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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.
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
