The Ninja Selling Podcast Matt Bonelli and Garrett Frey

Having addressed the “P.I.E. Time” concept in early episodes - be sure to check them out on the website if you haven’t already - Matt and Garrett drill down on its “I” component in today’s episode. Stressing the importance of “I-Time”, aka “Indirectly Productive Time”, our hosts discuss why it is so crucial for business development, offer insights into balancing productive and indirectly productive time, and explore practical strategies for planning and committing to these essential activities. 
As they delve into the nuances of business development, Matt and Garrett draw analogies with pizza restaurants and food trucks to illustrate the importance of visibility and relationship building. They emphasize that creating leads isn't just about buying lists but fostering genuine connections that translate to business opportunities. They also offer actionable challenges to help listeners plan their “I-Time” effectively and illustrate how the right mix of activities can help agents navigate a thriving business, avoid burnout, and create lasting client relationships.
Even more help will be available to you the minute you join the close to 16000 other Ninjas with all levels of experience 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:
Understanding "I-Time"
Balancing "I-Time" and "P Time"
The importance of genuine connections
Committing to "I-Time"
Visibility through "I-Time"
Integrating "I-Time" in daily schedules
Preventing burnout
Actionable "I-Time" strategies
 
Quotes:
"The I stands for Indirectly Productive, but it really also stands for Important, the most important."
"It's the I-Time that creates the business.”
"If we don't have any of this stuff going out, you are just a restaurant sitting in the strip mall going, ‘When are people going to show up?’"
"You should be able to look at your day and your calendar at the end of it and go, ‘I put in five hours of my eight-hour day into I-Time.’"
"If you're not sending out flyers, thanking customers, and creating that experience, they will forget about you."
"Even when we're busy, I know it's hard, but if you get control of it, you're going to have probably too much business."
"Your day should be primarily I-Time when you're trying to get a business off the ground." 
"You need to be out there helping people understand exactly what it is that you offer."
"Scheduling I-Time before emails or client calls can help integrate it seamlessly into your daily routine."
 
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
Ninja Mastery
Ninja Selling by Larry Kendall
 

Matt and Garrett are back at it, and this time they’re delving deep into the world of personal branding, focusing on the critical importance of authenticity beyond superficial elements like logos and colors. Their insightful dialogue highlights how authentic branding should be a mirror of one's personality and core values, which not only builds trust but also ensures consistency across all professional interactions.
Along the way, our hosts discuss common mistakes where individuals adopt branding styles that do not reflect their true selves, leading to a disconnect between personal and professional identities. Matt and Garrett also provide practical advice to help listeners avoid the pitfalls of inauthentic branding, emphasizing the need for maintaining a consistent brand that truly resonates with an individual's character and professional ethos. Today’s episode serves as an essential guide for anyone aiming to forge a genuine connection between their personal identity and professional image, reminding us all that authenticity is not just beneficial but essential for building a successful and sustainable professional identity.
Discover more success and sustainability strategies by joining the close to 16,000 other Ninjas with all levels of experience 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:
Understanding personal branding
The pitfalls of inauthentic branding
Authenticity in action
Navigating brand identity
Consistency over time
Real-life examples
Future-proofing your brand
 
Quotes:
"You are the brand, so you've got to show up first and foremost."
"If you're building a business, show up as you are, not as you think you should be."
"People can trust a brand that doesn’t cause confusion."
"Lean into discovering who you are to develop a brand that truly represents you."
"It's not about the logo or the colors; it's about who you are and how consistently you present that to the world."
"When you align your brand with who you truly are, you don't just attract business—you build lasting relationships."
"The challenge isn't just in creating a brand; it's in discovering and staying true to the brand that is authentically yours."
"Authentic branding isn't a one-time effort; it's a continuous process of alignment and re-alignment."
"Your brand is more than just a public face; it's a reflection of your true self in the professional sphere."
 
