Welcome back to the Ninja Selling podcast today, where President of Ninja Coaching, Eric Thompson, sits down with Tracy Peterson-Nienaber, and Mark Johnson for an absolutely fascinating conversation. Bringing their extensive expertise as certified Ninja coaches to the forefront, Tracy and Mark unpack the crucial distinction between training and coaching, highlighting how each plays a vital role in the journey toward mastery and success. With insights from coast to coast, you are sure to gain a deeper understanding of how these two elements intertwine to create a powerful foundation for your real estate business.

Their discussion here today revolves around differentiating between training and coaching, emphasizing the unique value each brings. As they note, training lays the groundwork, providing essential knowledge and skills, while coaching offers personalized guidance, ensuring you implement these lessons effectively. Exploring these themes, they share personal experiences and practical examples, shedding light on how to balance the roles of CEO and employee in your business. Whether you're struggling with accountability, navigating the complexities of real estate reviews, or simply seeking ways to run your business more strategically, this episode offers valuable takeaways that are guaranteed to enhance your professional growth.

Episode Highlights:

0:00 Introduction

0:47 Tracy’s coaching background

1:16 Mark’s background

1:38 Training vs. coaching

3:44 The golf analogy

5:18 The Installation analogy

8:06 Providing accountability

8:58 Current themes with coaching clients

14:10 Common reasons for coming back to Installations

19:36 Learning more and your feedback

Key Takeaways:

"Training provides the roadmap; coaching helps you implement it."

"Coaching customizes the training to fit your individual needs."

"Accountability in coaching keeps you on track and motivated."

"Act like a CEO, not just an employee, to run your business effectively."

"Break down overwhelming tasks into small, manageable steps."

"Show up consistently; it's key to success."

"Real estate reviews are about starting conversations, not presentations."

"Coaching helps reduce the peaks and valleys in your business."

"Training teaches the skills; coaching helps you master them."

"Evaluate your business periodically to stay aligned with your goals."

Links:

www.TheNinjaSellingPodcast.com

Email: 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

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Contact Tracy: tracy@ninjaselling.com

Contact Mark: mark@ninjaselling.com

Ninja Selling CEO, Rob Nelson, and the legendary Larry Kendall welcome you all to the exciting new era of the Ninja Selling podcast! Join them here today for an enlightening conversation regarding the core principles, and the past, present, and future, of both the Ninja Selling philosophy and the podcast itself.

With Matt and Garrett moving on to their next great adventure, the future of the podcast remains brilliant, building on its trademark teamwork with a network of instructors and coaches who will be showing up to share their expertise on upcoming episodes. In today’s episode, Larry starts things off as a very special guest sharing his thoughts on the enduring importance of building trust and connections for success in any market - timeless wisdom that continues to be a cornerstone of the Ninja Selling philosophy. To navigate the ever-changing real estate landscape, the "Ninja Nine" - a core set of success habits - continues as a powerful pillar, while a new course, "Ninja Now," has been specifically designed to equip agents with the tools they need to thrive in the current climate. Along with all this exciting news, today’s podcast will also feature inspiring stories from everyday Ninjas achieving extraordinary results whose journeys and practical tips will serve as a source of encouragement and valuable lessons for us all.

As this new era begins, the Ninja Selling podcast will be arriving every Monday, delivering all the actionable guidance and inspirational content you’ve counted on for so long. Rest assured, with a commitment to your success, it remains your one-stop shop for empowering real estate knowledge and beyond!

One thing that definitely hasn’t changed is the community of 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:

0:00 Start

0:04 Introduction

1:05 Guide Camp

2:32 Ninja Selling history

4:21 What put Ninja ‘on the map’

5:44 Building Ninja into a business

8:29 Larry’s vision for Ninja

10:26 Ninja’s future

12:55 The Blue Man Group analogy

14:34 Ninja Selling in unprecedented times

17:17 Larry’s business generation workshops

18:13 Ninja ‘golden nuggets’

19:24 The future of the Ninja Selling podcast

22:35 Gratitude and the podcast’s mission

Key Takeaways:

"Our clients are the heroes, and we are their guides along the Ninja path."

"The solutions we come up with as a group are far greater than any of us could do on our own."

