Larry Kendall shares Your Success Formula for 2015 with the Ninja Principles

1. Your Success
Formula for 2015,
Simple Activities - Big Results!
Larry Kendall
www.ninjaselling.com

2. Deb Helleren
&
Mel McMurrin

5. Your Success Formula for 2015

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.

9. The Opportunity

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?)

15. The Solution: FLOW!

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…”

27. Ivanka Trump

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!”

31. Two minute break

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

51. “Just One Thing”

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

55. Your Success Formula for 2015

56. WWW.NinjaSelling.com

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

60. Where to
Start?

61. Start where clients start!

62. Homes.com Listings

63. It’s all in the details…

64. It’s all in the details…

65. Introducing V-Screen!!

66. Where do they go from here?

67. Homes.com Fusion Websites

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