Best Ninja Practices of 2016 T.S.W. The System Works! A Ninja Lesson with Larry Kendall

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1 1. A High Five Mindset & Actins Best Ninja Practices f 2016 T.S.W. The System Wrks! A Ninja Lessn with Larry Kendall % = $ % = $ % = $ The Realtr Exp (An Afgan Bazaar) U.S. Real Estate (Surce: N.A.R.) Hme Sales + % Hme Prices + % Realtr Members + % Net Realtr Incme - % Net Realtr Incme (Surce: N.A.R.) 2011 $ 2013 $ 2015 $ 2016 (Estimated) $ What happened? Fr Sale by Owner? Discunt Brkers? Millennials are likely t use a Realtr. Spending n technlgy and internet = + % The answer is nt in the Afgan Bazaar! T live the life nly 5% live, have the curage t dream the dreams, run the habits, and mdel the behavirs nly 5% d. Rbin Sharma (Recmmend yutube vide f Rbin Sharma A Methd t x100 Yur Prductivity)

2 2. Patterns f the Tp 5% 3. Negtiatin Skills Stay ut f the Afgan Bazaar! 4. Offer Strategies t Win by Barb Imes, The Grup, Inc., Frt Cllins, CO See Offer Strategies wrksheet fr cunseling buyers BEFORE a negtiatin. 5. Articulating Yur Value Prpsitin

3 Five Pints t Help Articulate Yur Value Our true wrth is determined by hw much mre we give in value than we receive in payment. (The Law f Value frm Bb Burg and Jhn David Mann s bk The G-Giver) Custmers seek value. Mney flws t value. Mastering the Law f Value is a key t success in yur business. Just as imprtant as creating the value is yur ability t clearly articulate yur value prpsitin t yur custmers. If a seller asks yu t discunt yur fee, eighty-five percent f the time it is because yu have nt clearly articulated yur value prpsitin. Mst peple will pay yur fee if they see the value. (Research shws that 15% will nt pay fr value as they make all buying decisins based strictly n price.) Seller: I m lking fr a discunt. Ninja: Tell me mre abut that. Seller: I m seeing hmes selling quickly in my neighbrhd. Yu wn t have t spend as much n advertising. I think that is wrth a discunt. Ninja: What is yur gal? Seller: I think it shuld be wrth 1%. Ninja: D yu believe yur hme will sell fr a fixed price, r d yu believe there is a range f value based n the marketing and negtiating skill f yur Realtr? Seller: I guess I didn t think abut that. There is prbably a range f value. Ninja: My jb is t help yu get the mst value at the tp f the range. There are 5 ways I d this: 1. We ll walk thrugh yur prperty tgether and I ll shw yu ways t enhance the value s yu get tp dllar fr it. 2. I ll help yu with a pricing strategy nt pricing it t high s yu scare buyers away r t lw s yu leave mney n the table. 3. My marketing plan will give yu maximum expsure s we attract mre buyers and mre cntracts. The mre buyers and cntracts yu have, the higher yur prperty will sell. 4. I ll help yu negtiate the best cntract. Negtiatin is an imprtant skill in any market. 5. I m yur transactin manager. There are a lt f mving parts. My jb is t handle thse parts s yur cntract clses n time. My fee t deliver this level f value t yu is. Articulated this way, 85% f sellers will see the value yu bring is far greater than the extra 1%. In fact, if yu are in a seller s market with multiple cntracts yu can say this: Ninja: In this kind f market, yur greatest expense is ften the mney yu dn t make. Are yu lking t save mney r make mney? Great marketing and negtiating will make yu mney.

4 6. Knw Yur Market - Bubble Truble? Hmes are mre affrdable that 10 years ag! Husing Cst Huse Price Huse Payment/Utilities Husehld Incme

5 7. Hw s the market? Dn t say: D ask:??? 8. Annual Real Estate Reviews Real estate? 9. Flw Fixes Everything Five Magic Questins Start with F.O.R.D. (Family, Occupatin, Recreatin, Dreams) What are yur lng term plans fr yur huse? If yu culd live anywhere, where wuld that be? With perhaps the lwest interest rates in yur lifetime, are yu living in the hme yu want t be in? Is real estate a part f yur wealth plan? What are yur dreams fr yur kids r grandkids?

6 Give Yur Kids a Chance FACT 1 The Haves and The Have-Nts The gap between the rich and pr is grwing rapidly acrss the United States. The richest 20% f US husehlds receive a greater share f natinal incme than the middle three-fifths cmbined. The bttm 40% are wrse ff in inflatin-adjusted terms than similarly situated peple tw decades earlier. (Surce: US Department f Labr) FACT 2 A Cllege Educatin Is The Difference Earnings f full-time wrkers wh have a cllege degree cntinue t accelerate faster than thse with just a high schl diplma. The average cllege graduate earns 89% mre a year n average than a wrker with nly a high schl diplma. Each year f frmal schling after high schl adds 5% t 15% t annual earnings later in life. (Surce: US Department f Labr) FACT 3 Cllege Csts are High and Rising Tday, the minimum per year cst fr a student attending a 4-year, in-state university is abut $20,000 per year. This cst includes in-state tuitin, bks, and rm and bard. It nw takes an average f 5 years t graduate. Only abut 40% graduate in 4 years. Here are the minimum csts f a cllege educatin based n 5 years t graduate and cllege csts rising at 5% per year. Nw $ 100,000 Future 5 Years $127,628 Future 10 Years $ 162,889 Future 15 Years $207,892 FACT 4 Yu Have Fur Chices 1. Pay cllege csts ut f rdinary incme. Add 25% t 30% t cst fr taxes. 2. Student wrks t pay part f csts. This culd take lnger t graduate with the higher pssibility that the student will drput. 3. Student lans. Cllege graduate starts ut in life deeply in debt. 4. Pay cllege csts ut f assets. Buy a rental prperty that will be free and clear. The easiest way t pay fr a cllege educatin is t buy a rental prperty when yur child is yung, and put the prperty n a 15-year lan. Here s the equity created in a $200,000 rental prperty with a 20% dwn payment and a 15 year amrtized lan at 5.0%: Equity Nw Equity in 5 Years Equity in 10 Years Equity in 15 Years *$40,000 $ 80,708 $132,952 $200,000 **$40,000 $135,964 $258,731 $415,786 * Assumes n increase in prperty value ** Assumes 5% per year appreciatin If yur child is already a cllege student, purchasing a prperty is still an excellent slutin t curbing the high cst f educatin. The investment prperty can be a place fr the student t live and prvides a surce f incme (rmmates) t help pay the mrtgage.

7 10. Fcus n Yur Circle f Cntrl Frm Dr. Stephen Cvey, The 7 Habits f Highly Effective Peple. The enemy f mastery is nt medicrity. It is distractins. The addictin t distractins ruins many awesme lives. Rbin Sharma T view the library f Ninja On-line Lessns g t