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Want More Closings? Master Your PIE Time

Release Date: 11/18/2024

The Ninja Selling Podcast

Is it possible to achieve your biggest results yet while actually working less? Absolutely! Join Eric Thompson on the Ninja Selling Podcast as he welcomes Deanna Foreman of Coldwell Banker Vanguard Realty in Jacksonville, Florida, and her Ninja Coach, Jon Hill. Deanna shares her inspiring journey of how she achieved her best first quarter ever (17 closings!) and is on pace for her best second quarter, all while reclaiming her time and creating better work-life harmony. Deanna, a dedicated Ninja who has attended six installations and Ninja Now, discusses the pivotal decision to "level up"...

Navigating Seller Risk: A Modern Approach to Pricing Conversations

The Ninja Selling Podcast

Join Rob Nelson and Peter Parnegg on this "intellectual safari" as they explore a timely and crucial topic: how to effectively discuss pricing with sellers by understanding and addressing their inherent risk tolerance. Moving beyond traditional, often adversarial, pricing conversations, Peter introduces a Ninja-inspired approach that positions the agent as a trusted advisor and partner, helping sellers navigate their two primary fears: leaving money on the table and the property not selling at all. Triggered by observations during the pandemic and the current market shift where price...

The Heart of a Ninja: Building a Thriving Team and Business with John Newman

The Ninja Selling Podcast

Join Eric Thompson on the Ninja Selling Podcast as he welcomes John Newman, a dynamic Ninja from Greensboro, North Carolina, and his Ninja Leadership Coach, Tracy Peterson-Nienaber. Recorded while John was in the Dominican Republic for his daughter's wedding, this episode is a testament to dedication and offers a deep dive into building a successful real estate business and team with "The Heart of a Ninja." Discover how John's 37 years of experience, combined with a passion for teamwork honed through a lifetime in sports, has shaped his approach to leadership and client service. John shares...

How to Go From Earning $8,000 a Year to $308,000 a Year in Five Years

The Ninja Selling Podcast

Get ready for an inspiring story of transformation! Eric Thompson is joined on the Ninja Selling Podcast by Mike DePalma of DePalma Realty in South Jersey, and his Ninja Coach, Mark Johnson. This episode dives deep into Mike's incredible journey from earning $8,000 a year to over $308,000 in just five years – all while maintaining control of his schedule and prioritizing family time. Discover how Mike, initially hesitant about real estate despite his family's legacy in the business, found his path and built a thriving, referral-based business through the Ninja Selling system. Mike shares his...

Your Ninja Nine Challenge with Julianne Rawlins

The Ninja Selling Podcast

Eric Thompson hosts Julianne Rawlins, a Sotheby's agent from Southern Oregon, who recounts her discovery of Ninja Selling after a poor initial real estate experience, calling it a perfect fit. Hear about her "Ninja 9 Challenge" from Nov '24, where, seeking a strong start to the year, she gamified a 3-week push for herself and colleagues, focusing intensely on Ninja 9 tasks. The result? An incredible 700% business increase in Q1 2025! Julianne discusses pushing past comfort zones (like hitting 50+ weekly calls), shifting her mindset from obligation to the joy of service, and her powerful...

A Community of Raving Fans

The Ninja Selling Podcast

Want to know how to build an engaged community of raving fan clients who feel truly connected to your business? You're in the right place! Eric Thompson welcomes Michigan Ninja extraordinaire, Jon Zickert, and his Ninja Leadership Coach, Tracy Peterson-Nienaber, to the Ninja Selling Podcast. Jon shares the innovative strategies that have not only fueled impressive business growth (increasing volume by 38% in one year!) but have also fostered a vibrant team culture and a loyal client following. Dive deep into the concept of the "Z Crew," Jon's exclusive client community designed to maintain...

The Level Up Moment: Leading with Mindset, Skillset, and Action featuring Jennifer Lind

The Ninja Selling Podcast

Eric Thompson welcomes a truly special guest and esteemed industry leader to the Ninja Selling Podcast today: Jennifer Lind, Regional President for the West Region at Coldwell Banker. Overseeing 120 offices and 11,000 agents across Washington, Oregon, Northern California, Southern California, and Hawaii, Jennifer brings a wealth of experience and a unique perspective shaped by her journey from agent to manager, owner, and now top executive. Get ready for an inspiring conversation packed with insights for navigating today's real estate landscape. Jennifer shares her perspective on the crucial...

