The Ninja Nine
1. Daily Gratitude
2. Show Up and stay on YOUR agenda
3. Handwrite two Personal Notes per day
4. Focus on your Hot List daily
5. Focus on you Warm List daily
6. Focus on your Customer Calls Weekly
7. Schedule two Real Estate Reviews weekly
8. 50 live Interviews weekly using FORD
9. Update your Database weekly and look for property matches
1-5 are done daily (Monday thru Friday)
6-9 are done weekly
#6 Customer Service calls must be on your schedule/planned day once a week
The Ninja Morning Routine
Four Simple Steps
1. Gratitude. Give thanks for what you have, those around you, and who you are.
2. Positive Reading. Read something positive to start your day.
3. Affirmations/Visualizations. Focus on a goal as if you have already achieved it.
4. Write two personal notes. Focus on others.
SCRIPTS for FORD calls
(Resource, Ninja Selling, Larry Kendall)
5 Step Calling process:
1. Salutation
2. FORD
3. Purpose of my call
4. FORD
5. Get off the phone (2-3 min)
For making the call or leaving a message: Hour of Power Calls-Schedule 2 hours each
week for these calls-Use the 5 Step Calling Process

Hi there xxx, I was thinking about you all day and just thought I’d call on the off chance
I’d catch you. Hope all is well. (throw in something personal you know about them, the
kids, things they like to do, etc) I always love hearing from you but please don’t feel you
have to call back. Just wanted you to know I was thinking of you. Talk to you soon.

Hi there xxx, sorry I missed you, I drove through your area and made me wonder how
you all are doing. . (throw in something personal you know about them, the kids, things
they like to do, etc) I always love hearing from you but please don’t feel you have to call
back. Just wanted you to know I was thinking about you. Talk to you soon.

Hi there xxx, surely by now you received my letter asking for all your birthdays and such.
When you have a minute please take the time to get that info to me. You can call, email
or simply drop it back in the mail. I sure do appreciate it. We’ll talk soon.

Hi there xxx, I was, 1) at a (name of team or sport they like) game and though of you, 2)
saw the Westminster Dog Show and thought of (their dogs name), you get the point. The
more personal stuff you know the more you can communicate on a personal level. Just
wanted you to know that you crossed my mind. Hope all is well. We’ll talk soon

Hi there xxx, this is Gretchen, (FORD) how are the girls doing? They must be growing so
fast? I just wanted to call and wish you a Happy Thanksgiving (Holiday Season). Hope
you guys do something fun over Christmas time. I’d love to hear from you either by
phone or email but if you don’t have time I certainly understand, we are all so busy. Just
wanted you to know I was thinking about you. Take care…

It’s been way too long call:
Hi there xxx, This is Gretchen Adams, I am so embarrassed I almost didn’t make this
call. Today you were all on my mind and it dawned on me that I had not actually spoken
to you in xxxx…as ashamed as I am, not another minute was going to pass. How are/is
(FORD info here- the kids, hubby, wife, job, etc) Well I certainly don’t want to keep you,
just had to hear your voice and let you know I was thinking of you. IF this is a message
close with: I’d love to hear from you either by phone or email but if you don’t have
time I certainly understand, we are all so busy. Take car and I promise to keep in
touch.

Holiday Calls: Hi there xxx, this is Gretchen Adams. How are you all doing this
wonderful fall? I wanted to personally call and : (depending on when you actually make
the call)
- Wish you a wonderful Thanksgiving & Holiday season
- Wish you all a very Merry Christmas
- Wish you all a very happy Holiday season
- Wish you a happy New Year and see how your Holidays were (let them talk, tell you all
about the family, the things they are doing or did, how everyone is) (chit chat about what
they told you)
(if leaving a message)
Skip to… Sorry I missed you
Well I certainly don’t want to take way too much of your time. It’s been so great catching
up a little bit. You all take care and we’ll talk again soon.
Or (if leaving a message)
I’m so sorry I missed you, knowing we are all so busy, please don’t feel like you have to
call back, just wanted you to know that I was thinking about you. We’ll catch up soon.
New Year Call:
1) Salutation Hi there xxxx, this is Gretchen or Gretchen Adams (if it’s been a while)
2) FORD I thought about you today and thought I’d pick up the phone and call (or if it has
been a long time, be honest and say)
i. I hesitated to call out of embarrassment since it’s been xxx
since we’ve spoken but then I thought, nope, pick up the
phone and call, so I did.
3) Purpose of my call Happy New Year!
4) FORD How were your holidays (then simply sit and listen and take notes, the’ll give you
several reasons that you can call again in the coming year while talking about their
family, kids, friends, etc)
5) Get off the phone (2-3 minutes, remember, we don’t want then to dread our calls)
Overpriced listing visit (best face to face):
Mr & Mrs. Xxxx, I have to apologize for misleading you and allowing you to think your house
would sell for the price we listed it at. Although I clearly showed you where the current market
value was on that day, I let emotion overtake me when you said that you “need” to get X for the
home. Allowing you to take charge of the process and leaving me to make the decision that I’d
take the listing at a price I knew I couldn’t sell it at.
I brought with me again today, where the market sits currently and thought we ought to look
over it once again. If we cannot come to terms of fair market value I’ll have to relinquish the
listing and again apologize for wasting your time.
There is nothing more discouraging than having your home on the market and having no offers
and/or showings. And rest assured, when the time comes that your motivation changes, I will be
here to serve you. The only time I have done my job is when the house has sold and the title
transferred at the county.
Every month there seems to be something that you can use for as lead in to a call

