Three Simple Steps to High Income
With Larry Kendall, author of Ninja Selling
Step #1: Your Mindset and Your “Why”
- Mindset: a set of beliefs or a way of thinking that determines one’s behavior, outlook, and mental attitude.
- Discover Your “Why” (from Simon Sinek, Start with Why)
- Your “Life List” - Reason’s for Living
- Family
- Career
- Recreation/Dreams
- To Be and To Give
“The quality of your life is the quality of your list.” – Dr. John Goddard
- Player versus Victim – Maria Vitale
- “Nobody wants to work with a ______.”
- “People prefer to work with ______.”
- Your “vibe” is generated by what you are ______and ______.
- Managing your Emotional Energy
- Fixed and Growth Mindsets
- Fixed: My intelligence and talent are fixed.
- Growth: I can get better with hard work.
- Virtually all great people have a ______.
Step 2: Your Goals and Success Formula
- Your Financial Goals
- Your Net Worth Goals
- Your Success Formula
- Divide your financial goal by 1,000 and that will show you how many households you need in your CRM to make your financial goal. (Each household is worth $1,000 in Gross Commission Income working the Ninja System.)
- Build your CRM (data base) to the right size
- Become the Realtor of Choice via FLOW
- Develop your skills and systems to handle the business
- Your CRM (Customer Relationship Manager) needs to be:
- Mobile friendly
- Have a calendar
- Be simple and easy to use
“Your CRM is NOT a project to finish! It IS an organic, living record of your relationships and future income. IT REQUIRES WEEKLY MAINTENANCE!”
- Organizing Your CRM
- Family
- Names – his, hers, kids, dogs, etc.
- Birthdates – not ages!
- Anniversary dates – house, marriage
- Contact information – phone, email, Facebook, home address, work address
- Occupation
- Where all family members work
- Positions and titles
- Work contact information
- When they started (anniversary)
- Recreation
- Favorite hobbies
- Kids sports, arts, activities
- Favorite sports teams
- Favorite vacation spots
- Favorite restaurants
- Dreams
- To live “anywhere”
- College for kids/grandkids
- Wake-Up Money of $______
- Bucket List
- Prioritizing Your CRM
- A = Advocate (proactively refers you)
- B = Fan (refers you if asked)
- C = Know, like, trust (will do business with you)
- D = Goal to develop a relationship
Step #3: Your Activities and Habits “Success is a choice and a habit.”
- The Challenge: Each person knows ______Realtors.
- How do you become the Realtor of Choice? ______
“Flow fixes everything!” – Clara Capano
- Two Kinds of Flow:
- Live Flow
- Face-to-Face, Voice-to-Voice
- 50 Live Interviews per week
- Auto-Flow
- Mail, email, social media
- 3 items of value per month (36 a year)
- The best flow: ______and ______.
- Your calendar should drive your calls.
- Use 8 in 8 for rebranding yourself, building a relationship, or warming a stale data base
- Focus on productive activities and production will take care of itself.
- The Ninja Nine: 9 Habits for Generating Business (A Trendbender!)
- ______
- ______
- ______
- ______
- ______
- ______
- ______
- ______
- ______
- “Stop actually thinking about winning and losing and instead focus on those daily activities that cause success.” – Nick Saban, Head Football Coach, University of Alabama
- “Are the habits you have today on a par with the dreams you have for tomorrow?” – Stephan Curry
- “People do not decide their futures. They decide their habits and their habits decide their futures.” – F.M. Alexander
Initial Goal Setting Session
- F.O.R.D.
