The Ninja Selling Podcast: Being Grateful for Change

Being Grateful for Change

Aug 19, 2021

Following up on our recent conversations about being adaptable as we enter a post-COVID marketplace, today Matt and Garrett talk about embracing change and accepting that there is never one constant “normal” in real estate. Garrett explains that agents who have been able to adapt along the way are doing extremely well, and that change is a good thing as it forces us to recalibrate and move out of our comfort zone to learn new skills and grow. People also reach out to the people they trust during times of change, and it’s up to you to be able to help them navigate through it. If you are knowledgeable and primed for market shifts early on, this positions you to be a true guide and trusted advisor for your clients.

Our hosts offer their best advice for leaning into change rather than resisting it. They encourage listeners to surround themselves with people who learn and adapt as well, use affirmations, and to always be on the lookout for trends and data points that will help prepare you for what’s to come. Matt and Garrett draw parallels between changes in real estate to changes in our bodies and health and fitness goals as time goes on, and they discuss the example of lily pads on a pond to illustrate the power of being open and aware of change before others even realize what’s happening. Of course, once you think you have a conclusion, tomorrow is a new day and everything could change again, but this is why it’s so important to be ready for anything, and to be grateful for these constant opportunities to improve and flourish.

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Episode Highlights:

Going through COVID, agents are wondering when we’ll get back to “normal,” but there is no such thing in real estate
There is never one constant “normal,” and today’s episode is about being grateful for change
People who are able to adapt and avoid fixating on when the “good old times” will be coming back are actually doing extremely well
To have a neutral market, the traditional stat is that you must have about six months of inventory
Sellers market versus Buyers market
Market shifts are usually gradual or “trending” rather than drastic changes like in 2008 or 2020
Since everything is always changing, it’s important to learn how to live in that changing environment and lean into it
The only constant is change
But there are still elements in your life that need to remain consistent, such as exercising every day, to help you stay in a positive, adaptable mindset
The marketplace is constantly changing, which is similar to our bodies - we can do things in our 20s and 30s that we can’t necessarily continue as we get older
We need to be constantly adapting around this change
Parallels to health and fitness goals
When things change, it forces you to recalibrate and find a new way of doing things that might be outside of your comfort zone - this enables you to learn new skills and grow
The other constant in real estate is that relationships always perform well, but the tactics you use to foster these may change based on circumstances (e.g., not being able to meet in person during COVID)
When things change, people reach out to the people they trust for guidance
It’s up to you to to be able to help people navigate through this change, but if you can’t adapt yourself, then you can’t find a path for them
Change is where innovation and growth comes from
Our non-conscious brain is resistant to change
Look around at the people you’re surrounded by - are they crabs or lobsters, who are pulling you back?
Try to seek out people who embrace change and have a positive mindset
Affirmations also help your subconscious open up to a different perspective and calm the anxiety that naturally comes up when things change
The goal of a Ninja is to be able to open and aware of change before most people realize it’s happening - this positions you to be a true guide and trusted advisor
Example of lily pads on the pond
You need to do your research and talk to people to find out what’s going on so you can be prepared for it
And even once you think you have a conclusion, tomorrow is day one again and everything could change

Quotes:

“That's the one thing that we can always be sure about, is that there will be another change.”

“People were able to adapt to change and not go, Oh my gosh, when's the good old times going to come back? They are doing extremely well and did extremely well through this time that we just went through.”

“We don't really pay attention a lot of the time to the pace of change, because it's usually gradual. There are a few instances where it's drastic, 2008 and 2020 - drastic change...but usually it’s gradual.”

“If everything's always changing, why don't we just learn how to live in that changing environment?”

“There's those that adapt to change, and there's those that are waiting for the good old days to come back. The ones that adapt to change, flourish, the ones that are waiting for the good old days to come back are perfectly adapted to a world that no longer exists.”

“When you look at change...it's not good or bad. It's just change.”

“There's a reason that a big part of Ninja is focusing on changes in people's lives. And what we consistently watch is that as big changes happen, people reach out to the people they trust.”

“If you are not willing to adapt to change, you can't find a path for them.”

“We can prepare ourselves for change by putting some of the practices in place that can help us get through change.”

“Be open to understanding information that is there and be open to looking into that information as well to understand what's going on.”

“When you see these things on the horizon - to adapt to the change, and to be a trusted adviser, you’ve just got to go do some research.”

“Even once you have the conclusion, you have to be like, Alright, day one again. I have to keep open and be ready.”

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