Step Into The Process   On today’s episode of the Ninja Selling Podcast, Matt and Garrett discuss the importance of building relationships with buyers and taking the time to truly understand their needs before showing them properties. They recommend using a structured process like the Ten Step Buyers Process to stay organized and ensure that all necessary steps are completed.  Our hosts also discuss the challenges that can arise when the needs of buyers are not fully understood. They highlight the importance of setting expectations and having a structured conversation with buyers to understand their criteria, so you can avoid showing properties that do not match their needs. Throughout the episode, Matt and Garrett emphasize the need to be proactive and put in the necessary work upfront in order to have what everyone wants - a successful and smooth home buying experience. Another way to be proactive is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   The importance of having a structured process to follow The challenges that can arise when steps are skipped The impact of the pandemic on the way agents interact with buyers Building relationships and understanding the needs of your clients The benefits of using a system like the Ten Step Buyers Process Slowing down and taking the time to fully prepare for working with buyers Understanding a buyer's criteria  Being proactive in asking necessary questions Helping buyers navigate the home buying process The benefits of reducing anxiety and stress in the home buying process     Quotes:   "It's something that does frustrate me in general -  when anytime there's changes in the marketplace, it seems like we tend to start to skip steps and miss things which aren't highlighted immediately." "I had this moment where I said, ‘Thank goodness for the Ten Step Buyers Process that we use.’” "I think it's what allowed a lot of Ninjas to be really successful through these last couple of years is because when that time got stripped away from all the other agents out there, we still had this process to fall back on." "Let's start with the question, “Oh, tell me what interested you about that home?”  "But I do know that many times, too, buyers will look at a home and it doesn't fit the criteria, but they still walk out of there going, ‘I love it. I need it. I have to have it.’ But if you don't have that upfront process, it doesn't set you up to have that conversation." "Best thing to do, really, though, is get Ninja Selling by Larry Kendall. Right in the back of the book… it has appendices that have the Ten Step Buyer Process as well as your 16 Step Seller Process." "So put in that work up front and you'll be thankful that you did."     Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling   www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching:   www.NinjaCoaching.com @ninja.coaching     Ninja Events   www.NinjaSelling.com/Events     Garrett   garrett@ninjacoaching.com @ninjaredding     Matt   matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study