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Your Success 
Formula for 2015, 
Simple Activities - Big Results! 
Larry Kendall 
www.ninjaselling.com
Deb Helleren 
& 
Mel McMurrin
Your Success Formula for 2015 Ft Larry Kendall
Your Success Formula for 2015 Ft Larry Kendall
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 Energy 
HIGH 
- + 
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 
Michael Maher 
Wed Jan 21 1 pm Eastern 
SecretsWebinars.com
with 
Chris Sorrenti 
Account Executive 
for Homes.com 
Introducing 
Homes.com Premier 
8 Minute Presentation 
Following Larry Kendall
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
Webinar Special 
Homes.com Premier $129.95 (Reg: $149.95) 
CALL: 888 510-8795 
Free copy of 1 of these books 
with each purchase
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. 
Randall@SeattleGoodLife.com
Eric Layne 
Charlotte, NC 
Helen Adams Realty 
Eric Layne 
Eric.Layne@HelenAdamsRealty.com
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 Sorrenti 
Account Executive 
for Homes.com 
Introducing 
Homes.com Premier 
8 Minute Presentation
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!
Your Success Formula for 2015 Ft Larry Kendall
Your Success Formula for 2015 Ft Larry Kendall
Your Success Formula for 2015 Ft Larry Kendall
Your Success Formula for 2015 Ft Larry Kendall
Your Success Formula for 2015 Ft Larry Kendall
And a Homes.com Fusion Website! 
Are you Mobile Ready?
Webinar Special 
Homes.com Premier $129.95 (Reg: $149.95) 
CALL: 888 510-8795 
Free copy with each purchase
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!
Webinar Special 
Homes.com Premier $129.95 (Reg: $149.95) 
CALL: 888 510-8795 
Free copy with each purchase
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 
Michael Maher 
Wed Jan 21 1 pm Eastern 
SecretsWebinars.com

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Your Success Formula for 2015 Ft Larry Kendall

  • 1. Your Success Formula for 2015, Simple Activities - Big Results! Larry Kendall www.ninjaselling.com
  • 2. Deb Helleren & Mel McMurrin
  • 6. The Goal of Ninja Selling “Increase your income per hour so you can have a life!”
  • 7. Dr. FLOW Wynn Washle, Ph.D 50 – 75 sides/year Few nights/weekends 9–12 weeks vacation
  • 8. Ninja Principle: Build a Relationship Business Focus first on people who know you.
  • 10. “15% - 20% Transaction Rate” Rule of Thumb
  • 11. U.S. Transaction Rate • 120 million = # of households • 78 million = owners • 6 million = # of home sales • 12 million = # transactions • 15.2% = transaction rate
  • 12. Ninja Mindset There are 15 - 20 transactions per year for every 100 owner households who know me. (Focus first on people who know me.)
  • 13. Ninja Mindset There are 15 transactions for every 100 households who know me. (Focus first on people who know me.)
  • 14. Challenge Each person knows 10.2 real estate agents. (How do I become the Realtor of Choice?)
  • 16. 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
  • 17. FLOW “Frequency of Interaction”
  • 18. FLOW “You are either VISIBLE or you are INVISIBLE.”
  • 19. Ninja Daily Routine • Show up! • Morning: Work “On” your business (FLOW) • Afternoon: Work “In” your business (list/sell)
  • 20. Start your day with Gratitude
  • 21. Emotional Energy HIGH - + LOW High Negative Low Negative High Positive Low Positive
  • 22. 7 Simple Activities – Big Results! Seven Activities for Success in “Generating Business”
  • 23. Success Activity #1 (Daily) Show up! Stop opening your email first thing. Instead, do one hour of productive work first.
  • 24. Success Activity #1 (Daily) Stay on YOUR agenda.
  • 25. Success Activity #2 (Daily) Write two personal notes daily.
  • 26. Three Magic Phrases • “Thank you…” • “Congratulations…” • “I was just thinking of you and…”
  • 28. 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
  • 29. “Who can I write a contract with this week?”
  • 30. “What you focus on EXPANDS!”
  • 32. Win a free copy NOW 8 copies to be given away during this webinar!
  • 33. 3 Critical Sales Cycles You MUST Know For 2015 Michael Maher Wed Jan 21 1 pm Eastern SecretsWebinars.com
  • 34. with Chris Sorrenti Account Executive for Homes.com Introducing Homes.com Premier 8 Minute Presentation Following Larry Kendall
  • 35. 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
  • 36. Webinar Special Homes.com Premier $129.95 (Reg: $149.95) CALL: 888 510-8795 Free copy of 1 of these books with each purchase
  • 37. Back to Larry Kendall
  • 38. 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
  • 39. 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.
  • 40. Success Habit #5 (Weekly) Focus on your “Customer Service Calls”.
  • 41. Your Best Source of Referrals Active Customers
  • 42. Remember “Your next transaction is embedded in this transaction.”
  • 43. 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
  • 44. Success Activity #6 (Weekly) Schedule two “Real Estate Reviews”.
  • 45. Randall O’Dowd Randall O’Dowd Seattle, WA Windermere Real Estate Wall Street, Inc. Randall@SeattleGoodLife.com
  • 46. Eric Layne Charlotte, NC Helen Adams Realty Eric Layne Eric.Layne@HelenAdamsRealty.com
  • 47. 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
  • 48. Success Activity #7 (Weekly) Schedule 50 “Live Interviews”. Ask F.O.R.D. questions and listen for change.
  • 49. F.O.R.D. • Family/Friends • Occupation • Recreation • Dreams
  • 50. Dave’s DataBase & Flow System Dave Trujillo
  • 52. Focus on productive activities & production takes care of itself.
  • 53. “Stop actually thinking about winning and losing and instead focus on those daily activities that cause success.” -Nick Saban, Head Coach, University of Alabama
  • 54. 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
  • 57. Question & Answer Type in the “Question” section of the GoToWebinar control panel on the right.
  • 58. Win a free copy at end of Chris Sorrenti’s presentation! 4 copies to be given away
  • 59. with Chris Sorrenti Account Executive for Homes.com Introducing Homes.com Premier 8 Minute Presentation
  • 63. It’s all in the details…
  • 64. It’s all in the details…
  • 66. Where do they go from here?
  • 68. Lg Plus Homes.com Social Broadcaster, Social Wall and Reputation Manager!
  • 74. And a Homes.com Fusion Website! Are you Mobile Ready?
  • 75. Webinar Special Homes.com Premier $129.95 (Reg: $149.95) CALL: 888 510-8795 Free copy with each purchase
  • 76. Want to stand out? Homes.com Studio Design! Now offering LIVE video backgrounds for your Home Page!
  • 77. Not enough? Ask your Account Executive about Studio Social! Studio Design on Social Media!
  • 78. Webinar Special Homes.com Premier $129.95 (Reg: $149.95) CALL: 888 510-8795 Free copy with each purchase
  • 79. 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
  • 80. 3 Critical Sales Cycles You MUST Know For 2015 Michael Maher Wed Jan 21 1 pm Eastern SecretsWebinars.com