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Three Simple Steps to High Income With Larry Kendall, author of Ninja SellingStep #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 LivingFamilyCareerRecreation/DreamsTo Be and To Give“The quality of your life is the quality of your list.” – Dr. John GoddardPlayer 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 EnergyFixed and Growth MindsetsFixed: 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 FormulaYour Financial Goals Your Net Worth Goals Your Success FormulaDivide 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 FLOWDevelop your skills and systems to handle the business Your CRM (Customer Relationship Manager) needs to be: Mobile friendlyHave a calendarBe 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 CRMFamilyNames – his, hers, kids, dogs, etc. Birthdates – not ages!Anniversary dates – house, marriageContact information – phone, email, Facebook, home address, work addressOccupationWhere all family members workPositions and titlesWork contact information When they started (anniversary)RecreationFavorite hobbiesKids sports, arts, activities Favorite sports teams Favorite vacation spots Favorite restaurantsDreamsTo live “anywhere”College for kids/grandkidsWake-Up Money of $___________Bucket ListPrioritizing Your CRMA = Advocate (proactively refers you)B = Fan (refers you if asked)C = Know, like, trust (will do business with you) D = Goal to develop a relationshipStep #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 CapanoTwo Kinds of Flow:Live FlowFace-to-Face, Voice-to-Voice50 Live Interviews per weekAuto-Flow Mail, email, social media3 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 baseFocus 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:____________________________________________________OccupationPast Occupations: __________________________________________________________________________________________________________________________________Spouse/Significant Occupations:________________________________________________________________________________________________________________________Children Occupations: __________________________________________________________________________________________________________________________________Recreation Hobbies:___________________________________________________________________________________________________________________________Favorite sports teams_____________________________________________________________________________________________________________________________Favorite Restaurants________________________________________________________________________________________________________________________Favorite Vacation __________________________________________________________________________________________________________________________________Other Fun:_______________________________________________________________________________________________________________________________Dreams/Goals______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________Life List (Bucket List) - AttachedFinancial Goal Worksheet - AttachedNet Worth Worksheet - AttachedSuccess Formula: Financial Goal ÷ 1000 = Size of Data BaseData Base Formatting (Make sure your data base has a calendar & is mobile friendly.)A = Will proactively refer youB = Will refer you if askedC = Will do business with youE = Would like to get to knowHot List = Wants to buy/sell in next 90 daysWarm List = Wants to buy/sell in the next yearTransaction Rate and becoming “Realtor of Choice” The National Transaction Rate is 15%The Transaction Rate in ______________________ is ______%FLOW System8 x 8 (Rebranding) 3/month – Auto-flow – Combination or “Art” and “Science”50 live interviews per weekNinja 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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