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
Ninja Mastery
Ninja Selling by Larry Kendall
 

Putting a slight spin on a previous topic, today’s episode explores the benefits of realtor to realtor relationships on a local level, as opposed to a national level, highlighting the critical role of buyer agreements and the extensive benefits gleaned from local market insights. By sharing their experience and expertise, Matt and Garrett offer listeners advanced strategies for establishing clarity and commitment in client relationships and accessing lucrative off-market opportunities through robust local networks.
Their discussion goes on to examine how sustained, quality communication among realtors can create a fertile ground for not only immediate business opportunities but also long-term market expertise. Techniques for effective buyer-seller matching, leveraging off-market deals, and the advantages of deep market knowledge are examined, showcasing how these elements can lead to more nuanced client services and improved transaction outcomes. Matt and Garrett’s conversation here today is a treasure trove for real estate professionals eager to enhance their client matchmaking abilities and professional growth through collaborative efforts and shared wisdom.
Many more treasures can be found by joining the close to 16000 other Ninjas with all levels of experience 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:
How building strong, local Realtor relationships can significantly impact business success
Strategies for setting up effective buyer agreements
The benefits of a deep understanding of the local market through shared realtor networks.
The advantages of having access to off-market properties
How mutual knowledge sharing among Realtors can enhance your own real estate practices
Techniques for matching buyers and sellers effectively through collaborative realtor networks
Tips for maintaining professionalism and respect in tough negotiations with other realtors.
 
Quotes:
"The more conversations you have with other realtors in your local marketplace, the more opportunity you may have to make a match."
"Having these relationships means it's really easy for me to say, “I have a buyer and if you have something that fits their needs, let me know, because we can make that work.”"
"Ultimately, the better that we are together, the better it's going to be for the real estate consumer, too."
"If you have good relationships with other realtors, it's going to make the negotiations easier."
"We're building relationships, we're building connections. We're working together."
 
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
Ninja Mastery
Ninja Selling by Larry Kendall
 

Matt and Garrett kick off today’s discussion by reflecting on the personal satisfaction derived from completing DIY projects, such as Garrett's kitchen remodel, and use that as a springboard into their examination of the art of connecting with ideal clients. By utilizing compelling fishing analogies, they make the intricate process of client segmentation and engagement both understandable and engaging, offering listeners actionable advice on targeting and communicating effectively to foster business growth.
As the episode unfolds, it delves deeper into practical strategies for real estate professionals, emphasizing the importance of narrowing focus and customizing communication to meet the specific needs of different market segments. Our hosts share some personal stories that underline the necessity of authenticity and trust in building robust professional networks, and they share techniques to maintain frequent and meaningful interactions, ensuring a steady growth in client relationships. Finally, they reiterate the transformative impact of genuine interest in others, which not only enriches professional interactions but also paves the way for substantial and lasting business relationships. Join Matt and Garrett as they explore the essence of mastering client interactions and enhancing personal productivity within the real estate sector. 
Many more treasures can be found by joining the close to 16000 other Ninjas with all levels of experience 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:
Celebrating small victories
Strategies to identify, and effectively communicate with, ideal customers
Focusing client interactions to improve the efficacy of business networks
Customer engagement techniques and tailoring them to different market segments
Anecdotes regarding genuine interactions and trust-building within professional networks
Keeping communication with clients frequent and meaningful
The power of genuine interest in others for building enduring professional relationships
 
Quotes:
"If you're sitting there thinking, “Gosh, I'm not getting the deals that I want,” well, then we need to fish in a different part of the ocean."
"You're trying to fish the entire ocean...you are spread so thin across this entire area that you can't be effective at all."
"In the San Francisco Bay, we can go fishing for shark, bass, sturgeon...they're all interested in different bait."
"If it's feeling forced or uncomfortable, if you can feel that it's forced on their end, it's probably your energy."
"The most interesting man in the room is the one that is most interested in everyone else."
 
