On today’s “quick hit” episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you’re not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction. Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it’s not enough to have a person’s number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You’ll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to “harvest” new clients, while also taking good care of your existing relationships. As you’ll hear in today’s episode, people move toward value, and whether you’re dealing with a new or current database, if you’re showing up for them, they’ll show up for you.  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Who really owns your customers? Where do they come from? Why are there so many online lead sources? Today is a total “mindset” podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace The idea came from Randall O’Dowd, who has recently moved from Seattle to Palm Springs Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring This is how you accumulate clients He can do this in a new marketplace as well The average person knows about 12 realtors - there is a lot of competition vying for business Don’t get overconfident and assume people will continually go back to you On the other hand, you don’t want to be held back by a lack confidence either The majority of realtors do not stay in good flow with their clients after a sale Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional If you’re not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead Clients want to be taken care of, and you can’t let yourself become entitled that they will stick with you no matter what It’s not enough to simply have their number in your database - you need to nurture that relationship otherwise they’re fair game to other realtors Never take your relationships for granted When we all show up and do our very best, it raises the game for the business as a whole Protecting your database Using the term “past clients” implies that your business with them is finished and they’re now free to move on Simple autoflow and real estate reviews can make a big difference You want to make sure clients are coming to you with their real estate decisions Online leads exist because there are “orphan clients” who don’t have a