Shift Your Mindset with One Sheet of Paper

The Ninja Selling Podcast

Giveaway Winner Announcement: Congratulations to Kelsey Loftis (Crystal Peak Properties, Colorado) and Dustin Gilbert (eXp Realty, Kentucky/Tennessee)! You've won the all-expense-paid trip to the Ninja Installation taught by Larry Kendall in Fort Collins this May! We'll be in touch soon. Thank you to everyone who entered! Welcome back to the Ninja Selling Podcast! In today's episode, Eric Thompson is joined by Ninja Coach extraordinaire, Brady Smith, to introduce a simple yet powerful tool for resetting your perspective: The One Sheet of Paper Exercise. If you...

Building a Tribe: Lessons in Community and Success from a 50-Year Rock Band

The Ninja Selling Podcast

Special Announcement: We're kicking things off with something we've never done before! One lucky listener will win a trip to a Ninja Installation in Fort Collins, Colorado (May 6th-9th), taught by Larry Kendall himself! The prize includes the course fee waived, roundtrip airfare (US/Canada), ground transport from Denver, and four nights' hotel. Rules: Must be a first-time attendee and a legal resident of the US or Canada. Enter now at . The winner will be announced on the podcast on April 14th! Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down...

Tripling Your Business: Jim Knight on Mindset, Skillset, and Action

The Ninja Selling Podcast

How does a real estate agent more than triple their business in a single year, especially when the market isn't necessarily booming? Join Eric Thompson on the Ninja Selling Podcast as he sits down with Jim Knight of Dielmann Sotheby’s International Realty in St. Louis and his Ninja Coach, Brady Smith. Recorded live during a Ninja Installation in Fort Collins, this episode unpacks the incredible journey Jim undertook to achieve remarkable growth in 2024 compared to 2023. Jim openly shares the practical steps and pivotal shifts that fueled his success, framed through Ninja Selling's three...

More Episodes

t’s business planning season, and what better way to prepare for a successful 2025 than by mastering “PIE Time”? Join Eric Thompson and Ninja Coach Mark Johnson on the Ninja Selling Podcast for a fun and insightful discussion about maximizing your productivity and achieving significant results. This episode breaks down the often-overcomplicated concept of PIE Time into easy-to-implement strategies, perfect for agents of all experience levels. As Thanksgiving approaches, what better time to discuss how to make the most of your "pie" – your valuable time?

Eric and Mark emphasize the importance of tracking your time within the three key categories of PIE Time: Productive Time (P Time), Indirectly Productive Time (I Time), and Everything Else Time (E Time). They explain how understanding the relationship between these categories can lead to more predictable income and a smoother, more consistent business. They offer practical tips and real-life coaching examples to illustrate how tracking and analyzing these time segments can reveal hidden opportunities for growth.

Tune in to discover how to calculate key ratios like dollars per P Time hour and dollars per I Time hour, which can illuminate the true value of your activities. Learn how to optimize your I Time to generate more P Time and ultimately boost your bottom line. Eric and Mark also explore strategies for leveraging E Time – often seen as less valuable – by delegating, automating, or rethinking tasks to create more opportunities for client interaction and business growth. This episode is a must-listen for any real estate professional looking to level up their business in the new year.

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Episode Highlights:

Introduction to PIE Time and its importance
Defining P Time, I Time, and E Time
Easy wins for tracking PIE Time – start simple!
Key ratios: Dollars per P Time hour and dollars per I Time hour
The I Time to P Time ratio – a crucial metric for success
How PIE Time principles align with the Ninja 9 Success Habits
Turning E Time into I Time – uncovering hidden opportunities
Using PIE Time for effective business planning
Final thoughts: Keep it simple and get better every month

Key Takeaways:

“P Time is when you have a client, a contract, and you – it’s highly valuable.”
“I Time is anything that leads to P Time – think prospecting and relationship building.”
“E Time is everything else – but it holds hidden opportunities for growth.”
“Track your PIE Time daily, even if it's just jotting down hours in each category.”
“Aim for a 2:1 ratio of I Time to P Time.”
“Don't overthink it – be consistent with your tracking.”
“Delegate, automate, or rethink E Time tasks to maximize your productivity.”
“PIE Time principles help you create more predictable income.”