Ninja Selling

1. Master Your Mind: The Foundation of Ninja Selling

"The quality of my life is determined by the quality of my thinking."

Control your thoughts and energy. Ninja Selling begins with personal mastery, emphasizing the importance of controlling your thoughts and energy. This involves practicing daily gratitude, positive reading, and affirmations to program your reticular activating system (RAS) for success. By focusing on what you want rather than what you don't want, you can expand your opportunities and achieve better results.

Develop a positive mindset. The Ninja approach teaches you to:

• Start each day with gratitude
• Visualize your goals as if they've already been achieved
• Use affirmations to reprogram your nonconscious mind
• Maintain a nonanxious presence in all situations

By mastering your mind, you create a foundation for success in both your personal and professional life.

2. Create Value Through Problem-Solving, Not Selling

"People love to buy, but they hate to be sold."

Focus on solving problems. Ninja Selling emphasizes the importance of creating value by solving customers' problems rather than pushing for a sale. This approach involves asking the right questions to understand the customer's pain and pleasure points, then offering solutions that address their specific needs.

Ask FORD questions. To create value, use the FORD framework:

• Family: Ask about their family situation
• Occupation: Inquire about their work
• Recreation: Learn about their hobbies and interests
• Dreams: Understand their future goals and aspirations

By focusing on problem-solving and creating value, you position yourself as a trusted advisor rather than a pushy salesperson, leading to more successful and satisfying transactions for both you and your clients.

3. Implement the Ninja Nine: Daily and Weekly Success Habits

"People do not decide their futures. They decide their habits, and their habits decide their futures."

Daily habits. The Ninja Nine consists of five daily habits:

1. Practice daily gratitude
2. Show up for work prepared
3. Write two personal notes
4. Focus on your hot list
5. Focus on your warm list

Weekly habits. Additionally, there are four weekly habits:
6. Make customer service calls
7. Schedule two live real estate reviews
8. Conduct fifty live interviews
9. Update your database

Consistency is key. By consistently implementing these habits, you create a structured approach to your business that generates a continuous flow of customers and opportunities. The Ninja Nine helps you focus on the vital few activities that yield the greatest results, increasing your income per hour and allowing for a better work-life balance.

4. Harness the Power of Flow to Build Lasting Relationships

"Flow is the lifeblood and oxygen of your relationships—and your business. Flow is what makes you visible and keeps you top of mind."

Maintain consistent communication. Flow refers to the frequency of interactions with your network. To become the Realtor of choice, aim for at least three auto-flow touches per month (through mail or email) and fifty live interactions per week (face-to-face or phone).

Implement the 8 in 8 strategy. This approach involves:

• Sending one piece of valuable content each week for eight weeks
• Making a phone call in week seven
• Scheduling a face-to-face meeting in week eight

By maintaining consistent, value-added flow with your network, you build stronger relationships and stay top-of-mind when clients are ready to buy or sell. This approach helps you generate a continuous stream of business without relying on pushy sales tactics.

5. Master the Four-Step Ninja Consultation Process

"In Ninja Selling, you control the process, and your customer controls the decisions."

The four steps. The Ninja Consultation process consists of:

1. Connection: Build rapport and trust in the first two minutes
2. Information: Ask questions to understand the customer's needs and motivations
3. Solution: Create potential solutions based on the information gathered
4. Proposal: Present options and allow the customer to make decisions

Focus on asking, not telling. This consultative approach emphasizes asking the right questions in the right sequence, rather than launching into a sales pitch. By giving customers time of possession and helping them become clear and confident, you increase the likelihood of a successful transaction.

Implement this process in both buyer and seller interactions to create a smooth, customer-centric experience that leads to better outcomes and higher satisfaction for all parties involved.

6. Understand and Adapt to Different Personality Types

"In order to connect with customers and treat them the way they want to be treated, you will need to understand their personalities."

The four personality types. Ninja Selling uses the DISC framework, adapted as:

• Power People (15-20%): Future-focused, goal-oriented, fast decision-makers
• Party People (25-30%): Present-focused, fun-loving, impulsive decision-makers
• Peace People (35-40%): Past and present-focused, avoid conflict, slow decision-makers
• Perfection People (15-20%): Past-focused, detail-oriented, analytical decision-makers

Adapt your approach. To effectively communicate with each type:

• Power: Be direct, focus on results and efficiency
• Party: Be enthusiastic, focus on relationships and fun
• Peace: Be patient, focus on stability and harmony
• Perfection: Be precise, focus on accuracy and data

By recognizing and adapting to different personality types, you can tailor your communication style and sales approach to better connect with each customer, leading to more successful interactions and transactions.

7. Develop a Systematic Approach to Buyer and Seller Processes

"Control your thoughts, control your feelings (your emotional energy), and you will control your vibe."

The Ten-Step Buyer Process. This systematic approach includes:

1. Greeting
2. Meeting
3. Buyer Interview
4. Buyer Packet
5. Funnel Process
6. Scale of 1 to 10
7. Dream Home Exercise
8. Whats and Whys
9. Cash or Loan?
10. What Happens Next?

The Sixteen-Step Seller Process. Key elements include:

• Prelisting Interview and Package
• Property Walkthrough
• Calendar and Timeline Discussion
• Market Analysis and Pricing Strategy
• Addressing Seller Concerns and Questions

By following these structured processes, you ensure a consistent, thorough approach to working with both buyers and sellers. This systematic method helps you address all crucial aspects of the transaction, reduce confusion and fear, and guide clients towards making informed decisions. Ultimately, this leads to smoother transactions, higher customer satisfaction, and increased success in your real estate career.

Last updated: September 8, 2024