The Power of Going All In
Ninja Selling Podcast
Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for “something bigger.” Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that...
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Where Books Find New Homes
Ninja Selling Podcast
Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches. Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new...
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Take a Month Off Without Losing Momentum
Ninja Selling Podcast
In this episode, Eric Thompson interviews Sumina Bhatti of Austin, Texas, about how to take a truly restorative vacation without sacrificing your real estate business. Sumina shares a practical framework she has developed over years of travel, including trips lasting several weeks to several months, while maintaining strong client service and business momentum. The key is preparation. Sumina explains that successful time away begins with deciding what kind of trip you want to take: fully disconnected, partially working, or fully working from another location. Once that decision is made,...
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The Pickleball League That Built a $40 Million Business
Ninja Selling Podcast
Rob Nelson interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections. Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together...
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Premium Service = Premium Fees
Ninja Selling Podcast
Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet. A major component of Cyndi’s success is her innovative use of real...
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Obsessed with Results - the Ninja Installation Evolves
Ninja Selling Podcast
In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine. A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability...
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Why Does Time Feel So Fast?
Ninja Selling Podcast
Rob Nelson and Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by. Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more...
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When One Sentence Changes Your Life
Ninja Selling Podcast
Eric Thompson interviews longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: “What if it all went right?” After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life. What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she...
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Engage Your Agents With Anniversary Reviews
Ninja Selling Podcast
In this episode, Eric Thompson interviews Arwa Armstrong of Heritage First Realty in Wichita, Kansas, along with her coach, Tracy Peterson-Nienaber, to explore how leaders can keep agents engaged, productive, and bought into a company culture. The centerpiece of the conversation is Heritage First’s annual anniversary review process, a highly intentional one-on-one meeting system designed to strengthen relationships, support agent growth, and improve retention. Arwa explains that each anniversary review is a face-to-face meeting held around the agent’s joining anniversary. Using a...
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The Most Exciting Time to Be in Real Estate
Ninja Selling Podcast
In this episode of the Ninja Selling Podcast, Rob Nelson sits down with Ninja Selling Instructor Jessika Mayer to discuss why today’s real estate market may actually be the most exciting opportunity agents have seen in years. Despite industry change, media noise, and consumer uncertainty, Jessica explains why relationship-based agents are thriving by focusing on what they can control: trust, conversations, systems, and service. Rob and Jessika explore how the Ninja Scorecard, live flow, FORD conversations, and proven systems are helping agents dramatically shift their businesses in just...
info_outlineToday, the pivotal role that trust plays in shaping personal and professional relationships takes center stage as Matt and Garrett dive deeply into this all too often overlooked quality. They articulate that trust extends far beyond mere familiarity or likability, encompassing essential attributes such as reliability, integrity, and authenticity. From business dealings to social interactions and even recreational pursuits like racing, trust emerges as the cornerstone of cohesive relationships, guiding decisions and fostering camaraderie among individuals.
Throughout the episode, Matt and Garrett underscore that trust is not something easily acquired but rather earned over time through consistent actions and genuine interactions. They stress the importance of authenticity and consistency in nurturing trust, asserting that these qualities are indispensable in both professional and personal contexts. Moreover, the hosts highlight how trust influences decision-making processes, particularly within industries like real estate, where credibility and reliability are paramount. Join Matt and Garrett on this illuminating expedition, where valuable insights and personal anecdotes converge to illuminate the enormous impact of trust in both our personal and professional lives.
Even more insights can be yours by joining the close to 15,000 other Ninjas with all levels of experience 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:
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The fundamental nature of trust in personal and professional connections
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Building trust through genuine and consistent efforts over time
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Trustworthiness as a combination of reliability, integrity, authenticity, and surpassing mere familiarity or likability
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The crucial roles authenticity and consistency play n trust-building across various contexts
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The significant amount of sway that trust holds over decision-making
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The importance of authentic and consistent presence to cultivate trust
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Trust-building beyond personal interactions to encompass community engagement and societal impact
Quotes:
"Trust is earned. Trust is something that you grow over time."
"Trust will override knowledge and even potentially performance."
"Be more of who you are. Be authentic."
"If you perform well in the business, you can have hundreds of trustworthy relationships."
"The people that look at you and say, “I trust that person,” that is not something that just falls out of thin air."
"And trust is one of those things you can't buy, you can't fabricate or manufacture. It's not about how many postcards you send."
"You all know inherently how to build trust because you trust people in your own life."
Links:
www.TheNinjaSellingPodcast.com
Email us at TSW@TheNinjaSellingPodcast.com
Leave a voicemail at (208) MY-NINJA
Ninja Selling
@ninjasellingofficial
Ninja Coaching:
@ninja.coaching
Ninja Events
Garrett
@ninjaredding
Matt
@matthewjbonelli
The Ninja Selling Podcast Facebook Group
Ninja Selling by Larry Kendall