” For the representative in the street offering property, they need to remain concentrated on their clients and their business and their circle of control, “Kendall stated.” What can they do daily to create business? What can they do every day to affect their clients and help them and not get too sidetracked with the circles of concern?”
Daily routines that drive production
Kendall developed a set of routines called the “Ninja 9”– 5 day-to-day habits and four weekly practices created to keep property professionals concentrated on constant relationship structure and list building. A few of the everyday habits begin before an agent even opens their e-mail.
“The first practice is to get up every day and do your thankfulness and your affirmations,” Kendall stated. “That will put you in a positive energy state– the thankfulness– and it’ll focus you on your goals with the affirmations.”
Kendall ties the practice to a broader state of mind shift he believes is doing not have today.
“The space is the goals– the space in between where we are and where we want to be,” he stated. “However at the same time, we need to reflect a little bit on just how much we have actually acquired, how far we’ve come, how much we have to be grateful for.”
From there, Kendall advises representatives to structure their time purposefully.
“No. 2 is to time block your day and your week,” he said. “I advise you time obstruct your order of business. A lot of people run from a to-do list, but they don’t really schedule it.”
By scheduling tasks rather than just listing them, you’re most likely to finish the activities that actually drive service, he stated.
Unexpected power of easy messages
One of the most reliable methods Kendall teaches today progressed from a class concern.
Initially, Ninja Selling encouraged agents to write personal notes daily. That practice still works, but Kendall states personalized text messages have become a similarly powerful tool.
“I was teaching a class a number of years back, and there was a young woman named Marissa in class,” Kendall remembered. “She said, ‘How do you feel about personalized text?’ She informed me she was sending 10 a day.”
The outcomes were striking.
“She ‘d only been in the business 2 years,” Kendall said. “She did 28 transactions her first year and 72 her second year.”
Ever since, Kendall has motivated agents to send out thoughtful, question-based text messages to individuals in their network. One Ninja Selling professional checked the approach by sending out 5 texts per day.
“He called me a couple weeks later on,” Kendall stated. “He said, ‘I have actually done it for 10 days– 50 messages. I have a 100% reaction rate and 20% requested a meeting.'”
The key is to keep the messages easy and individual.
“They constantly ask a concern,” Kendall described. “When you receive a text with a concern, what do you feel obliged to do? Answer it.”
These conversations typically turn into visits– often so quickly that representatives need to speed themselves. “When I begin doing that, my calendar fills,” Kendall stated he was informed.
Why compassion matters in the AI age
While innovation continues to reshape property, Kendall believes the profession’s core worth remains deeply human.
He acknowledges that artificial intelligence will play a growing function in the market, however he argues that the most crucial aspect of sales– compassion– can’t be automated.
“Why do salespeople exist?” Kendall asked rhetorically. “We exist to help people go from the life they have to the life they dream about.”
That transition, he states, is rooted in comprehending a client’s pain points and aspirations.
“In Ninja speak, we call that having the ability to identify discomfort and satisfaction,” Kendall said. “And if you take a look at the research study on compassion, it begins with the eyes.”
Digital interaction has limits when it concerns reading these signals.
“You can kind of choice it up with email, possibly more with a telephone call,” he stated. “However you actually can determine compassion– pain or pleasure– with your eyes. AI does not have eyes.”
That’s why Kendall believes in person interaction will remain central to property deals, even as AI tools multiply. “That’s an uniquely human experience,” he stated.
Long-lasting strategy: Be a provider
Kendall’s relationship-first philosophy is strengthened by research study from organizational psychologist Adam Grant, whose work analyzed different approaches to company success.
Grant recognized three strategies: providers, takers and matchers.
“Givers produce worth,” Kendall stated. “Takers are truly proficient at drawing out value.”
In the short term, takers often exceed others, he noted– especially during boom markets when new customers abound. However the long-term outcomes tell a various story.
“If you establish a credibility as somebody who develops worth, who fixes pain and pleasure, people are going to pertain to you,” Kendall stated. “They’re going to refer you.”
That credibility compounds with time, creating a sustainable company constructed on trust and referrals instead of constant prospecting.
Listings remain the tactical advantage
For brokerage leaders browsing debt consolidation and competitive pressures, Kendall’s advice is direct: concentrate on listings.
He compares the realty market to a video game of Monopoly. “If you want to win at Monopoly, you need to manage the board,” Kendall said. “The method you control the board in our industry is with listings.”
As brokerages complete for market share and technology reshapes the customer experience, a strong stock of listings will become much more vital.
“I would focus on being a strong listing company,” he stated. “That’s constantly been important, however it’s going to end up being a lot more crucial going forward.”
Control the activities, not the results
Kendall’s message to agents and brokerage leaders corresponds: The very best response to industry unpredictability is disciplined day-to-day activity.
Rather of attempting to manage outcomes like transaction volume or market share, agents ought to focus on the behaviors that produce these results.
“Know the activities that result in production,” Kendall said. “Do not try to handle production– manage the activities and production will look after itself.”