Ninja Selling Podcast

The Dual Agency Scenario is an interesting one that keeps coming up in Matt and Garrett's recent coaching sessions. Today they look at how to handle the situation when you have multiple buyers interested in the same property, or you have a buyer who's interested in one of your listings. They acknowledge that protocols may vary depending on your state, but the key is to have open communication with...

Emotions are playing a big role in today's marketplace, often leading buyers to offer significantly more than asking price because of the intrinsic value they place on a home. And while emotional value has always been a factor in real estate, the current imbalance of supply and demand has really brought this to the forefront, and emotionally driven bids are increasing fair market value more than e...

As the multiple offer scenario becomes increasingly common in today's market, so too does agent competition, which can lead to tension and frustration between realtors. Today's show looks at the importance of having good communication with fellow agents, even though you are in competition with each other, as it is another important aspect of building relationships. Being empathetic and considerate...

Around this time of year, Matt and Garrett typically start to notice agents getting distracted by shiny objects, and letting their Ninja Systems slide. Today they're here to set us back on track, and warn against neglecting our foundational activities, such as making F.O.R.D. calls, building relationships, and writing notes. The Ninja Systems offer safety and security in every market, and if they...

Today's topic was inspired by a listener request, and Matt and Garrett are very excited to finally  dive in and discuss the Sweet 16 Listing Presentation. Hailed as "The World's Greatest Listing Presentation," this process engages potential clients immediately, and provides all the tools you need to position yourself as a trusted advisor, get more listings (and sell them faster), identify your cli...

As realtors, we need to be educated and pay attention to trends in the economy that may affect our clients. Today Matt and Garrett dive into an issue that's having a huge impact on our industry at the moment - supply and demand. They explain the role that rising costs are playing in real estate, why contractors are leaving prices open-ended or even abandoning jobs altogether, and the impact that o...

If you're a new agent looking to grow your business and thrive from the outset, you'll definitely want to tune in to today's episode. Matt and Garrett give their advice for building a solid foundation for success, tell us which habits to instill early on and which to avoid, and explain why flow should be your number one priority. They discuss being 'new' and why it's actually an advantage in creat...

Today's episode looks at John Assaraf's four stages in the journey toward growth: Comfort Zone, Fear Zone, Learning Zone, and finally Growth Zone. Being in your Comfort Zone might feel familiar and safe because you have control over your situation, but no real growth or change can come from there. Matt and Garrett explain why so many people find themselves stuck in their Comfort Zones, and what th...

Today's episode opens with a question for you - if your business is a vehicle, which seat are you in? Are you in the driver's seat, making every decision about where you want to take your business? Or are you in the passenger seat, making a few calls but largely handing control over to others? Matt and Garrett discuss the importance of accepting your current reality so that you can make the necess...

Knowing your product is a crucial part of running your business. But many agents are getting caught up in today's fast-paced market and neglecting this key step. Today's episode looks at the importance of doing your research, taking the time to truly understand the properties in your marketplace (not just the homes, but the neighborhoods, nearby schools, parks, trails, and stores), and how this sk...

Matt and Garrett are diving deeper into the idea that your clients don't need you, they should want to work with you - because you can actually take this to the next level, and turn that "want" into a "need". Once you have established your expertise and given your client the best experience possible, clients will not only want to work with you, but they will recognize just how much they need you m...

Today's podcast is about...podcasts! Join Matt and Garrett as they discuss how podcasts are being used in the real estate community, how they can help build your brand and create professional relationships, and whether an Arts or Science format is the best approach. They'll help you decide if starting a podcast is right for you, and share their tips for doing it successfully. They talk about findi...

If your marketing strategy is all about you, you, you - your accolades, your tricks, your success - Matt and Garrett are here to tell you, you need to make some major changes. It's not about you, it's about the client and how you can make their world better. On today's episode, our hosts discuss the pre-listing packet, and how you can use this promotional tool to showcase what you can do for your...

Today's episode looks at the Law of Influence - what it means to truly have influence over other people, how it can lead to greater professional and personal success, and the way it evolves over time as you continue to build your business. Having influence comes down to how abundantly you place other people's interests first. Matt and Garrett discuss how you can build influence with others by aski...

"Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen." Many of you have said this without realizing it's the official Realtor's Prayer. But instead of waiting around for another boom in the marketplace, Matt and Garrett encourage us to recognize the opportunities that are right in front of us every day to optimize success. In today's episode,...

Today Matt and Garrett are excited to discuss the common misconception that people need to use you as an agent – instead, they should want to work with you because of the guidance and expertise you bring, not just the service. They talk about having conversations early on to create relationships and build a foundation that shows your value, asking F.O.R.D. questions (family, occupation, recreation...

Matt and Garrett discuss the backup offer, an overlooked opportunity in today's marketplace that holds so much potential. Even when a property is listed as pending, the percentage of transactions that fall through is probably higher than you realize, and sellers often move to backup offers to secure a sale. Matt and Garrett discuss why sellers do not remark properties as active again, and having a...

Matt and Garrett revisit a question that keeps coming back around – what adjustments do we need to make to the Buyer Process in this fast-moving market? In short, nothing! They discuss the importance of continuing the 10-Step Buyer Process and the clarity that each step provides. Matt explains why reviewing the Buyer Process is actually more important than ever, and likens it to preparing your buy...

Matt and Garrett sit down with certified Ninja Coach, Gretchen Adams, to discuss the Scratch Pad Solution and why it's so important in today's fast-paced market. The Scratch Pad Solution (sometimes referred to as the Scratch Pad Close) is used to help clients who are on the fence about whether to place an offer. It allows them to sketch out the details of an offer and take the time to consider whe...

Today's episode looks at one of Matt and Garrett's least favorite phrases: "Let's be realistic." They explain how this expression is often followed by a list of excuses that hold people back from seizing opportunities, simply because they are afraid of being let down. But is the outcome you're afraid of even based in your own reality, or are you afraid of repeating someone else's mistakes? "Let's...

With the market heating up all over the place, and real estate moving so quickly these days, one topic that seems to increasingly arise in Matt and Garrett's conversations with realtors is how to 'ask for the business'. Recognizing that the real questions here are how to become a trusted advisor and when and how to offer your assistance, in today's episode our hosts offer their seasoned advice, au...

Today Matt and Garrett dive into one of the core foundational documents of Ninja Selling: Stewart Emery's Mastery, and the idea that we must commit to excellence, consistently go beyond our limits, and remove anything in our lives that promotes mediocrity, whether it be professional or personal, mental or physical. Matt and Garrett dissect each powerful paragraph in Mastery and remind us what we c...

Today's episode comes with a big disclaimer from Matt and Garrett – they're not saying to go out and re-enter the world the way we once did pre-pandemic. What they are saying, is that the world is beginning to open up again at different levels in different areas, and that means the potential for face to face meetings is increasing. Given all that, it's time to start planning for this return, while...

Matt and Garrett discuss a roadblock that so many of us are facing right now: How do we fit in the systems when we are running out of time? In this busy marketplace, it's easy to get swept up in your day-to-day business, but it's more important than ever to prioritize and schedule activities that lead to future growth. In the hustle and bustle of all your listings, big offers, and multiple closing...

Larry Kendall's most recent visit to the podcast was so jam-packed with information that Matt and Garrett decided they needed to have him back again to continue the discussion, and lucky for all of us, today is that day! In this episode, Larry picks up where he left off by delving into the concept of negotiating home plate in an effort to reverse the cancelled contracts that some realtors are expe...