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
Ninja Mastery
Ninja Selling by Larry Kendall
 

Matt takes a brief break from contemplating his next vehicle purchase to join Garrett in exploring  the phenomenon where agents and individuals choose to cling to perceived life preservers or safety nets in their lives, which, while they may keep them ‘afloat’, can actually hinder their overall growth. Through analogies and real life examples, our hosts highlight the importance of letting go of what no longer serves to pave the way for new opportunities and successes. Together, they encourage listeners to step out of their comfort zones, noting that the waters of change are often shallower and less daunting than they appear.
Employing personal stories from real estate professionals who have embraced change to thrive in their careers, Matt and Garrett emphasize the mirroring challenges and growth experienced in personal and professional aspects of life. They proceed to offer practical advice on adopting small, actionable skills that lead to breakthrough results, urging the listeners to engage further through their Facebook group and access additional resources on the Ninja Selling platform. In essence, today’s episode not only shifts perspectives but also inspires actionable change, proving that embracing growth and letting go of false securities are crucial for achieving success in both real estate and life.
So many more great ideas and some powerful community engagement can be found by joining the close to 16000 other Ninjas with all levels of experience 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 impact of outdated business practices and problematic listings on professional growth
Letting go of what no longer benefits you to welcome new opportunities
Real-life scenarios where real estate professionals thrived by embracing change
How personal challenges often reflect professional hurdles, and how overcoming these can spur significant growth
Small, subtle skills that can lead to major results in both professional and personal life
Joining the Ninja Selling Podcast community on Facebook and accessing further resources and training through the Ninja Selling platform
 
Quotes:
"Sometimes what we think is saving us is actually drowning us."
"When you let go of the branch, you might find solid ground just below your feet."
"The water's not that deep—just put your feet down and you'll see."
"Holding on too long to the wrong things can keep you from swimming towards the right ones."
"Change is not just about letting go, but about moving forward to new opportunities."
"Ride the wave of change rather than letting the currents dictate where you go."
 
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
Ninja Mastery
Ninja Selling by Larry Kendall
 

The absolutely essential topic of enhancing service and adding value with clients is not only increasingly critical in today's competitive market, it’s also the focus for today’s crucial episode. Reflecting upon what they are seeing among agents these days, Matt and Garrett have chosen to discuss the importance of transitioning from traditional sales-driven tactics to Ninja’s service-oriented approach that prioritizes empathy, detailed planning, and client care. They explore the transformative impact of exceptional service on real estate transactions, illustrating through anecdotes how real estate agents can significantly enhance their client interactions and outcomes by focusing on the clients' needs and experiences rather than on closing deals.
Our hosts go on to offer practical strategies for real estate professionals to elevate their service levels, even in challenging market conditions. Key points discussed include joining the Ninja Selling Podcast Facebook group for community engagement and idea exchange, the importance of asking thoughtful questions to understand client needs, and real-world examples of clients expressing appreciation for enhanced services. The episode encourages agents to adopt a consultative approach that fosters long-term client relationships and to view themselves as facilitators of smooth transactions, not just salespeople. This shift not only differentiates agents in the market but also opens up opportunities for building lasting relationships, truly adding value that transcends the mere act of selling.
As mentioned above, so many great ideas and some powerful community engagement can be found by joining the close to 16000 other Ninjas with all levels of experience 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:
Boosting client service
The power of questions
Celebrating client satisfaction
From sales to service
Empathy in real estate
Redefining the agent's role
Client-centric strategies
 
Quotes:
"This is a crucial topic, particularly right now in this environment, that we're going to get to go down."
"How do I take care of my people better? How am I going to handle this time right now to raise my level of service that I'm providing?"
"I mean, this is a service industry. And yes, we're called salespeople because a component of what realtors do is selling and negotiating. But the primary thing that we do is we serve buyers and sellers."
"People want this. They want somebody to take care of them. They want somebody who cares.”
 
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
Ninja Mastery
Ninja Selling by Larry Kendall