- Family:
- Associate’s Name: ______
- Address: ______
- Email:______
- Phone:______
- Birth date:______
- Anniversary______
- Start date: ______
- Spouse/Significant Name______
- Email: ______
- Phone: ______
- Birth date: ______
- Children Name: ______
- Birth date: ______
- Notes: ______
- Children Name: ______
- Birth date: ______
- Notes: ______
- Children Name: ______
- Birth date: ______
- Notes:______
- Children Name: ______
- Birth date: ______
- Notes:______
- Pets & Names:______
- Occupation
- Past Occupations: ______
- Spouse/Significant Occupations:______
- Children Occupations: ______
- Recreation
- Hobbies:______
- Favorite sports teams______
- Favorite Restaurants______
- Favorite Vacation ______
- Other Fun:______
- Dreams/Goals
- ______
- Life List (Bucket List) - Attached
- Financial Goal Worksheet - Attached
- Net Worth Worksheet - Attached
- Success Formula: Financial Goal ÷ 1000 = Size of Data Base
- Data Base Formatting (Make sure your data base has a calendar & is mobile friendly.)
- A = Will proactively refer you
- B = Will refer you if asked
- C = Will do business with you
- E = Would like to get to know
- Hot List = Wants to buy/sell in next 90 days
- Warm List = Wants to buy/sell in the next year
- Transaction Rate and becoming “Realtor of Choice”
- The National Transaction Rate is 15%
- The Transaction Rate in ______is ______%
- FLOW System
- 8 x 8 (Rebranding)
- 3/month – Auto-flow – Combination or “Art” and “Science”
- 50 live interviews per week
- Ninja Training – Ninja 9 activities
- Interview/shadow five top producers
My Life List
(Reasons for Living)
Family: Occupation/Career:
1. ______1. ______
2. ______2. ______
3. ______3. ______
4. ______4. ______
5. ______5. ______
6. ______7. ______
7. ______8. ______
9. ______9. ______
10. ______10. ______
Recreation/Dreams: To Be & To Give:
1. ______1. ______
2. ______2. ______
3. ______3. ______
4. ______4. ______
5. ______5. ______
6. ______6. ______
7. ______7. ______
8. ______8. ______
9. ______9. ______
10. ______10. ______
“Financial Goals”
DECIDE WHAT YOU WANT!
(Not What You Think You Can Have!)
MINE TO KEEP =$ ______
(Deposit in my “Feel Good” Account)
RECREATION =$ ______
PERSONAL GROWTH = $ ______
FAMILY GROWTH = $ ______
BUSINESS GROWTH = $ ______
DEBT REDUCTION = $ ______
CREATURE COMFORTS =$ ______
(Annual Living Expenses)
CREATURE COMFORTS =$ ______
(Large Purchases)
BUSINESS COSTS =$ ______
RETIREMENT FUNDS = $ ______
TO GIVE = $ ______
INVESTMENTS =$ ______
TAXES = $______
______
RECEIVING GOAL= $ ______
Net Worth Goal Worksheet
Current Net Worth ______
(date)
What I Own (A)What I Owe (B)
$______Cash and Savings $______Current Bills
$______Automobiles (Value)$______Automobiles (Loans)
$______Retirement Plan $______Credit Card Balance
$______Insurance (Cash Value)$______Taxes Owed
$______Home Value$______Home Loan(s)
$______2nd Home/Vacation Home $______2nd Home Loan
$______Group Stock $______Line of Credit
$______Stocks/Mutual Funds $______Loans
$______Properties (Total Value)$______Property Loans
$______Other Investments$______Other Debts
$______Total$______Total
$______Net Worth (A total – B total)
Net Worth Goal ______
(date)
What I Own (A)What I Owe (B)
$______Cash and Savings$______Current Bills
$______Automobiles (Value)$______Automobiles (Loans)
$______Retirement Plan $______Credit Card Balances
$______Insurance (Cash Balance) $______Taxes Owed
$______Home Value $______Home Loan
$______2nd Home/Vacation Home $______2nd Home Loan
$______Group Stock $______Line of Credit
$______Stocks/Mutual Funds $______Loans
$______Properties (Total Value) $______Property Loans
$______Other Investments $______Other Debts
$______Total $______Total
$______Net Worth (A total)
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