Larry Kendall Ninja Selling. Subtle Skills. Big Results

Ninja SellingStop Selling and Start Attracting

Larry Kendall

www.NinjaSelling.com

❖ [email protected]

Larry Kendall

● Master’s Degree in Business Administration & practicing agent 44 years.

● Founding partner & Chairman Emeritus of The Group, Inc., RealTrends & Realtor

Mag’ “most productive real estate company in America.”

● Teacher 10 years Colorado State University College of Business

● 2006 Colorado Realtor of the Year

● Creator of NINJA SELLING system with over 60,000 graduates

● Author of Ninja Selling an Amazon best seller & the #1 New Release

● On a mission to help people bring out their best

The Goal of Ninja Selling:

“Increase your incomeper hour so you canhave a life!”

Lee Eckroth, Corvallis, OR

• $200,000 GCI in June

• 43 transactions in escrow

• Few nights & weekends

• Annual 3 week digitalescape

• 1 staff

Pareto’s Principle: “Vital Few”

Vilfredo Pareto (1848 – 1923)

Ninja Selling

“A User-friendly Selling System”

What is a System?

• You can hand it to someone

• Gives predictable results

• Regardless of personality

• Regardless of market

“On-Purpose Realtor”Versus

“On-Accident Realtor”

The System Works!

Three Success Keys

Your “Mindset”

Your “Skillset”

Your “Actions”

Your Mindset

Your Mindset:

Player

or

Victim

From “Victim” to “Player”

Maria VitaleLIV Sotheby’s

Denver, Colorado

Diano, Maria, & Dimarco

From “Victim” to “Player”

•“Nobody wants towork with a victim!”

•“People prefer towork with players!”

Your “Vibe”

Generated by:

• What you are thinking

• What you are feeling

Your Skillset

Ninja Principle #1

Stop Selling!

“Pursuer-Distancer Dance”

START ATTRACTING!Stop Selling!

People Will Pay $ For Two Things

• Solve a problem (pain)

• Feel good (pleasure)

Ninjas ask the right questions.

STRUGGLING WITH WORK/LIFE BALANCE

“When I’m at work, I feel like Ishould be with my family.When I’m with my family, I feellike I should be working.”

Mike Malvey

F.O.R.D. = Life• Family/Friends

• Occupation

• Recreation

• Dreams

(Listen for Change – Pain/Pleasure)

Mike Malvey

HARMONY VERSUS BALANCE

“I was seeking work/lifebalance and I foundharmony.”

Your Actions

“Life happens at the levelof movement – not words.”

Typical Realtor Mindset

“They bought theirhouse. They are goodto go for the next 7 to 9 years. Where’s mynext deal?”

Transaction Focus

Agent contact after closing?

• 13,249 households

• Never: 74%

• Occasionally: 20%

• Regularly: 6%

Lee Cockerell (Executive VP Disney)

“I’ve purchased 11homes in my lifetime.I’ve never once hadThe Realtor connectwith me after closing!”

Ninja Referral Mindset

“These clients know atleast 4 people whowill be moving thisyear. How do I accessand earn theirreferrals?”

Referral Focus

Ninja Business Strategy

1

2

3

4

5

6

7

84

4

4

44

4

45

33 Transactions Lifetime Value?

Referral MindsetRelationships!

The ChallengeEach person knows 12 Realtors.(How do I become the Realtor of Choice?)

“FLOW fixes everything!”

What is FLOW?“Frequency of Interaction”(Face-to-Face, Phone, Text, Email, Mail, Facebook, Social Media)

Ninja Nine Flow SystemNine Habits for Success in

“Generating Business”

5 Daily Habits

4 Weekly Habits

Ninja Routine• Show up!

• Morning: Work “On” your business

• Afternoon: Work “In” your business

Success Habit #1 (Daily)Start with Gratitudes

Show up! Time block!

Stay on YOUR agenda!

Stop opening your email first thing.

Success Habit #2 (Daily)

Success Habit #3 (Daily)Write two personal notes.


Focus on your “Hot List”.


Focus on your “Warm List”.

Success Habit #6 (Weekly)

Make your “Customer Calls”.


Two Live “Real Estate Reviews”


Schedule 50 “Live Interviews”.(Ask F.O.R.D. questions and listen)


Update your data base and lookfor property matches .

Your CRM (Data Base)

• 60% have nothing

• 40% with something + 251%

• Mobile Friendly

• Calendar

• Simple/Easy

Your CRM (Data Base)

• Realtor since 1981

• Consistent $4M to $5M

• 2015: $3,903,166

• Ninja Installation & CRM

• 2016: $17,411,500

Candace HarmanStuart, Florida

Ninja 9 is a “Trendbender”

What happened here?

Cori Whitaker – Lynwood, WA

• 9 year pro$

• Consistent 250,000/yr.

• 2013: Ninja Installation

• 2014: $700,000

• 2015: $1,000,000 +

• 2016: $1,000,000 +

• Easier “On-Purpose”

The System Works! (T.S.W.)

“Follow the recipe and the cookies turn out!”

Win a signed

copy of Larry’s

book!

Questions or Comments?

AND …. Please fill out the survey when you exit! Thank you.

Up to 50%

OFF!

Dan GuerreroHomes.com Sales Manager

Homes.com Featured Agent

Be Seen 1st On Homes.com!!!!

You AND Your Listings!

Mobile Display

App Display

Featured Agent

● Target by CITY to maximize traffic

● Display ALL of your listings

● Block your competition with guaranteed 1st

page placement

● Drive traffic to your personal WEBSITE

● Win NEW listings by showcasing your marketing

strategy on Homes.com!

Win More

Listings

50% off!

CALL: 858-200-9859

Win a signed

copy of Larry’s

book!

Official book release mid-September

“Don’t just read the book; execute the ideas."

“The ingredients for success are on these pages.”

Chris Smith, the forward

Joe Sesso, Author

Available on Amazon.com

Mindset, Model & Marketing!

Tom Ferry

SecretsWebinars.com

Wed ❖ Jan 31st1PM EST 10AM PST

Official book release mid-September

“Don’t just read the book; execute the ideas."

“The ingredients for success are on these pages.”

Chris Smith, the forward

Joe Sesso, Author

Available on Amazon.comSecretsofTopSellingAgentsBook.com

SellMore.HOMES

Woodland Hills, CA December 14th

Featured in this month’s RISMedia Real Estate magazine.

...which portal CAN you trust?