Larry Kendall Ninja Selling. Subtle Skills. Big Results.
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People love to buy but they hate to be sold. So, STOP SELLING! How can you be a top producer without selling? That’s the Ninja Way. Learn how from Larry Kendall, author of Ninja Selling. Stop selling and you will sell more! Larry’s proven system made his real estate company the most productive in the U.S. in terms of transactions per agent. He will also show you how to increase your income per hour so you can have a life.
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Larry Kendall Ninja Selling. Subtle Skills. Big Results.
- 1. Ninja Selling Stop Selling and Start Attracting Larry Kendall www.NinjaSelling.com ❖ Larry@NinjaSelling.com
- 2. 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
- 4. The Goal of Ninja Selling: “Increase your income per hour so you can have a life!”
- 5. Lee Eckroth, Corvallis, OR • $200,000 GCI in June • 43 transactions in escrow • Few nights & weekends • Annual 3 week digital escape • 1 staff
- 6. Pareto’s Principle: “Vital Few” Vilfredo Pareto (1848 – 1923)
- 7. Ninja Selling “A User-friendly Selling System”
- 8. What is a System? • You can hand it to someone • Gives predictable results • Regardless of personality • Regardless of market
- 11. Three Success Keys Your “Mindset” Your “Skillset” Your “Actions”
- 12. Your Mindset
- 14. From “Victim” to “Player” Maria Vitale LIV Sotheby’s Denver, Colorado
- 15. Diano, Maria, & Dimarco
- 16. From “Victim” to “Player” •“Nobody wants to work with a victim!” •“People prefer to work with players!”
- 17. Your “Vibe” Generated by: • What you are thinking • What you are feeling
- 18. Your Skillset
- 19. Ninja Principle #1 Stop Selling!
- 22. People Will Pay $ For Two Things • Solve a problem (pain) • Feel good (pleasure)
- 23. Ninjas ask the right questions.
- 24. STRUGGLING WITH WORK/LIFE BALANC “When I’m at work, I feel like I should be with my family. When I’m with my family, I feel like I should be working.” Mike Malvey
- 25. F.O.R.D. = Life • Family/Friends • Occupation • Recreation • Dreams (Listen for Change – Pain/Pleasure)
- 26. Mike Malvey HARMONY VERSUS BALANCE “I was seeking work/life balance and I found harmony.”
- 27. Your Actions
- 28. “Life happens at the level of movement – not words.”
- 29. Typical Realtor Mindset “They bought their house. They are good to go for the next 7 to 9 years. Where’s my next deal?” Transaction Focus
- 30. Agent contact after closing? • 13,249 households • Never: 74% • Occasionally: 20% • Regularly: 6%
- 31. Lee Cockerell (Executive VP Disney) “I’ve purchased 11 homes in my lifetime. I’ve never once had The Realtor connect with me after closing!”
- 32. Ninja Referral Mindset “These clients know at least 4 people who will be moving this year. How do I access and earn their referrals?” Referral Focus
- 33. Ninja Business Strategy 1 2 3 4 5 6 7 8 4 4 4 44 4 4 5 33 Transactions Lifetime Value? Referral MindsetRelationships!
- 34. The Challenge Each person knows 12 Realtors. (How do I become the Realtor of Choice?)
- 36. What is FLOW? “Frequency of Interaction” (Face-to-Face, Phone, Text, Email, Mail, Facebook, Social Media)
- 37. Ninja Nine Flow System Nine Habits for Success in “Generating Business” 5 Daily Habits 4 Weekly Habits
- 38. Ninja Routine • Show up! • Morning: Work “On” your business • Afternoon: Work “In” your business
- 39. Success Habit #1 (Daily) Start with Gratitudes
- 40. Show up! Time block! Stay on YOUR agenda! Stop opening your email first thing. Success Habit #2 (Daily)
- 41. Success Habit #3 (Daily) Write two personal notes.
- 42. Success Habit #4 (Daily) Focus on your “Hot List”.
- 43. Success Habit #5 (Daily) Focus on your “Warm List”.
- 44. Success Habit #6 (Weekly) Make your “Customer Calls”.
- 45. Success Habit #7 (Weekly) Two Live “Real Estate Reviews”
- 46. Success Habit #8 (Weekly) Schedule 50 “Live Interviews”. (Ask F.O.R.D. questions and listen)
- 47. Success Habit #9 (Weekly) Update your data base and look for property matches .
- 48. Your CRM (Data Base) • 60% have nothing • 40% with something + 251% • Mobile Friendly • Calendar • Simple/Easy
- 49. Your CRM (Data Base) • Realtor since 1981 • Consistent $4M to $5M • 2015: $3,903,166 • Ninja Installation & CRM • 2016: $17,411,500 Candace Harman Stuart, Florida
- 50. Ninja 9 is a “Trendbender” What happened here?
- 51. Cori Whitaker – Lynwood, WA • 9 year pro$ • Consistent 250,000/yr. • 2013: Ninja Installation • 2014: $700,000 • 2015: $1,000,000 + • 2016: $1,000,000 + • Easier “On-Purpose”
- 52. The System Works! (T.S.W.) “Follow the recipe and the cookies turn out!”
- 54. Win a signed copy of Larry’s book!
- 55. Questions or Comments? AND …. Please fill out the survey when you exit! Thank you.
- 56. Up to 50% OFF! Dan Guerrero Homes.com Sales Manager
- 58. Be Seen 1st On Homes.com!!!! You AND Your Listings!
- 59. Mobile Display
- 60. App Display
- 61. 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!
- 64. Win a signed copy of Larry’s book!
- 65. 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
- 66. Mindset, Model & Marketing! Tom Ferry SecretsWebinars.com Wed ❖ Jan 31st 1PM EST 10AM PST
- 67. 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 SecretsofTopSellingAgentsBook.com
- 68. SellMore.HOMES Woodland Hills, CA December 14th
- 69. Featured in this month’s RISMedia Real Estate magazine. ...which portal CAN you trust?