How Ninja Selling Can Level Up Your Real Estate Business

Over the course of these videos, you've heard me talk about Ninja Selling or components of Ninja Selling. And this is the point where I do a completely unpaid endorsement of Ninja Selling. My name is Chance Brown. I'm the broker owner of CB&A Realtors. And if you're unfamiliar with Ninja Selling, it started as a book written by Larry Kindle. It's turned into seminars and installations all over the country, coaching. You name it, they've got it. And I am here to tell you that I really think after over 20 years of doing this in real estate, it is the best, simplest, most effective selling system you're going to find in real estate. And there are a few reasons for that. Number one is it's driven by mindset. Number two is the task that you're doing or the task that you should be doing in your business anyway. And it's very habit driven. And if we can establish those habits early on in our business, especially, they will last us for a lifetime. So, as agents, we often miss transactions in our sphere of influence because we're not interacting with them enough. We're not doing the right things, and we just kind of sometimes assume that because they know us, they're going to use us. The crux of ninja selling is to never let those people slip through a crack. The crux of ninja selling is really taking that referral base and making it the driving force of your business. And so if that piece of the puzzle is missing in your business, Ninja selling is really going to resonate with you. And so really quickly, just to kind of walk you through the elements, the first part of Ninja 9, which are the habits that they want you to install, are five daily habits that start with do you get your ass out of bed and go to work? Like seriously, are you getting up and going to work? If you had to open a store, would you open it on time? Would it look nice? Are you prepared? Do you look nice? Do you get up and go to work when it's time to go to work? Then we get into things like writing personal notes.

And as silly as this sounds, you write two personal notes a day. Now you've written 10 in a week. You've written 40 in a month. You have over 200 in a year. It's a really powerful way to stay in touch with people that's meaningful. And this is going to sound maybe a little crazy, but we have people that send a thank you note. And people will call them and thank you for sending them a thank you note, which is just wild, right? Then it gets into focusing on who's in your business that may or may not be buying or selling real estate in the near future. This is important because what we focus on expands. My wife just bought a new car. I had never seen this car on the road before. Now, as we drive around in it, I see that car all over the place. As it turns out, we're not the only person who bought that car. It's your reticular activating system. It's part of how your brain works. What you focus on expands. If you're paying attention to it, things will happen. It will grow your business through that because you're paying attention to the things you need to be doing to grow your business. The four weekly habits are very tactical things that you need to be doing in your business. Starting with customer service calls on a weekly schedule. If you have those scheduled at a particular time during your week, it's important for a couple of reasons. Number one, you can tie that early on as an expectation with your client. Number two, you eliminate negative surprises that come from lack of communication. Nobody likes to get a call 45 days into a listing saying, "Hey, time to lower the price." when they haven't heard from you for 45 days.

But if you're talking about it week in and week out and saying, "Hey, we're not getting a lot of activity. We probably need to just watch it for maybe another week or so and then have a conversation about lowering the price." And then a week later you're like, "Hey, we're still not getting a ton. Do we want to make a decision on this now? Do we want to wait one more week and see what happens?" And it's a continued conversation as opposed to just, hey, I know I haven't talked to you in a month and a half, but and so it's huge because it sets those expectations, but what it also does is it allows you to get referrals out of the transaction that you're in right now. And that's a big deal. We also talk about real estate reviews. Real estate reviews are a financial checkup once a year with everybody that you do business with, whether they are a client or not. If they're just in your database, you still need to be doing one. Just like you go to the doctor for a physical, just like you go to your financial adviser for an annual checkup on your investments, the largest investment these people have is probably their real estate and they need to be hearing from their trusted adviser how that investment is doing every single year. Here's the magic in real estate reviews. One out of every three should probably give you a referral.