Clara Capano directly addresses camera:  Do you consider yourself a small business? You should! As an independent contractor, you are a small business owner. As such, you need to think like one.
      
      I'm Clara Capano, a master Ninja coach and instructor for Ninja Selling. Let's take five minutes to talk about the power of showing up with the mindset of a CEO.
      
      CEOs do things differently than a salesperson. They are strategic in what they focus on each day and about which customers and markets they want to work. They don't just wake up and ask, "What am I supposed to do today?" CEOs very clearly know the right steps and they don't buy into the noise that surrounds them.

      In Ninja Selling are nine habits for success that we call the Ninja Nine. By carving out time for these actions, you can build a business with focus.

      The first one is mindset work. Start your day with gratitude and positive affirmations. Take time each morning to write down what you are grateful for and collect some positive affirmations that speak to you. Read them daily.

      Second, is show up. When we talk about showing up, we mean both physically and mentally. Be prepared and ready to go, understand what your day holds and stay on your agenda.

      Number three is handwritten notes. Take the time to write three handwritten notes to customers, your peers and industry acquaintances. The power of a handwritten note can not be denied.

      Fourth, review your hotlist. Your hotlist is really focusing on today's business. Who are the customers that I am working with today? For a broker, this may be recruits and for agents, this may be potential buyers and sellers. 

      Next, review your warm list. This consists of tomorrow's business. Who is having change in their world, like a new job or a baby? You can find this information on social media, or by calling these people. Who might soon need the help of a real estate professional in six to 12 months from now. This is your future pipeline. 

      These first five are your daily habits. The next two are weekly habits. So, number six is carving out time to call your current clients and customers. These are your active buyers and sellers, those under contract and people who recently closed. By doing this, you're not only delivering amazing communication and service but you're showing up to build trust. You become that number one resource and that turns into referral business down the road.

      Number seven is put together real estate reviews. This is not a comparative market analysis, instead it's a mini market status review. You give them an update of what their home is worth and what the market is like. I recommend you do this once a year with past clients. So, if someone closed in August, every August, you meet in person with them to give them this market and pricing update. 

      Next, plan to have 50 conversations with people. We call these live interviews. The reason we call it this is because you are asking them questions. You are building your skill of uncovering how you can help others. 

      We focus on the FORD principle. That stands for family, occupation, recreation and dreams. This is not about selling; this is about asking people about those found things and understanding what's going on in their world. Magic happens when you talk with people. 

      Finally update your database. Your database is your central nervous system for your business. 
You are a CEO and as such you should plan each day strategically and understand that what you do today is going to show up in your business about 90 days from now.
So, shift your mindset and you'll see your business flow.