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The Best of The Ninja Retreat Best Practices of Practicing Ninjas

A Webinar with Larry Kendall

A. The Difference:

The Ninja Installation is the ___________________.

The Ninja Retreat is the ______________________.

B. The Goal of Ninja Selling: Increase your income per hour so you can have a life.

5 “Patterns” that increase income per hour:

1. ______________________________________________

2. ______________________________________________

3. ______________________________________________

4. ______________________________________________

5. ______________________________________________

C. Ninjas and Key Take-a-ways:

1. Wynn Washle – “Doctor Flow” (wwashle@thegroupinc.com)

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2. From Rookie to Ninja:

Maegan Duggar (mduggar@thegroupinc.com)

Paul Schnaitter (pschnaitter@thegroupinc.com)

3. The Board Breaking Experience: What you focus on expands!

The Power of Focus: NFER = Net Forward Energy Ratio

NFER = 60/40 = 1.5 NFER = 80/20 = 4.0

NFER = 90/10 = 9.0 NFER = 100/0 = _________

40% 60% 20% 80%

10% 90% 100%

Full On

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The Board Breaking Metaphor:

1. _________________________________________________

2. _________________________________________________

3. _________________________________________________

4. _________________________________________________

5. _________________________________________________

4. Wake-Up Money

_______% = Investors (___% Wall Street)

Monthly Investor Workshop

_______% = sales rate

More wealth is created through real estate than through any other investment.”

- Dr. Thomas Stanley, Author, The Millionaire Next Door

“Only invest in things you understand.” – Warren Buffett

A Simple Investment

______________________________________________

______________________________________________

______________________________________________

United States Home Prices: (House Price Index, www.fhfa.gov)

o ________% house appreciation since 1991

o $100,000 example house price in 1991

o $____________ = example house price in 2012

o $20,000 down payment in 1991

o 15 year loan – property is now free and clear

o $20,000 in 1991 = $________________ in 2012

http://www.fhfa.gov/

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5. Dave Trujillo – Your Best Year So Far: (dtrujillo@thegroupinc.com)

6. Joanne DeLeon – Dynamic Pricing: (jdeleon@thegroupinc.com)

7. Chris Doyle – Listing and Referral Master: (cdoyle@thegroupinc.com)

Customers expect a ___________________________.

Sellers are hiring a ____________________________.

A process is the first step to __________________________.

__________________________ is the key to referrals.

Why do people refer? _________________________________________________

Chris’s referral dialogue:

“When you feel I’ve earned your trust & confidence, would you do one thing for me?

Help me find more people just like you.”

8. Tami Spaulding – Building Your Business & Your Life (tspaulding@thegroupinc.com)

Run your business like a _________________ and you will have a ____________.

The Power of ________________________.

Invest more time up front in your _______________________________.

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9. Jimmy D. (The Original Ninja) - The Ninja Path (ride123@aol.com)

The Power of ________________________________________.

(little things, little decisions, little actions repeated over time)

Ninja – It’s easy to ___________. It’s easy _________________.

Your mindset: __________________ or ______________________.

“To give anything less than your best is to sacrifice the gift.” – Steve Prefontaine

10. Patterns of Excellence

____________________________

____________________________

____________________________

Play ________________________

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Customer Service Calls

A. Reasons to Call (Have a reason to call that adds value to the customer.) 1. Sellers – update

2. U/C Buyers – update

3. Active Buyers – update

4. Recent closed customers – do you need anything?

5. Referral Sources – thank-you and update on progress

6. Anniversaries – “Guess what we were doing 7 years ago this week.”

7. Birthdays

8. 8 in 8 system

9. Tickets and “give-aways”

10. Annual market update (Real Estate Review)

11. “Have’s and Wants”

12. Thank-you, Congratulations, Thinking of You and …….

B. F.O.R.D. System - Rapport Building/Prospecting/Negotiating

Family

Occupation

Recreation

Dreams (goals)

C. Five Step Calling Process

1. Salutation

2. Look for common ground – F.O.R.D.

3. Purpose of my call – one of 12 reasons to call listed above

4. End on common ground – F.O.R.D.

5. 3 to 5 minutes max

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15 Post Closing Calls

1. 2-Day follow-up (Any surprises or unmet expectations in the house?)

2. 2-Week (Are they starting to get unpacked/getting pictures up on the walls?)

3. 1-Month (Have they met their neighbors yet?)

4. 3-Month (How is the home working out?)

5. 6-Month (Annual Call)

6. Anniversary of Closing (Annual Call)

7. Reminder of Her Birthday (3 days prior to her birthday)

8. Wish Her Happy Birthday

9. Reminder of His Birthday (3 days prior to his birthday)

10. Wish Him Happy Birthday

11. Remind him of Wedding Anniversary (3 days prior)

12. Wish her happy Wedding Anniversary

13. Call each child on their Birthday

14. Call for tickets to sporting events, plays, upcoming activities

15. Set up a home visit (3-5 months post close)

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FUN FACTS

Names: __________________________________________

_________________________________________________

Birthdates: _______________________________________

________________________________________________

Children: ________________________________________

________________________________________________

Children’s Birthdates: ______________________________

________________________________________________

Wedding Anniversary: _____________________________

E-Mail: _________________________________________

Favorite Local Restaurant:

________________________________________________

Favorite Sport Team:

_________________________________________________

Mon

day

Tuesday

Wed

nesday

Thursday

Friday

Saturday

Sund

ay

7:00

amExercise

Exercise

Exercise

Exercise

Exercise

8:00

amGet re

ady to start the

 day

Get re

ady to start the

 day

Get re

ady to start the

 day

Get re

ady to start the

 day

Get re

ady to start the

 day

Write Affirmations

Write Affirmations

Write Affirmations

Write Affirmations

Write Affirmations

Match BH Morning

 New

s with

 hot list 

& warm list.  Co

ntact p

rospects with

 matches.

