The Best CRM for Ninja Selling REALTORS®
This article was originally written for a previous version of RealOffice360. Some product details and screenshots have been revised in the latest version.
Ninja Selling Realtors embody Larry Kendall’s philosophy of working on one’s mindset, skills, and actions to level up their real estate career. Unlike other coaching philosophies that might help you hone your sales script, Ninja Selling is a total approach that impacts both your life and your business.
At RealOffice360, we had the great pleasure of learning from Kendall himself in Fort Collins, Colorado. Consequently, we gained a deep understanding of how a day in real estate as a Ninja is unique. As a real estate Ninja, you have audacious goals for yourself and your life. Your focus is on meaningful connections and investments over the long-term, rather than on the short term loop of never-ending new leads grinding. You are committed to mastering the fundamentals and going beyond the ordinary.
Why does this matter?
We’ve talked elsewhere about all of the considerations real estate agents must weigh when choosing a CRM. Given the specific way in which Ninjas approach their business, we know that you will need a unique CRM that empowers you to achieve your goals.
The vast majority of CRMs are aimed at facilitating one thing, and one thing only: the transaction. While that’s all well and good, in practice it means they’re geared primarily towards chasing short term leads instead of building your career with clients for life. You end up constantly trying to mine leads anywhere you can get them, and hoping that if you call enough of them something will stick. While we absolutely do integrate with most lead sources, we are built with a relationship-first real estate business philosophy in mind. We took the requirements of Ninja Selling and incorporated them into a Ninja real estate CRM that meets your needs.
Here’s how:
Tracking Your Business
Being a Ninja Realtor means you prioritize your real estate database and tracking your business in a specific way using a Business Tracker. It keeps the focus on your relationships. Coming out of your installation, you’re provided with spreadsheets of a tracker that look something like this:
Ninja Selling Business Tracker Spreadsheet
There’s a section for your warm prospects, hot prospects, under contract, and closed files. These categories are an important framework for doing Ninja Selling, and give you a great overview of where you stand. However, given how much information goes into any real estate transaction, you may find yourself lost in the manual work when it comes to talking with your clients, staying on top of your to-do list, and so much more.
In RealOffice360, the Tracker gives you the ability to get the same snapshot your Ninja spreadsheet provides:
RealOffice360™ Business Tracker - Linked to the Free for Life CRM
The great thing here is that you can click on the contact card of anyone in your lists and access their full client profile. This includes your e-mails with them, their files and CMAs, their buyer and seller notes, and personal information such as their home anniversary or birthday. You no longer have to maintain and manually update these things in separate places. Instead you can track your overall business in the same place you work out of.
You can also keep your tracker up to date with drag-and-drop capabilities. Did you just find out your client decided to enter into the home-buying foray? No problem! Just drag them from your warm list and drop them into your hot list. Ta-da! You’ll never be at a loss as to how to prioritize your database, or where you need to focus your energy with the Tracker.
Keeping the Destination in Mind
Beyond the business tracker, Ninja Selling philosophy prioritizes business strategy. To produce meaningful results for your business, you need to know where you and your business are going. Once you’ve mapped out where you’re going – be it through the visualization methods you’ve been taught or another way you’re familiar with - you can work backwards to see what you need to do each and every day to hit that goal.
Once again, there are spreadsheets out there that will let you calculate this, but RealOffice360™ has this feature built right into the CRM.
Set and track your goals in RealOffice360 - the real estate CRM for Ninjas.
In the Goals section, you can set the goal income you’re working towards, your commission fee, rate, or split, and the average home value in your market. Based on this information, we’ll calculate the number of deals you should aim to close, and give you an estimate of how many leads it will take to achieve this (assuming you’re working from the Ninja relationship-marketing perspective). That’s another spreadsheet you no longer have to keep track of!
There are, of course, other benefits to this aside from having less files clogging up your computer. Having your goals laid out for you a simple click away in your CRM is a great motivation bump for those days when it feels like you’re spinning your wheels in a rut. If you’re having a hard time picking up the phone, or feeling like you’re moving in the right direction (it happens to the best of us, no matter how positive our mindset), it’s helpful to see the payoff that your consistent effort will build up to. Sometimes you just need to be able to show yourself, ‘what’s the point?’.
Having such an accessible Goals section is yet another tool in your toolbox to help you bounce back and stick with it.
Honing Your Craft
Going back to the Ninja Selling philosophy, you know that there’s a large emphasis put on approaching your clients and your life with the right mindset and skillset.
Mindset
An individual’s mindset is the keystone that Kendall identifies in getting real estate agents to the top of their game.
He says starting your day off on the right foot by setting routines and habits is how to implement that mindset. Starting your day with a morning routine sounds like a no-brainer, especially after you leave an installation pumped to implement everything you learned. On a hectic day though, this may fall to the wayside despite your best intentions.
That’s why we created a multi-functional daily planner. You can see your routine right beside your calendar of the day’s calls, meetings, and to-dos. Your weekly habits can be time-blocked onto your calendar as well. This way not only are you incredibly well organized - you’ll also always be primed with your pre-game ritual because it’s top-of-mind.
