Your Success Formula for 2015 Ft Larry Kendall

Your Success

Formula for 2015, Simple Activities - Big Results!

www.ninjaselling.com

Larry Kendall

Deb Helleren

&

Mel McMurrin

Your Success Formula for 2015

The Goal of

Ninja Selling

“Increase your

income per

hour so you

can have a

life!”

Dr. FLOW

Wynn Washle, Ph.D

50 – 75 sides/year

Few nights/weekends

9–12 weeks vacation

Ninja Principle:

Build a Relationship

Business

Focus first on people

who know you.

The Opportunity

“15% - 20%

Transaction Rate”

Rule of Thumb

U.S. Transaction Rate

• 120 million = # of households

• 78 million = owners

• 6 million = # of home sales

• 12 million = # transactions

• 15.2% = transaction rate

Ninja Mindset

There are 15 - 20 transactions per year

for every 100 owner households

who know me.

(Focus first on people

who know me.)

Ninja Mindset

There are 15 transactions for every 100 households who

know me.(Focus first on people who know me.)

Challenge

Each person knows 10.2

real estate agents.

(How do I become the Realtor of

Choice?)

The Solution: FLOW!

Hebert Research Study

Buyers and sellers

9.3-21 month process

• Select a Realtor in 1-3 days

• Choice is quick and arbitrary

based primarily on “flow”

• “Top of the Mind” Awareness

FLOW

“Frequency of Interaction”

FLOW“You are either VISIBLE

or you are INVISIBLE.”

Ninja Daily Routine• Show up!

• Morning:

Work “On” your business

(FLOW)

• Afternoon:

Work “In” your business

(list/sell)

Start your day with Gratitude

Emotional EnergyHIGH

LOW

High

Negative

Low

Negative

High

Positive

Low

Positive

- +

7 Simple Activities – Big Results!

Seven Activities for Success in

“Generating Business”

Success Activity #1 (Daily)

Show up!

Stop opening your email first thing.

Instead, do one hour of productive

work first.

Success Activity #1 (Daily)

Stay on YOUR agenda.

Success Activity #2 (Daily)

Write two personal notes daily.

Three Magic Phrases

• “Thank you…”

• “Congratulations…”

• “I was just thinking of you and…”

Ivanka Trump

Success Activity #3 (Daily)

Focus on your “Hot List” daily.

1. People who want to buy/sell

2. They know they want to buy/sell

3. They want to buy/sell with you

4. They want to buy/sell soon –90 days

“Who can I write

a contract

with this week?”

“What you focus on

EXPANDS!”

Two minute break

Win a free copy

NOW

8 copies to be

given away

during this

webinar!

3 Critical Sales Cycles

You MUST Know

For 2015

Wed Jan 21 1 pm Eastern

SecretsWebinars.com

Michael Maher

with

Chris SorrentiAccount Executive

for Homes.com

8 Minute Presentation

Following Larry Kendall

Introducing

Homes.com Premier

Advertising, listing enhancements, marketing tools

and reputation management: everything you need to

connect with active buyers and sellers.

Free with Premier

purchase today.

888-510-8795

Homes.com Premier

CALL: 888 510-8795Free copy of 1 of these books

with each purchase

Webinar SpecialHomes.com Premier $129.95 (Reg: $149.95)

Back to Larry Kendall

Success Activity #4 (Daily)

Focus on your “Warm List” daily.

1. People who want to buy/sell

2. They may not know they want 2 buy/sell

3. But you know they want to buy/sell

4. They want to buy/sell in the next year

These People Probably

Want to Buy/Sell Real Estate

Take out your list of people you know. Go through the names one at a time. Bring the person/family into your consciousness. Think about them and ask yourself these questions regarding their situation. If they fit that particular question, write the number of that question next to their name. After going through your entire list, you should have a clear picture of the potential real estate needs/wants of your customers – and the start of a business plan for yourself. Start contacting your customers using the F.O.R.D. system of questions. When they respond to your F.O.R.D. questions, listen carefully for changes going on in their lives that may affect their need/desire to buy/sell real estate.How many of the people you know:

1. Have had an increase in family size in the past year?2. Have children age 10 and under? (Give your kids a chance brochure.)3. Have teenage children?4. Have children who have left home recently? plus 12 more.5.

Success Habit #5 (Weekly)

Focus on your

“Customer Service Calls”.

Your Best

Source of Referrals

Active Customers

Remember“Your next transaction is

embedded in this

transaction.”

Five Step Calling Process

1. Salutation

2. F.O.R.D. – Common Ground

3. Purpose

4. F.O.R.D – Common Ground

5. 2-3 minutes max

Success Activity #6 (Weekly)

Schedule two

“Real Estate Reviews”.

Randall O’Dowd

Randall O’Dowd

Seattle, WA

Windermere Real Estate

Wall Street, Inc.

Randall@SeattleGoodLife.com

Eric Layne

Charlotte, NC

Helen Adams Realty

Eric.Layne@HelenAdamsRealty.com

Eric Layne

Annual Real Estate Reviews

• Intention: “Trusted Advisor”

• NOT a disguised listing presentation

• Simple market analysis

• Less than 5 minutes to prepare

• Presented face to face

• 43% referral/transaction rate

Success Activity #7 (Weekly)

Schedule 50 “Live Interviews”.

Ask F.O.R.D. questions

and listen for change.

F.O.R.D.

• Family/Friends

• Occupation

• Recreation

• Dreams

Dave’s DataBase

& Flow System

Dave Trujillo

“Just One Thing”

Focus on productive activities

& production takes care of itself.

“Stop actually thinking about winning and losing

and instead focus on those daily activities that

cause success.”

-Nick Saban, Head Coach, University of Alabama

The Gina Theriault Story

Work 8:00 a.m. – 2:00 p.m.

Focus on 7 Ninja activities

June – October: $154,000

Change my business.

Changed your life!

Gina Theriault HomeSmart Realty Group

Greater Denver, CO

Your Success Formula for 2015

WWW.NinjaSelling.com

Question & Answer

Type in the “Question”

section of the

GoToWebinar

control panel

on the right.

Win a free copy

at end of Chris

Sorrenti’s

presentation!

4 copies to be

given away

with

Chris SorrentiAccount Executive

for Homes.com

8 Minute Presentation

Introducing

Homes.com Premier

Where to

Start?

Start where clients start!

Homes.com Listings

It’s all in the details…

It’s all in the details…

Introducing V-Screen!!

Where do they go from here?

Homes.com Fusion Websites

Lg

Plus Homes.com Social Broadcaster, Social Wall and Reputation Manager!

Are you Mobile Ready?

And a Homes.com Fusion Website!

CALL: 888 510-8795Free copy with each purchase

Webinar SpecialHomes.com Premier $129.95 (Reg: $149.95)

Want to stand out? Homes.com Studio Design!

Now offering LIVE video backgrounds

for your Home Page!

Not enough? Ask your Account Executive about Studio Social!

Studio Design on Social Media!

CALL: 888 510-8795Free copy with each purchase

Webinar SpecialHomes.com Premier $129.95 (Reg: $149.95)

Advertising, listing enhancements, marketing tools

and reputation management: everything you need to

connect with active buyers and sellers.

Free with Premier

purchase today.

888-510-8795

Homes.com Premier

3 Critical Sales Cycles

You MUST Know

For 2015

Wed Jan 21 1 pm Eastern

SecretsWebinars.com

Michael Maher