The $100 Open House Strategy
Ninja Selling Podcast
Eric Thompson interviews Jacquelyn Krasnikoff of RE/MAX First in Calgary, Alberta, who shares a creative, relationship-centered open house strategy that helped her generate 30 of her first 34 real estate transactions from open houses. Her approach revolves around one simple question: “What do you think this house will sell for?” By turning that question into a fun contest with a $100 gift card, Jacquelyn creates a natural, pressure-free way to engage visitors, collect contact information, and establish relationships. Jacquelyn walks through her entire process, from welcoming guests...
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How Consistency Creates Peace
Ninja Selling Podcast
Eric Thompson interviews Andrew Liberty of Compass in Studio City, California, about his “Ninja renaissance” and the shift from an unpredictable, seasonal business to one built on consistency and peace of mind. After years of strong months followed by long valleys, Andrew realized he had been operating “on accident,” without a repeatable structure connecting his daily activities to his results. Through Ninja Coaching, Ninja 90, and consistent use of the Weekly Flow Activity Scorecard, Andrew transformed the way he approaches his business. Instead of worrying about where the next...
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There's Always a Market
Ninja Selling Podcast
These People Probably Want to Buy/Sell Real Estate Download: In this episode, Rob Nelson and Eric Thompson challenge the idea that 7% mortgage rates mean there is no real estate market. While higher rates certainly affect affordability and transaction volume, people continue to move because life continues to change. Births, deaths, marriages, divorces, career changes, empty nesting, inheritances, and other FORD events create housing needs regardless of the economic environment. The opportunity for Ninjas is to identify those changes through consistent flow. Rob and Eric explain why...
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Can You Change Your Career in 90 Days?
Ninja Selling Podcast
Rob Nelson and Larry Kendall take a real-world challenge from a recent Ninja Installation and turn it into a 90-day business plan. A newer agent, currently working full-time as a CPA, wants to build $75,000 in reserves before leaving his corporate career and committing to real estate full-time. Larry’s message is straightforward: focus less on the $75,000 and more on consistently executing the activities that produce it. Using the Ninja 9, the weekly scorecard, real estate reviews, live flow, auto flow, and open houses, Larry lays out how someone with a full-time job can aggressively build a...
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50 Cards a Month, 50% Referral Business
Ninja Selling Podcast
Eric Thompson interviews Jeff Feldman of Premier Plus Realty in Naples, Florida, alongside his Ninja Coach, Steve Mangelson, about a remarkably simple strategy that generates half of Jeff’s business: building meaningful relationships with other real estate agents. Jeff is on pace for $20 million in volume this year, with approximately 50% coming from agent referrals. At the center of Jeff’s strategy is a consistent birthday and anniversary card campaign. He sends at least 50 handwritten cards every month, roughly 70% to fellow Realtors. But the power isn’t simply sending a card. Jeff...
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TSW - The Scorecard Works
Ninja Selling Podcast
Eric Thompson interviews Jeff Hansen of Helen Adams Realty in Charlotte, North Carolina, about how the Ninja Weekly Flow Activity Scorecard has helped him create greater consistency in his business. After years of experiencing strong months followed by slower periods, Jeff began using the scorecard alongside coaching with Ninja Coach Bob Sutton to create structure, accountability, and a clear weekly blueprint. By consistently targeting at least 80 points per week, Jeff has increased his live flow, become more intentional in his FORD conversations, improved his real estate review process, and...
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How Great Leaders Create Productive Agents
Ninja Selling Podcast
Eric Thompson interviews Brookelynn Cardenas of ERA Live Moore about how leaders can create more productive, engaged agents by building a culture of coaching, accountability, and genuine personal investment. The results are compelling: while her overall market is up just 1.29% in volume, ERA Live Moore is up 8.74%, and its Ninja agents are up an impressive 41%. As VP of Growth, Brookelynn works alongside managers to coach agents, reinforce Ninja habits, and create clear development opportunities. Her philosophy is that agents are more than production numbers. Great leaders understand what...
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How Abundance Reveals Opportunity
Ninja Selling Podcast
Eric Thompson interviews Dan Dodd of Vanguard Properties in San Francisco about the dramatic shift that took him from a scarcity mindset in 2025 to one of the strongest years of his 22-year career. After closing $15 million in 2025, Dan had already closed $33 million by mid-August 2026, with $90 million in his funnel and a projected year of $65–80 million. Dan explains that the breakthrough wasn't a new lead-generation strategy. With help from Ninja Coach Mark Johnson, he stopped simply checking the boxes of his Ninja habits and began focusing on the feelings and mindset behind them. A...
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Navigating Crazy with Mike Staver
Ninja Selling Podcast
Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased. The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance...
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Connect and Communicate: The Fourth Cornerstone of Ninja Selling
Ninja Selling Podcast
In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions. The conversation explores the Platinum Rule, the importance of asking rather than...
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 [email protected]
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