201 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

    • Entrepreneurship

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.

    Listening for Life Changes

    Listening for Life Changes

    Today, on this 200th episode of the podcast, Matt and Garrett take a look at the topic of change. Throughout each person’s life, change is going to happen – as 2020 has clearly demonstrated - and listening for signs of these changes when reaching out to your people can provide you with a unique opportunity to strengthen your relationship with them.
    During the episode, our hosts examine the importance of listening skills, asking questions, learning about how best to communicate with each of your clients, and, above all, making your conversations all about them. Garrett provides an enlightening example of the dichotomy of change, and together he and Matt explore the notion of the ‘carousel in our life’, talking about dreams, pain and pleasure levels, and, of course, listening for change. They conclude by reminding everyone that you can search their website for topics from previous episodes that you’re interested in – there’s a lot of quality information and advice to be found in these 200 episodes! If this past year has taught us anything, it’s that change is inevitable. What today’s episode teaches everyone is how you can deepen your connection with others by being there for them in these important times and beyond.
     
    Episode Highlights:
     
      Listening skills and asking questions   Garrett’s example of the dichotomy of change   The many changes people are going through these days   Learning how best to communicate with each client   Carousels in our life   Talking about dreams   Listening for change   Pain and pleasure levels   Searching for topics on previous episodes  
    Quotes:
     
    “Everything’s great. How about you?”
     
    “Don’t make this about you.”
     
    “Your stock in that relationship goes way up because you’re providing value by simply listening.”
     
    “Do I truly understand what people are going through in my sphere of influence?”
     
    “You’re going to get golden information.”
     
    “You have to disconnect yourself from that becoming a transaction.”
     
    “It’s not the person right in front of us, it’s all the people that are just beyond them. That’s where miracles happen.”
     
    “All of a sudden the dreams come out.”
     
    “Where do you recreate?”
     
    “Dream questions are so, so powerful.”
     
    “Listen for these moments where you can...go to that deeper level with people.”
     
    “If you’re really listening for this change, that warm list is going to start to populate pretty quickly.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli

    • 26 min
    Creative Ways to Strengthen Relationships

    Creative Ways to Strengthen Relationships

    Through the uniqueness of 2020, a lot of creative ideas have been generated to enhance or replace the events that are just no longer possible for us all to run for our people. Matt and Garrett have been keeping their eyes out for some of the most creative, and today they share some that will help you strengthen your relationships not just for 2020 or the holiday season, but for absolutely any time of year.
     
    Throughout the episode, our hosts run through a list of these great ideas and offer valuable suggestions about how you can implement them both now and in the future. Emphasizing that the overall goal is to create some fun energy and environments for your people, they demonstrate just how these ideas can help you build those strong relationships that will not only enrich the lives of all involved, but also allow transactions to ‘just fall out of the sky’ for you. We all agree that 2020 has brought some significant changes to our world – let Matt and Garrett show you how to make these changes work for you and your business.
     
    Episode Highlights:
     
      Pumpkin carving and coloring contests   Calling each person to explain why you’re not having your event this year   Reviewing the value of your annual events   Scavenger hunts   Polaroid wars   Celebrating your brand and other clients’ brands   Adjusting traditional events such as Pie Parties   Matterport Open House Scavenger Hunts   Creating fun energy and environments for your people  
    Quotes:
     
    “If you’re doing the pumpkin, you get the pop-by, and you get the interaction, and it can potentially replace an in-person event.”
     
    “The lowest cost event she’s ever done…she could pretty much link it back…to two new pieces of business.”
     
    “The interaction that I had with my people was priceless.”
     
    “The big picture here is we’re looking for human interaction.”
     
    “You as the organizer of it, you’re going to get a lot of communication, you’re going to create an experience for these people.”
     
    “Everybody’s going to get a better understanding of what that area that you live in is.”
     
    “The more touch points you can get, the more frequency you can build during this time, it’s going to be easier to keep a level of frequency going as you get through holiday season.”
     
    “Have some fun with it.”
     
    “The purpose is to just build relationships, build some fun.”
     
    “Transactions just fall out of the sky when the relationships and the connection is correct.”
     
    “Relationship strengthening is better than any time I’ve seen because people are craving it.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli
     

    • 31 min
    Learning About Learning Modalities

    Learning About Learning Modalities

    One topic that just doesn’t seem to get enough attention, even from some of the best Ninja’s, is the potential value of understanding learning modalities. Knowing how a person learns best enables you to share ideas and information with them in a way that will make most sense to them, and result in establishing a deeper connection for you both. This is truly a fascinating topic with striking implications for building relationships, and Matt and Garrett are excited to share it all with you today.
     
