Being Too Salesy Is Costing You Clients, Try This Instead w/ Larry Kendall & Keith Lynam

Most salespeople think success in real estate means learning how to convince, pressure, and close. The secret to selling more homes isn’t pushing harder, it’s building rapport.

 

Too many agents show up trying to “talk real estate,” when the best agents know that real estate conversations are earned. They don’t lead with listings or beg for referrals. They lead with curiosity.

 

Real estate decisions don’t happen in a vacuum, they happen when life changes. A new job. A baby on the way. A divorce.

 

These life events drive real estate transactions. This is why staying in communication with people, asking about their family, work, hobbies, and goals, isn’t just small talk. It’s how relationships are built and opportunities are uncovered.

 

In this episode, we’re joined by Larry Kendall, the author of Ninja Selling and creator of the Ninja Selling System.

 

With over 50 years in the industry, Larry has trained some of the top-producing agents and teams.

 

How do we use the F.O.R.D method to communicate? What are the 9 habits we have to nurture?

 

Larry breaks down how to stop being salesy, how to create conversations that convert, and the daily and weekly habits that lead to more referrals, trust, and closings.

 

Things You’ll Learn In This Episode

 

-Selling is out and building rapport is in

What internal shift do agents need to make to thrive in this market, and why is “stop selling, start solving” more than just a nice idea?

-The power of planting seeds

You can’t hunt your way through a slow market. How does adopting a farmer’s mindset help build a sustainable business?

-The ninja nine that drive revenue

What are the 9 daily and weekly habits top-producing agents swear by? 

-How neuroscience powers relationships

How does understanding human psychology and asking the right questions make clients feel seen, heard, and ready to act?

 

Guest Bio

Larry Kendall is the author of Ninja Selling. He holds a master’s degree in Business Administration from Kansas State University and has practiced real estate for 48 years.  He is one of the founding partners and Chairman Emeritus of The Group, Inc., a Colorado real estate company with 200 sales partners in 6 offices in Northern Colorado. Ninja Selling is a sales training system with over 80,000 graduates in the US, Canada, New Zealand, and Spain. He has taught for 10 years in the real estate program at the Colorado State University College of Business and is 2006 Colorado Realtor of the Year. His book, Ninja Selling, was released in 2017 and became both an Amazon best seller and the #1 New Release in its first week.  It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018. In 2020, Ninja Selling was voted by Inman News readers as the best sales book for the real estate industry. That same year Larry was inducted into the Colorado Business Hall of Fame. Larry’s mission is to help people bring out the best in themselves and their organizations. To learn more, visit https://ninjaselling.com/. 

Keith Lynam is Vice President of Industry Disruption with the Signature Real Estate Group. Keith is a Past President of the Nevada REALTORS® (NVR), the largest trade organization in Nevada as well as a Past President of Las Vegas REALTORS®. Keith was named Nevada REALTOR® of the year for 2019 and LVR REALTOR® of the year in 2012. Lynam is the only REALTOR® to have served as NVR Legislative Chairman for three sessions, 2009, 2013 and 2023. He also served as NVR REALTOR® Political Action Committee Chairman in 2014 and 2015. Before becoming a REALTOR® in 2004, Lynam owned one of Nevada’s largest independent public affairs firms, running over 80 political campaigns and directing the communications and legislative affairs efforts of some of the largest corporations in the West. Through his custom designed coaching program #BOOMPRODUCERJOURNEY, he has assisted hundreds of top-producing RE agents achieve their ultimate balance in their lives. Connect with Keith on LinkedIn. 

 

About Your Hosts

Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Re