Ninja Path

The Art of Working the 4th Quarter

Join the discussion with Master Ninja Coach Clara Capano to help you maximize your efforts in the 4th quarter to finish the year strong and prep for 2021.

First Words.
First Impressions.

What we say and what we don't can leave a tremendous impression on our friends, family, and prospects and clients.  Larry Kendall's outstanding video will shine a light on this very important aspect of our business.

The Modern
Open House

Building Habits
That Last

Working Your
Listing

Learn to leverage your current listing into additional transaction - “My next transaction is embedded in this transaction.

Key Ingredients
of Ninja

Coaching session with Master Ninja Coach Clara Capano, sponsored by Atlantic Coast Mortgage.  

Top Trendbenders

Have you ever seen someone double or triple their income in a very short time? How did they do it? Success leaves clues we call “Trendbenders”.

In this lesson, Larry Kendall will share the Top 10 Trendbenders we’ve seen Ninjas using to dramatically Increase their incomes per hour so they can have a life

Simplest Pricing
Dialogue

Larry Kendall's short video is packed with ideas and dialogue that enable you to gain the right price for the home at the listing presentation.  Learn about Larry's 3 rules of powerful communication  and 5 simple questions to ask your seller to help them gain clarity and move toward the right price.

How to Get Referrals
without Asking

Discussion lead by Clara Capano. Sponsored by Atlantic Coast Mortgage.

Book mentioned: Generating Business Referrals Without Asking

House Price Index (Quarterly Report)

Adding Value in
Challenging Times

Coaching session with Master Ninja Coach Clara Capano, sponsored by Atlantic Coast Mortgage.

Buyers Act
1 - 2 - 3

Success with buyers is a 3 Act Play.  Act 1 – The Buyer Counseling Interview. Act 2 is properly showing property. Act 3 is knowing how to close your buyer.

The Ultimate
Closing Gift

Take a look at the Ninja Selling science behind the ultimate selling gift.

Working with Buyers /
Clarifying Questions

In this webinar you will learn:

• Successful showing strategies.

• How to handle “We want to think about it.”

• Soft Closes that never put you in the position of being rejected.

• A strategy to increase your closing ratio by 50%.

• How to help buyers find their home 80% of the time on the 1st or 2nd time out

• Six ways to eliminate/reduce buyer’s remorse.
  
  

Building a
Smart Business

Why do so many real estate agents burnout? They didn’t build a Smart Business. Learn the keys to building a Smart Business that is sustainable over time.

In this webinar you will learn:

• The foundational keys to building a smart business

• How to have high income per hour and a life

• The 5 keys to accessing an abundance of referrals

• How to calculate the lifetime value of your clients

• How to become a “Category of One”

Financial
Intelligence

Money alone is not wealth - financial intelligence is wealth. Larry Kendell covers some financial intelligence basics to help you understand cost, price, expense, value, and investment

The Power of
Real Estate Reviews

Want to position yourself as a “Proactive Trusted Advisor” versus a salesperson?  Properly completed real estate reviews will build relationships and increase your income.  

Larry’s special guest, Ninja Coach Garrett Frey, will help you learn:

• How to properly conduct a real estate reviews

• How they result in referrals 40% of the time

• “Do’s” and “Don’ts” of real estate reviews

• The biggest regret of real estate reviews

• The single most powerful question you can ask

Your Ninja
Business Plan

2021 Business Planning

2021 Business Planning with Clara Capano, sponsored by Atlantic Coast Mortgage

Real Estate Reviews: The Heart of a Ninja

FLOW Fixes Everything

The secret to building a repeat and referral business is FLOW – frequency of interaction. Learn about both “Live-Flow” and “AutoFlow.” Whether you are in a sales slump or building your business, FLOW fixes everything!  

For those who are anxious about getting back into FLOW with clients you’ve lost touch with, I found this “Apology Script” that can help you ease back into the relationship. It’s not Ninja but you can certainly rework to incorporate the things you’ll want to touch on.

Ninja 5 & Building
Your Database

Better understand the importance of your CRM (Customer Relationship Manager) in your ability to create flow to help you stay on top of FORD and the top 5 Ninja practices.

Negotiate Like a Ninja

Hosted by Clara Capano

Sponsored by Atlantic Coast Mortgage

The 5 Points of Negotiation

Learn to use the Five Points of Negotiation to improve your odds of winning in a contract negotiation. These Five points will also help you to counsel buyers and sellers BEFORE you are in an actual negotiation.  

Working Your
Warm & Hot List

Clara Capano reviews the new Ninja Business Tracker, how to track your warm and hot list, and how to start building your lists and identifying your contacts that are warm and those that are hot, and those that move from warm to hot.

Green Light Selling

Buyer Fears and the Funnel Process

 Learn how to handle a buyer’s 4 greatest fears using the “funnel process.” By removing their fears upfront in the buyer counseling interview, buyers now have the “green light” to buy when they see a home they like.

Your Value Proposition

At the end of this session, you will be able to articulate your value proposition to a seller using the Ninja value clarification question and their 5 points of value.

Managing Buyer Expectations

At the end of this session, you will be able to better manage buyer’s expectations using an approach called “Suggestology” developed by Bulgarian psychotherapist Georgi Lazanov. Sometimes buyers just need permission to make a decision they really want to make but, for whatever reason, are afraid of making. You will learn that buyers are very suggestible and will use two examples (“Their Odds” and “The 85% Perfect Home”) to suggest to them that it is OK to purchase a home today that is less than perfect.

Answering "Hows the Market"

This is the most asked question Realtors receive. At the end of this session, you will know how to answer this question in a way that opens the door to future business. You will also learn how to avoid the traps many Realtors step in when they answer, “how’s the market?” You will also have the opportunity to rehearse your response so that it becomes automatic.

Love is the Antidote to Fear - Managing Your Emotional Energy

At the end of this session, you will be able to manage your emotional energy by learning strategies to combat fear and negative energy. You will learn how your brain is wired on two mutually exclusive pathways – love and fear. Fear is the absence of love and love is the absence of fear. You can only be on one pathway at a time.  

Daily Actions to Achieve Your Goals

Through this session, you will be introduced to the science of goal achievement through the 4 Disciplines of Execution (4DX) formula. When you focus on productive Ninja Nine activities, your production takes care of itself.

The Calendar Solution

At the end of this session, you will be able to use the Calendar Solution (Step 5 in the Seller Process) to shift the seller’s focus to a schedule or timetable for their move. This step creates a greater connection with your seller as you and your seller jointly problem solve the timetable together. 

Win Listings with
Virtual Viewing

Both buyers and sellers are more comfortable today with virtual viewing of listings online. In this session, learn the specific actions you can take to improve virtual viewing and win more listings!

Negotiate Home Plate

This session reviews the five negotiating points of a contract to think two or three moves ahead in a negotiation. Learn to negotiate home plate (closing) versus just first base (under contract). As a result, you'll have fewer contract cancellations.

The Buyer Process

Clara Capano

Clara highlights commonly missed steps in the buyer process. Going through the full buyer process helps buyers understand what is expected, improves communication, and sets the stage to qualify properties.

Working with Buyers

Act I

Clara reviews the 10 Step Buyer process. When the market speeds up, we are more inclined to cut out the steps. Ninjas who have the most success take their time and stay true to the process. Clara goes through the 10 step process and highlights the areas that are often missed.