January/Feb: Happy New Year

Mar – Apr: Spring break, St. Patrick’s Day, Easter (if appropriate), baseball season

May – June: Mother’s Day or Father’s Day, Summer plans

July- 4th

Aug – Sep: Schools back in, last minute summer plans, football season

Oct: Halloween

Nov: Veterans Day, Thanksgiving, Holidays around the corner

Dec: Christmas, Hanukkah, Kwanzaa, other winter holidays, another year has passed

Birthdays, anniversaries, home sale anniversaries, 8 IN 8, sphere, thinking of you,
congratulations, thank you
Real Estate Review Script
Real Estate Reviews are planned to be an annual review with past closed clients. The Reviews
may also be used for people in your sphere who you would like to keep informed of yearly
market value. This is a very powerful tool to procure business either from your client or referrals
from the very same client. In summary, a Real Estate Review is a snapshot of their personal
property and how it fits into the market place. KEEP IT SIMPLE, we are creating MARKET
CLARITY.
Resources:
Real Estate Review Letter
Collateral Analytics/Interactive AVM Report
www.FHFA.gov use for national and state statistics
Maris-CMA Report
Copy of the subject property tax record
If you are a producing agent, start with going back to your most recent closed sales up to 3
years. When we go back much further, it’s hard to not sound like we are selling. If you have not
had any closed sales, start with the people in your sphere of influence who know and like you
the most. Also include anyone you meet who has questions for you about the market, jot their
name down and create a Real Estate Review for them, call them and try to schedule a 20-30
face to face.
Script: to make the call use the 5 Step Calling Process found on the first page
Past closed client:
“Hi Tyler,
How are you doing today?
FORD
The purpose for my call is it’s been a year since we closed on your home. It’s time for us to get
together for your annual Real Estate Review. It’s a market snapshot on your personal property.
What day next week looks good to you? Coffee, lunch?”
FORD
Get off the phone
We need to put some space in between the call and when we actually set up the appointment.
What this does is plant the information in you customer/clients reticular activating system (that
space in the back of your brain). For the next week they will be thinking of real estate and is a
prime opportunity for them to refer you.
Someone you have not closed business with:
“Hi Tyler,
How are you today?
FORD
The purpose for my call today is I would like to introduce you to some information I provide for
people I know and past clients, it’s called an Annual Real Estate Review. It’s a market snapshot
on your personal property. What day next week would you have 20 minutes to review this
information? Coffee, Lunch?” (schedule)
FORD
Get off the phone
If you are unable to schedule an appointment, let the person know you will put the packet
of information in the mail. Mail the information in a nice, full size envelope and follow up
with a simple call within 7 days to make sure they received the information. Move on.
The goal is to schedule two face to face Real Estate Reviews each week.
PRACTICE, PRACTICE, PRACTICE
8 IN 8
Putting 8 IN 8 to work for you: (ideas)

Build a new relationship



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Rebrand yourself
Rejuvenate a Stale Database
Annual refresher
Geographical farming
How it works:
1.
2.
3.
4.
Create 6 flow postcard items to mail for 6 weeks
On the 7th week you will make a phone call
On your 8th week will be a face to face meeting
Stagger your mailings so you start 5 new people each week
“Hi Tyler,
This is Gretchen with Berkshire Hathaway HomeServices Select Properties. Do you have a
minute to chat?
Just wanted to put a voice with the gal that was sending the home and market information. (or
what other information you have been sending them) I simply wanted to reach out to you and
would love to get together for coffee or lunch so we can get to know each other better. Maybe
one day next week, coffee or lunch?”
Schedule and get off the phone. Short and sweet.
The 8 IN 8 system or mailing can be specific to one person(s). Mail to them 6 specific items and
on week 7 call them to schedule a face to face on week 8.
For more 8 IN 8 information and scripts, refer to Ninja Selling, By Larry Kendall, Pages 114-118
Customer Service Calls
Schedule two hours of customer service calls each week. Call all sellers, buyers under
contract, active buyers, closed customers (see 15 follow up calls sheet), etc.
Schedule this time in the morning. During your buyer and/or seller consultations let your clients
know of your specific weekly time you make these calls.
Script:
“Hi Tyler,
How are you today?
FORD
The purpose for my call is to follow up with what we have coming up this week in regards to
your sale.” (review-short-and sweet)
FORD
Get off the phone
The Five-Step Calling Process
1. Salutation
“ Hi, Don, this is Larry at ABC real estate. How’s your day going so far? Is this an OK
time? Great.”
2. Common Ground (FORD)
“First of all, congratulations to Heather (daughter) on her scholarship to CSU. I just read
about her in the paper. What a great honor! What are her plans? Major?” And so on.
3. Purpose of the Call
“Well, the purpose of my call is to give you an update on your referral of Bill and Susan
Jones. Again, I want to thank you for your confidence in me to help Bill and Susan. What a great
couple and a great family. They told me some stories about you guys in the old days. Bill and
Susan arrive in town this week. We have them settled in an executive rental while they look for
a home. They seem really happy about the move, and we looked at homes yesterday. Bill said
he was going to give you a call to get together.”
4. Common Ground (FORD)
“By the way, I was at the United Way Luncheon yesterday, and Randy said you guys
(Don’s company) are buying XYZ Corp. What does that mean for you?” Discuss the impact,
growth, potential relocation, and so on.
5. Length-Two to Three Minutes at Most
“Don, thanks for your time today. I’ll give you another update when Bill and Susan find a
home. Meanwhile, say, hello to Mary (Don’s wife) and congratulations to Heather. Goodbye.”
Material source Ninja Selling, by Larry Kendall