    They begin by explaining the three learning modalities in order of prevalence, how books can be designed to appeal to these modalities, and how to determine the dominant modality in another person through questioning. Our hosts then engage in a thorough examination of ways to deepen your relationship with others once you know their dominant modality, and also how to ensure that all of your processes incorporate all three modalities in order to connect with the largest audience possible. Once again going far beyond the realm of real estate, Matt and Garrett share information and advice here today that will, of course, improve your business, but more importantly, effectively deepen the relationships you have with your people overall.
     
    Episode Highlights:
     
      Visual learning   Kinesthetic learning   Auditory learning   How books can be designed to appeal to the three modalities   Asking questions to determine the dominant modality of your clients   Formatting your questions to appeal to their learning modality   How knowing modalities will affect relationships in your business and personal life   When to appeal to all three learning modalities   Restaurant menus and learning modalities   Phil Greely’s use of iPads with clients and the many referrals it generated   Why postcards do so well   Checking all of your processes to see if you can incorporate all three modalities into them  
    Quotes:
     
    “The biggest one is visual.”
     
    “Showing is better than telling.”
     
    “The last one is auditory.”
     
    “Just because we’re dominant on one…doesn’t mean that we can’t use the others.”
     
    “If you talk books with people you can actually kind of get a sense of who they are.”
     
    “If you know the learning modality you can ask those questions in that format.”
     
    “You will help them engage more.”
     
    “Mark this down on your contacts.”
     
    “How do I change that question to their learning modality?”
     
    “Naturally, people will say things that are geared towards their primary learning modality.”
     
    “When you send a postcard, you’re able to hit on visual and kinesthetic right there, which encompasses a lot of people.”
     
    “Every auditory person, their second modality is either kinesthetic or visual.”
     
    “You’re going to increase your chances of communicating well if you’re using all three in your auto-flow.”
     
    “This is one of those components that you start to practice when you’re focused on being elite.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli
     

    • 30 min
    Helping Your Clients Uncover Their ‘Why’

    Helping Your Clients Uncover Their ‘Why’

     
    Knowing precisely why your client wants to buy or sell a house is critical to your relationship, and can, at times, become a fairly complex task. In today’s episode, Matt and Garrett look at the tools available for you to help your client understand their why especially when the reasons may not be on the surface and may require some deeper questioning. Until they understand their why, it may very well be impossible for you to help them find precisely what they are looking for, so let Matt and Garret help you out.
     
    They begin by reviewing some of the tools available to help understand your client’s why, and they perform a brief role play that illustrates a ‘what and why’ conversation. They then focus upon strategies to employ when you’ve done everything properly, but a client is still hesitating to act, which, as they point out, could have deep emotional roots. With an emphasis on when and how to help clients find clarity, our hosts offer valuable advice in this potentially sensitive area as well as the possible results. Going a little deeper may cause some level of discomfort but the mutual rewards of helping one of your people clarify what they want goes far beyond real estate, and will ensure a long lasting and fruitful relationship for you both.
     
    Episode Highlights:
     
      Some tools available to help find surface level to intermediate whys and deeper whys   Matt and Garrett’s role play of a ‘what and a why’ conversation   Asking questions, really listening to answers, and watching body language   The Ten Step Buyer Process   Having conversations to uncover the deep, serious emotions which may impact a buyer or seller’s decision   When and how to help clients find clarity   Mutually putting a client on hold   Asking questions, and checking their pulse   How this results in referrals   Steve Sim’s book, ‘Bluefishing: The Art of Making Things Happen’  
    Quotes:
     
    “It’s amazing how much just asking the question ‘Why?’ can really help, especially right up front, whether we’re talking about a seller or a buyer.”
     
    “It’s also about how they answer with their body language.”
     
    “I think in-person is the absolute best way of doing it, or zoom in today’s world, I think, could work really well.”
     
    “Some of the best Ninja’s I know are not afraid about talking their client out of moving sometimes.”
     
    “Now you’re really helping these people with life, not just real estate.”
     
    “Is there some deeper question that I could be asking that’s going to take these people to a different level of clarity that we’ve all missed?”
     
    “These are people. These are relationships. These aren’t transactions.”
     
    “Once I started actually building relationships and paying attention to the people in my business, things took off.”
     
    “People’s criteria can change, for sure, really quickly too. I mean, so don’t ever be afraid to do the reset.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli

    • 36 min
    Seizing the Current Opportunities to Connect  

    Seizing the Current Opportunities to Connect  

    There are a couple reasons why this is the coolest part of the year, and the main one that Matt and Garrett talk about today concerns the many opportunities available in this season to call and connect with your people. This has been a year like no other, magnifying the importance of this contact, and the coming season offers even more opportunities to continue to demonstrate your care and concern for the people in your life.
     