"The goal of Ninja Selling is to increase your income per hour so you can have a life."

"Stop selling, start solving."

"The Ninja movement, the Ninja community, is bigger than one person."

"We've developed a system that will work in the future in all markets."

Links:

www.TheNinjaSellingPodcast.com

Email: 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

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Welcome to Matt and Garrett’s momentous final episode with the Ninja Selling Podcast! Joining them on this special broadcast is none other than Ninja Guru, Larry Kendall, and together they delve into the podcast's evolution as well as its exciting future. As Matt and Garrett continue to transition to their new podcast, Life at Ten Tenths, they reflect on the incredible journey and the exciting opportunities that lie ahead, expressing heartfelt gratitude to their loyal community, Our talented trio also assure listeners that the Ninja Selling legacy will continue to thrive with new hosts and fresh perspectives.

Along the way Larry offers his most sincere gratitude to Matt and Garrett for their friendship as well as the work they have done to spread the Ninja message worldwide. He also shares some powerful stories and analogies on the importance of clarity and focus in the ever-changing real estate industry, emphasizing the need for living Life at Ten Tenths. As Matt and Garrett move on to undertake their new venture aimed at helping individuals reach their highest potential both within real estate and beyond, it becomes crystal clear that they would still love to return to Ninja Selling as guests in the future. Far from being the end of an era, today’s historic episode actually marks the beginning of two new exciting eras, so keep checking in at the Ninja Selling Facebook group for updates on its evolution, and plug in your email address at lifeattentenths.com to continue connecting and growing with Matt and Garrett. Above all, please rest assured that everyone at Ninja Selling and Life at Ten Tenths are overflowing with gratitude for your valued presence and participation, and are looking forward to continuing this incredibly successful collaboration with you all for many, many years to come.

Episode Highlights:

• Gratitude for everyone’s significant contributions to the Ninja Selling community

• The future of the Ninja Selling Podcast

• Matt and Garrett’s transition to Life at Ten Tenths, and its broader focus beyond real estate

• The importance of clarity, focus, and maintaining effective systems in the real estate industry

• Stories and analogies about living life fully engaged and maximizing potential

• Reflections on the growth and evolution of the Ninja Selling Podcast and its community

• Embracing opportunities and maintaining a positive mindset during transitions and challenges

• Life at Ten Tenths’ mission to help people live at their highest potential and lead a more fulfilling life

Key Takeaways:

"This episode is to bring closure and clarity and let everyone know what's happening in the future."

"You have something to offer the world that's bigger than just in the narrow lane of real estate."

"Take your foot off the brake and step on the gas."

"The more complicated something becomes, the more opportunity there is for the really good people."

"We're focusing on community and bringing amazing people together to grow."

"We're excited to continue to bring value to the Ninja Nation."

"There's always a market for real estate."

Links:

www.TheNinjaSellingPodcast.com

Email: 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

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

lifeattentenths.com

Garrett and Matt are thrilled to dive into today's special episode as they reflect on their incredible journey of over 580 episodes and more than 3.5 million downloads! As they celebrate this remarkable milestone, they take a few minutes to review how they've grown both personally and professionally since the podcast’s inception, the lessons they've learned along the way, and how many of these lessons parallel real estate world wisdom as well.

Discussing their launch of the podcast in 2018, the trials they faced, and the importance of pushing through challenges, our hosts emphasize the significance of investing in the right tools and resources to ensure quality and efficiency. Additionally, they highlight the parallels between podcasting and running a real estate business, particularly the need for consistency, frequency, and continuous improvement. More than anything, they want to thank all of you who have tuned in over the years, and encourage you to keep sharing your feedback about the podcast. Join in this special celebration today and revel in the reflections, anecdotes, and practical advice Matt and Garrett have accumulated in both real estate and podcasting over the years.

Keep the celebration going by joining the close to 17000 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.

• The power of consistency

• Overcoming early challenges

• Investing in quality

• Lessons from real estate

• The role of teamwork

• The value of listener feedback and how it shapes the content and direction of the podcast

"A lot of agents say, 'I can't do this myself. It's too frustrating,' instead of saying, 'Where can I make an investment into my business to help me move beyond this?'"

