but at some point, many o

    • 35 min

Customer Reviews

5.0 out of 5
12 Ratings

12 Ratings

GinaJohnson ,

Great for your business and personal success

Finding you Why is my favourite episode because it shares a perspective that really inspired me and pumps me up to deep dive into my own once again.
There’s some great wisdom tips and tools to grow your business and personal success whether it be more time with family more income or more freedom to travel.

pm legs ,

Smart, clear + informative

Great guests and really interesting and important conversations that are motivating. Lots of tools and ideas delivered in a REAL and AUTHENTIC way. Like great talk radio with topics that we really want to listen to!

AdamToTheFyffee ,

The way is should be.

Ninja Selling dives into all aspects of selling real estate. This podcast is a great entry into that mindset of being a ninja. I would HIGHLY suggest looking into their training program in Denver Colorado 10/10

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