Three Simple Steps to High Income

Three Simple Steps to High Income With Larry Kendall, author of Ninja Selling

Step #1: Your Mindset and Your “Why”

A. Mindset: a set of beliefs or a way of thinking that determines one’s behavior, outlook, and mental attitude.

B. Discover Your “Why” (from Simon Sinek, Start with Why)

C. 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

D. Player versus Victim – Maria Vitale

 “Nobody wants to work with a ______.”

 “People prefer to work with ______.”

1  Your “vibe” is generated by what you are ______and ______.

E. Managing your Emotional Energy

F. 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

A. Your Financial Goals

B. Your Net Worth Goals

C. Your Success Formula

2  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

D. 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!”

E. Organizing Your CRM

 Family

o Names – his, hers, kids, dogs, etc.

o Birthdates – not ages!

o Anniversary dates – house, marriage

3 o Contact information – phone, email, Facebook, home address, work address

 Occupation

o Where all family members work

o Positions and titles

o Work contact information

o When they started (anniversary)

 Recreation

o Favorite hobbies

o Kids sports, arts, activities

o Favorite sports teams

o Favorite vacation spots

o Favorite restaurants

 Dreams

o To live “anywhere”

o College for kids/grandkids

o Wake-Up Money of $______

o Bucket List

F. 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

4 Step #3: Your Activities and Habits “Success is a choice and a habit.”

A. The Challenge: Each person knows ______Realtors.

B. How do you become the Realtor of Choice? ______

“Flow fixes everything!” – Clara Capano

C. Two Kinds of Flow:

1. Live Flow

 Face-to-Face, Voice-to-Voice

 50 Live Interviews per week

2. Auto-Flow

 Mail, email, social media

 3 items of value per month (36 a year)

D. The best flow: ______and ______.

E. Your calendar should drive your calls.

F. Use 8 in 8 for rebranding yourself, building a relationship, or warming a stale data base

G. Focus on productive activities and production will take care of itself.

H. The Ninja Nine: 9 Habits for Generating Business (A Trendbender!)

5 1. ______

2. ______

3. ______

4. ______

5. ______

6. ______

7. ______

8. ______

9. ______

 “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

1. F.O.R.D.

 Family:

o Associate’s Name: ______

6 o Address: ______

o Email:______

o Phone:______

o Birth date:______

o Anniversary______

o Start date: ______

o Spouse/Significant Name______o Email: ______o Phone: ______o Birth date: ______

o Children Name: ______o Birth date: ______o Notes: ______

o Children Name: ______o Birth date: ______o Notes:______

o Pets & Names:______ Occupation

o Past Occupations: ______

7 o Spouse/Significant Occupations:______

o Children Occupations: ______

 Recreation

o Hobbies:______

o Favorite sports teams______

o Favorite Restaurants______

o Favorite Vacation ______

o Other Fun:______

 Dreams/Goals

8 o ______

2. Life List (Bucket List) - Attached

3. Financial Goal Worksheet - Attached

4. Net Worth Worksheet - Attached

5. Success Formula: Financial Goal ÷ 1000 = Size of Data Base

6. 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

9  Hot List = Wants to buy/sell in next 90 days

 Warm List = Wants to buy/sell in the next year

7. Transaction Rate and becoming “Realtor of Choice”

 The National Transaction Rate is 15%

 The Transaction Rate in ______is ______%

8. FLOW System

 8 x 8 (Rebranding)

 3/month – Auto-flow – Combination or “Art” and “Science”

 50 live interviews per week

9. Ninja Training – Ninja 9 activities

10. Interview/shadow five top producers

My Life List (Reasons for Living)

Family: Occupation/Career:

1. ______1. ______

2. ______2. ______

10 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 = $ ______

11 (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)

12 $______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)