"When one of us is going down the wrong path or talking too much, it's good to call each other out."

"It's very easy to be like, 'We just need to be careful through that corner,' instead of learning and figuring it out."

"Your real, true business is the stuff that is growing it. It is your phone calls, your notes, all that stuff."

"The best thing you can do from a comparison perspective is compare yourself to who you were yesterday."

"We were excited to have ten downloads in the beginning, and now we're over two and a half million."

"This is where exponential growth comes out – when you're consistent in your real estate world."

"We need to transition your consistency from bursts of effort to a consistent, smooth flow of communication."

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 build upon some previous topics here today by taking a deep dive into the complexities of the current real estate market and providing their trademark expert insights on navigating these interesting times. Examining why some listings remain stagnant while others quickly find buyers, they highlight the emergence of distinct market tiers and the influence of economic pressures on buyer behavior. Our hosts go on to emphasize the importance of understanding local market trends and financial constraints faced by different buyer segments for more effective decision-making.

Stressing the critical role of data analysis in identifying trends and making informed choices, Matt and Garrett share strategies for positioning listings in a competitive market, advocating for the expansion of search criteria to uncover hidden opportunities. By understanding the broader economic impacts and continuous market comparison, real estate professionals can better serve their clients and achieve successful transactions. Armed with this knowledge, agents can navigate the market's complexities and thrive amidst financial challenges, ultimately positioning themselves as trusted experts in the real estate industry.

More valuable advice can be found when 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:

• The current state of the real estate market and emerging trends

• The impact of economic pressures on different market tiers

• Understanding the importance of data analysis for informed decision-making

• Strategies for positioning listings effectively

• The significance of expanding search criteria to uncover hidden opportunities

• How financial constraints affect buyer behavior and market dynamics

• The role of continuous market comparison in staying ahead

• The lily pads in the pond

Key Takeaways:

"I don't take anything at face value. I want to know what's going on."

“There's this lower end price range that's moving pretty quick. There's a higher end price range - very high price range - that's moving very quickly. And then there's this middle group that is holding a little bit.”

“Expand the search!”

“In confusing times people move towards value. People look for an expert and the opportunity to share education.”

“Knowledge is at an all time high because people are confused.”

“That is how you become a true advisor to your people, is you see the change early enough that you can advise people to make smart decisions.”

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

Fuelled by his month-long hardcore carnivore diet, some ill-advised ice cream, and a dose of caffeine, Matt is eager to join Garrett in tackling the potentially addictive topic of inventory and absorption rate data here today. Their discussion offers a rich blend of personal anecdotes and professional strategies that underline the pivotal role these metrics play in shaping real estate dynamics. By examining how different market conditions influence inventory adjustments and absorption trends, they equip listeners with the knowledge to navigate the market at a whole new level of effectiveness.

Throughout the episode, Matt and Garrett share insights from their own experiences, highlighting how a thorough understanding of market metrics can lead to successful client guidance and enhanced listing strategies. They explore the advantages of being proactive in a fluctuating market and discuss the necessity of educating clients to set realistic expectations about what the market holds. This comprehensive analysis not only aids listeners in mastering the art of market prediction but also stresses the importance of adapting to market changes. By the end of the discussion, it's clear that the ability to interpret and utilize these crucial market indicators effectively is what sets top-performing agents apart in the competitive landscape of real estate.

More ideas about how to set yourself apart can be found when 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:

• The significant impact of inventory levels and absorption rates

• How Matt and Garrett have used these stats to guide their clients successfully

• Different market conditions and how to adapt strategies accordingly

• The benefits of a detailed, data-driven approach to real estate

• Implementing these strategies into daily operations

• How market trends can predict future real estate movements

• Educating clients about the market to set realistic expectations

Quotes:

"I found it was a very simple way to make me an expert and make people go, “This kid actually does his homework and knows what's going on.”"

"You have got to do the numbers because the actual change is so kind of minute as it's changing, but it has massive implications in the actual results that are going on."

"If you understand and can look at the changes in supply and demand, you can better prepare your buyers and sellers for what the market’s going to be like."

"We're seeing inventories rise across the United States. Every place has got its own fingerprint, its own personality right now."

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

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