Ninja Selling by Larry Kendall

Last updated: Aug 19, 2023

Summary of Ninja Selling by Larry Kendall

Ninja Selling by Larry Kendall is a comprehensive guide that outlines a proven system for real estate professionals to achieve success in their careers. The book emphasizes the importance of building relationships, providing exceptional service, and adopting a mindset of abundance. The author introduces the concept of the "Ninja Selling" philosophy, which focuses on creating value for clients and cultivating long-term relationships. This approach encourages real estate agents to shift their focus from sales transactions to building trust and rapport with their clients. By doing so, agents can establish themselves as trusted advisors and create a referral-based business. One of the key principles of Ninja Selling is the "Four Pillars of Ninja Selling," which are mindset, skillset, actions, and results. The book delves into each of these pillars, providing practical strategies and techniques to develop a positive mindset, enhance communication skills, take consistent action, and achieve desired results. The author also emphasizes the importance of setting goals and creating a business plan. By setting clear objectives and implementing effective strategies, real estate professionals can stay focused and motivated to achieve their desired outcomes. The book provides a step-by-step process for creating a business plan that aligns with the Ninja Selling philosophy. Furthermore, Ninja Selling emphasizes the significance of time management and prioritization. The author introduces the concept of "time blocking," which involves scheduling specific time slots for different activities, such as lead generation, client meetings, and personal development. This approach helps agents maximize their productivity and ensure they allocate sufficient time for essential tasks. In addition to time management, the book highlights the importance of continuous learning and personal growth. The author encourages real estate professionals to invest in their education, attend seminars, read books, and seek mentorship to enhance their skills and knowledge. By continuously improving themselves, agents can provide exceptional service to their clients and stay ahead in a competitive market. Ninja Selling also addresses the challenges and obstacles that real estate professionals may encounter in their careers. The book provides strategies to overcome objections, handle difficult clients, and navigate through market fluctuations. It emphasizes the importance of resilience, adaptability, and maintaining a positive attitude in the face of adversity. Overall, Ninja Selling offers a comprehensive and practical guide for real estate professionals to achieve success in their careers. By adopting the Ninja Selling philosophy and implementing the strategies outlined in the book, agents can build strong relationships, provide exceptional service, and create a thriving business based on referrals and repeat clients.

1. The Importance of Building Relationships

In Ninja Selling, Larry Kendall emphasizes the significance of building strong relationships with clients. He believes that the key to success in sales lies in creating genuine connections with people. By focusing on building trust and rapport, sales professionals can establish long-term relationships that lead to repeat business and referrals.

Kendall suggests that salespeople should prioritize understanding their clients' needs and goals. By actively listening and asking thoughtful questions, sales professionals can gain a deeper understanding of their clients' motivations and desires. This allows them to tailor their approach and provide personalized solutions, ultimately strengthening the relationship and increasing the likelihood of a successful sale.

2. The Power of Mindset

Kendall emphasizes the importance of cultivating a positive and growth-oriented mindset. He believes that mindset plays a crucial role in sales success. By adopting a mindset of abundance and possibility, sales professionals can overcome challenges and setbacks more effectively.

Kendall encourages salespeople to focus on their strengths and to view failures as learning opportunities. He suggests practicing gratitude and visualization techniques to maintain a positive mindset. By consistently reinforcing positive beliefs and attitudes, sales professionals can attract success and achieve their goals.

3. The Value of Time Blocking

One of the key takeaways from Ninja Selling is the concept of time blocking. Kendall advocates for setting aside dedicated blocks of time for specific activities, such as prospecting, follow-ups, and personal development.

By prioritizing and scheduling these activities, sales professionals can ensure that they allocate sufficient time and energy to each task. This helps to prevent distractions and increases productivity. Kendall suggests that salespeople should treat their time blocks as non-negotiable appointments, allowing them to focus on high-value activities and achieve their sales goals.

4. The Importance of Consistency

Kendall emphasizes the power of consistency in sales. He believes that success is not achieved through sporadic bursts of effort but through consistent, daily actions. By committing to a set of daily habits and routines, sales professionals can build momentum and achieve long-term success.

Kendall suggests identifying key activities that contribute to sales success, such as prospecting, follow-ups, and self-improvement, and committing to performing them consistently. By making these activities non-negotiable and incorporating them into daily routines, sales professionals can create a foundation for success.

5. The Importance of Gratitude

In Ninja Selling, Kendall emphasizes the power of gratitude in sales. He suggests that expressing gratitude towards clients and colleagues can strengthen relationships and foster a positive work environment.

Kendall encourages sales professionals to regularly express appreciation for their clients' business and referrals. He suggests sending handwritten thank-you notes or small tokens of appreciation to show genuine gratitude. By cultivating an attitude of gratitude, sales professionals can create a positive impression and build lasting relationships.

6. The Value of Active Listening

Kendall highlights the importance of active listening in sales. He suggests that sales professionals should focus on truly understanding their clients' needs and desires by listening attentively and asking clarifying questions.

By actively listening, sales professionals can gain valuable insights into their clients' motivations and concerns. This allows them to tailor their approach and provide personalized solutions that address their clients' specific needs. Kendall emphasizes the power of empathy and understanding in building strong relationships and achieving sales success.

7. The Power of Personal Development

Kendall emphasizes the value of continuous personal development in sales. He suggests that sales professionals should invest time and effort into improving their skills and knowledge to stay ahead in a competitive market.

Kendall encourages salespeople to read books, attend seminars, and seek mentorship to enhance their sales abilities. By continuously learning and growing, sales professionals can provide more value to their clients and differentiate themselves from their competitors.

8. The Importance of Authenticity

Kendall emphasizes the importance of authenticity in sales. He believes that sales professionals should be genuine and transparent in their interactions with clients.

Kendall suggests that salespeople should focus on building trust and credibility by being honest and upfront about their products or services. By demonstrating integrity and authenticity, sales professionals can establish strong relationships based on trust, leading to long-term success.