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.

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

9. “On-Purpose Realtor”
Versus
“On-Accident Realtor”

10. The System Works!

11. Three Success Keys
Your “Mindset”
Your “Skillset”
Your “Actions”

12. Your Mindset

13. Your Mindset:
Player
or
Victim

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!

20. “Pursuer-Distancer Dance”

21. START ATTRACTING!
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?)

35. “FLOW fixes everything!”

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

57. Homes.com Featured Agent

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!

62. Win
More
Listings

63. 50% off!
CALL: 858-200-9859

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?