    Our hosts begin by reviewing the impact of calling up people in times of collective stress to sincerely check in on how they’re doing, as well as the advantages that live-flow offers, the power of human connection, and the difference between Ninja and many other systems. They then discuss the nature of these calls, the specific opportunities available now, and increasing the frequency of touch points through combining communication methods. They finish by sharing the process for determining who you could consider contacting, and precisely where the real connections happen. As Ninjas, sincere concern for others and learning more about them is a cornerstone upon which to build the types of relationships that will prove beneficial to both your life and business. Today’s episode guides you in the process of ensuring you achieve this throughout the entire year, and especially in the coming months.
     
    Episode Highlights:
     
      Calling people in times of collective stress   Auto-flow vs. live-flow   Helping people beyond real estate   The power of the human connection   The difference between Ninja and many other systems   Making conversations all about them   The opportunities that are out there right now to call people   Combining methods of communication to increase touch point frequency   Creating your list of who to contact   Where the real connections happen  
    Quotes:
     
    “When this year started it was a normal year.”
     
    “Take care of your mindset, get on the phone.”
     
    “When we’re all dealing with stress…these are the opportunities to make sure your energy’s in a great place, and pick up the phone and make a phone call.”
     
    “We all have the opportunity to just build this human connection together through the power of a simple phone call.”
     
    “All these phone calls are not trying to find out where the deal is, the phone calls are really trying to connect with people and understand the world that they’re living in right now, and to show care and concern for what’s going on.”
     
    “Do not get attached to the outcome.”
     
    “Our job is to keep them talking.”
     
    “This is an opportunity to check in with them and see, are those traditions happening the same way through December?”
     
    “Celebrate with them!”
     
    “Make sure your warm list is included in this action program.”
     
    “Have some fun with it.”
     
    “This will come back to you in first, second, third month of 2021.”
     
    “There’s people out there that will need your help at this time with too many life changes coming on.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli
     
     

    • 32 min
    It’s Time to Schedule a Calendar Review

    It’s Time to Schedule a Calendar Review

    Calendars for both business and personal scheduling have become indispensable, and yet, Matt and Garrett are seeing some Ninja’s who are struggling with them, particularly when they are doing so much business these days. Today’s episode takes a moment to look how effective scheduling and ‘calendaring’ can maximize your time, keep you from ‘flying by the seat of your pants’, and simply make your life better overall.
     
    The entire episode is devoted to how to control your calendar starting with how to set it up, establishing protected times, allowing for some exceptions when absolutely necessary, implementing some tips that will enhance its effectiveness, and, above all respecting it. Calendars are not just for setting listing appointments - they can be so much more, and have such a greater impact upon both your personal and business life. You owe it to yourself to listen in on Matt and Garrett’s sage advice today, and if you have any further questions, remember that they are only too happy for you to contact them to discuss.
     
    Episode Highlights:
     
      The steps in building your calendar the way you want   Being specific when getting started   Listing what you want most days to look like   Establishing protected time   Controlling the calendar   Planning properly   Making exceptions   Understanding long term repercussions of calendar items   Using the calendar invite option   Building in CRM’s   Respecting your calendar and the appointments on it  
    Quotes:
     
    “If something doesn’t get on my calendar, don’t expect me to be there.”
     
    “When you start putting things on your calendar, you also start to recognize the time that you don’t have.”
     
    “The better you are and the more high demand that people see you as, and the more value you bring to the table, people will wait for you.”
     
    “Create what you would like your ideal schedule on most days to look like, and then we can start to calendar things, and put it on, and then fill in all the other…urgent appointments around those things.”
     
    “When you push off your family enough, it’s not an immediate repercussion, but it will come back and bite you at some point.”
     
    “The likelihood of distractions coming in will fade away over time as you learn to respect your calendar better and better and better.”
     
    “When you decide that it’s important enough that it gets that hour of your life, and gets that time set aside specifically for it, that’s when it can go back on. But until then, don’t put it back on your schedule.”
     
    Links:
     
    www.TheNinjaSellingPodcast.com
    Email us at TSW@TheNinjaSellingPodcast.com
    Ninja Selling
    www.NinjaSelling.com
    @ninjasellingofficial
    Ninja Coaching:
    www.NinjaCoaching.com
    @ninja.coaching
    Garrett
    garrett@ninjacoaching.com
    @ninjaredding
    Matt
    matt@ninjacoaching.com
    @matthewjbonelli
     

    • 31 min

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