Match BH Morning

 New

s with

 hot list 

& warm list.  Co

ntact p

rospects with

 matches.

Sales M

eetin

g & Tou

rMatch BH Morning

 New

s with

 hot list 

& warm list.  Co

ntact p

rospects with

 matches.

Match BH Morning

 New

s with

 hot list 

& warm list.  Co

ntact p

rospects with

 matches.

Write 3 pe

rson

al Notes

Write 3 pe

rson

al Notes

Write 2 pe

rson

al Notes

Write 2 pe

rson

al notes

Gathe

r data for 2

 Real Estate  

Review

s.  Call and

 set a

ppointem

ents 

to present each. Call all clients u

nder 

contract.

Plan

 Ope

n Ho

use for n

ext w

eek.  

Gathe

r neighbo

rhoo

d data, order 

postcards, flyers, etc.  Ca

ll seller to 

insure hom

e is parade

 ready

Send

 Client Con

nect                 

item fo

r this w

eek                   

Call and sche

dule                    

2 lunche

s for next w

eek

Contact e

ach seller.                  

Provide show

ing feed

back, H

it Tracker info, upd

ate on

 neighbo

rhoo

d listin

gs.

Make 13

 FORD

 calls /visits            

Listen

 for change                    

Look

 for w

ays to add value

Make 13

 FORD

 calls /visits            

Listen

 for change                    

Look

 for w

ays to add value

Make 12

 FORD

 calls /visits            

Listen

 for change                    

Look

 for w

ays to add value

Make 12

 FORD

 calls /visits            

Listen

 for change                    

Look

 for w

ays to add value

10:30am

11:00am

12:00p

mLunch with

 Ambassador*

Lunch with

 Ambassador*

1:00

pmSkills G

roup

*Sund

ay

2:00

pmRe

alEstate

Review

*Ope

n

Nin

ja P

erfe

ct W

eek

- W

ayne

svill

e

9:00

am      

to           

10:30am

2:00

pmRe

al Estate Re

view

Ope

n

3:00

pmAfternoo

n Off

House

4:00

pmAfternoo

n Off

5:00

pmRe

al Estate Re

view

*Afternoo

n Off

6:00

pm

7:00

pm

8:00

pm

Person

al Tim

eTime left to

 Sho

w prope

rty/Listing appts a

nd ta

ke care of transactions ‐ 29

hours

Ninja Business b

uilding Activities

*Times TBD

 each week

Person

al Care

Key 

29Ho

urs L

eft

12/7/201

2

The Perfect Week

“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

The Perfect Week Incentive Plan rewards those agents who consistently perform the outlined activities for the current quarter. Agents will be required to track their activities and submit a weekly score card to their Broker In Charge each Friday. In order to qualify for the incentive program, agents must have an average weekly score of 75 points or more.

The agents who achieve this goal will be rewarded with an additional 2% added to their Agent Split per the Company Compensation Plan for the following quarter. (i.e.: Agents who achieve their goals in Quarter 1 will receive the additional 2% added to their Agent Split for all of Quarter 2 and agents who achieve their goals in Quarter 2 will receive the additional 2% added to their Agent Split for all of Quarter 3, etc.)

Agent Scorecard“Throughout my career, I have recognized that

successful agents practice business generating activities on a daily basis. Based on my strong

desire for all our associates to reach their potential we have developed a compensation plan that rewards a commitment to those daily actions.”

Neal Hanks

Questions? Contact your Broker In Charge or Holly Dahl

The Perfect Week Incentive Plan

“It’s being held accountable for things that you need to do that will help you reach your goals in life.” Nat Green, marketing strategist

To learn more or sign up for the program, contact your Broker in Charge.

Earn 2%

More!

Beverly-Hanks Ninja Agent Scorecard

Name:

Week of:

"We become what we do repeatedly. Excellence , therefore, is not an act. It is a habit" - Aristotle

Begin with a weekly meeting with yourself Points Your ScoreM T W TH F 10In the office at 9 am working ON your business, 2 points per dayWrite out your daily affirmationsM T W TH F 102 points per dayWrite two personal handwritten notes per dayM T W TH F 101 point per note (up to 10 points per week)Attend Sales Meeting & Tour (5 points each)Take away? Best Value?Review Hot List/Warm Lists DailyDaily compare with BH Morning NewsCall All Buyers and Sellers that are under contract weekly 5

Contact 50 people a week, ask FORD questions & listen for change 15

Update DatabaseReview "These People Probably Want to Buy or Sell Real Estate" 5Build database to a minimum of 200.

I attended a skills group & practiced _________________ skill. 10Send something of Value to your contactsSend out weekly Client Connect item 105 points for every 25 sent2 Unsolicited Real Estate Reviews weekly1=5 points, 2=10 points, 10

Weekly Activities 100(Activities to Produce flow, educate, enhance business) MAXBonus Points - Schedule 2 lunches with your Ambassadors 5Send an Outgoing Referral 5Conduct Open House 5(Bonus Points are available if weekly points are less than 100) 100Total Score MAX

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Webinar - Best of the Ninja RetreatTami Spaulding - Business Analysis- BOTNRNinja Perfect Week- BOTNR