Track your morning routine and make sure you’re on track building your skillset.
Of course, you can customize your daily routine to whatever you’d like. You can use it to track that you did your daily gratitude, affirmations, and visualizations, to write personal notes, and anything in between.
Skillset
Kendall also points out that a great real estate agent needs to be great at connecting and communicating with people. This is one of those things that taken at face value seems so obvious, but when you look at your actions, you may find there are significant areas of improvement. The calendar can help you reflect on this in a systematic way. For instance, you can use your calendar to make sure you’re using your time in a way that actually prioritizes your customers. How much time did you spend talking to and working on behalf of your clients last week? What else took up your time? It basically serves as a test of whether you’re actually walking the talk.
The ability to look back through your week to see how much time you actually spent talking to your clients is a great way to identify potential black holes where you spent time doing things that aren’t serving you or your business. After all, you can only create value if you’re tuned in and really focusing on the people you’re trying to serve. What more could you be doing to prioritize your clients? How can you fit that into your day?
Having the daily planner right in your CRM is a great benefit to Ninjas as it eliminates any friction when it comes to building new habits, routines, and practicing your skillset. Since you are in need of a real estate client database anyway, having the space to accommodate the rituals you’re building into your day means there are no excuses!
Actions
The Ninja system only works if you put it into action. Your discipline in putting your skills into action consistently will determine your results.
- Larry Kendall
Your mindset and skillset puts you in the right headspace, helps you relate to people, and gets you going. Ultimately though, Ninja Realtors’ success is contingent on performing consistent actions. You want to execute on a checklist of actions consistently with everyone you do business with. Focusing on this consistency will move the needle incrementally by each action you do, adding up to the number you set for yourself on the Goals section. Compounded over time, you have the opportunity to be a top real estate agent in your area. To help you get there, we have added customizable action lists in RealOffice360 so you’re always on the ball.
Being consistent and following through has never been easier with action lists.
Action lists are included with each stage in your tracker. So every time someone is added as a ‘warm prospect buyer’ for example, you will automatically receive a list of to-dos you will need to complete for your lead. The best part? You can customize what those actions are! So you can re-create all of your personalized checklists in RealOffice360, meaning you never have to cross-reference spreadsheets with PDFs with any other files ever again.
You’ll also see action lists attached to milestones such as anniversaries and birthdays. These action lists can be customized as well. This allows you to continue building relationships with your past, present, and future clients while making sure no one accidentally falls off your radar.
Creating Value
There are a number of strategies you learn as a Ninja to get out of the thankless leads-chasing cycle and focus on building lasting relationships and creating value for your clients. These include providing up-front value, asking the right questions, building your brand, and figuring out your unique value proposition. That last one can be tricky, especially in competitive markets.
We thought a lot about new and unique ways to create value for your clients. Especially given the long-term industry trends we’re seeing, we wanted to create a way to help you anticipate the needs of your clients and promote your long-term success. We found inspiration for a solution in this quote:
The key to success is creation and cooperation, not competition
- Larry Kendall
As a result, we partnered with HomeHub360 to offer you exclusive access to their home management portal. Once you sign up for RealOffice360, you can create a HomeHub360 account for each of your clients to allow them to manage their home online. These accounts are connected to your client’s profile, so if you upload a CMA for their property for example, they can log on to their HomeHub360 account and view their CMA.
This portal gives your clients a place to manage aspects of their home, such as documenting current and upcoming home renovations, keeping track of their home value, and so much more.
This offering allows you to create and cooperate as a member of your client’s home ownership team beyond just the transaction part of their real estate journey. This means the next time a real estate transaction occurs, there’s a higher likelihood that your clients will come back to use you. After all, you’re now part of their personal property management team. It also offers an additional point of reference that you can touch base about during your check-ins.
Conclusion
The Ninja Selling philosophy is a total approach that benefits from using a total solution. Can you increase your income per hour, increase your customer satisfaction, and improve the quality of your life as a Ninja REALTOR® without a CRM? Sure, you can update your spreadsheet, write things down in your agenda (you remembered to bring it, right?), and then cross-reference your client notes from your e-mail.
Or, you could take the friction out of your day and do all of these things in one place. After all, your visualizations probably didn’t involve forgetting where you put your buyer interview notes.
Using a CRM built with the Ninja Selling philosophy in mind means you can spend less time managing what you’re doing, and more time actually doing it! In RealOffice360, you can take advantage of the tracker, goals, calendar and planner, action list-filled follow-ups, and free access to HomeHub360 to seamlessly manage your Ninja real estate business. What are you waiting for? Create your free-forever account today and amplify your Ninja Selling!
Between marketing your business, juggling showings, and staying on top of your leads, you need a system to manage your workload in a stress-free and intuitive way. RealOffice360 is an unbelievably simple CRM, business tracker, and daily planner for real estate agents and Realtors®. Rather being just a data dump for client information, RealOffice360 helps you visually build your business plan, cultivate your real estate database towards your goals, and ultimately keeps you focused on what matters most: your clients and your deals. Get started for free - no credit card required!