How to Build a Ninja Company: A Blueprint from Jenny Usaj
The Ninja Selling Podcast
How do you build a real estate brokerage where 81% of your agents increase their business by an average of 65% in a single year, especially when the overall market is down? You build a Ninja company. Join Eric Thompson as he sits down with Jenny Usaj, the innovative owner of Usaj Realty in Denver, Colorado, and a new addition to the Ninja Coaching team. Jenny provides a masterclass on how she has intentionally and systematically infused the Ninja Selling philosophy into every aspect of her brokerage, creating a culture of incredible support, accountability, and success. Jenny pulls back...
info_outline
Frictionless Referrals: Introducing Referral Flow and the New Find a Ninja
The Ninja Selling Podcast
Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down with Joseph Chiavatti – Ninja, brokerage owner, and tech entrepreneur – to discuss a common challenge in the real estate industry: the friction involved in sending and receiving referrals. Joseph Chiavatti shares his personal experience of struggling to connect with qualified Ninja agents for outbound referrals, a frustration that led him to develop a groundbreaking solution. This episode unveils Referral Flow, a new platform designed to streamline the entire referral process for all real estate agents, and its...
info_outline
How To Be a Resort Market Ninja
The Ninja Selling Podcast
Join Eric Thompson on the Ninja Selling Podcast as he sits down with "Ninja Jack" Affleck, a top-producing real estate broker with Slifer, Smith & Frampton in beautiful Vail, Colorado. Recorded on location in Vail, this episode explores how to successfully apply Ninja principles in a unique resort market. Jack shares his inspiring journey, from his previous career as the iconic resort photographer for Vail Resorts to becoming a leading real estate professional, and how he's achieved his best year ever and best start to a year by embracing authentic Ninja practices. Discover how Jack...
info_outline
The Return of the Sales Meeting: Announcing the Monthly Ninja Sales Meeting with Larry Kendall
The Ninja Selling Podcast
Get ready for an exciting new chapter in the Ninja Selling community! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, to the podcast for a special episode. They reminisce about the legendary sales meetings at The Group Real Estate, which were instrumental in building its high-performance culture and achieving remarkable productivity (averaging 52 transactions per associate!). Larry shares the core principles behind those impactful meetings – ethos, logos, and pathos – and how they fostered energy, collaboration, and real business results for attendees. The conversation...
info_outline
Create More, Work Less
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"...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outlineWelcome to a brand-new episode of the Ninja Selling Podcast! This episode kicks off 2025 with a special theme of resilience and renewal, featuring inspiring stories from Jonny Layne, a successful real estate agent with Compass, alongside insights from Ninja Coach, Jon Hill. This episode explores overcoming adversity, the importance of mindset in achieving success, and practical strategies for maintaining peak performance in the competitive field of real estate.
Jonny shares his remarkable journey, from facing homelessness as a child to becoming a top-performing realtor, offering a unique perspective on how to view challenges not as setbacks, but as opportunities for growth and gratitude. The conversation also delves into Jonny's experience with burnout and how, through Ninja Coaching and a renewed focus on personal values, he rediscovered his passion for real estate and life.
Episode Highlights:
00:00 - Jon Hill and Jonny Layne
02:54 - Discovering Ninja Selling Through Coaching
03:35 - Unlocking Opportunities in Your Database
05:08 - Transforming Adversity into Motivation
08:58 - Gratitude as a Daily Practice
10:29 - Coaching Insights: Building Momentum
11:29 - Overcoming Burnout with Coaching
14:27 - Gradual Mindset Shifts for Growth
17:01 - Focus on Impact Over Results
18:07 - Small Tweaks to Elevate Performance
19:22 - Inflection Points in Coaching Progress
21:13 - Tactics That Drive Success in Real Estate
24:20 - Life Beyond Business: Family and Legacy
25:14 - Connect with Jon and Jonny
Key Takeaways:
"Circumstances shape us, but they don't define us. Use them as leverage to move forward."
"I woke up today. Everything else is extra credit."
"The dashboard is bigger than the rearview for a reason. We move forward."
"In coaching, it's not about being hard on someone. It's about helping them find what they're doing right."
"Gratitude starts with appreciating the smallest things - a sunrise, a kind gesture, a simple moment."
"In real estate, it's a people-driven business. Love people, and success will follow."
"Coaching isn't about results alone. It's about changing lives and building genuine connections."
"When burnout hits, remember: Nothing is permanent. Seek new perspectives and tools."
"Client events aren't just business. They're about building community and sharing joy."
"True success isn't measured by results, but by the impact you have on others."
Links:
www.TheNinjaSellingPodcast.com
Email: [email protected]
Leave a voicemail at (208) MY-NINJA
Ninja Selling
@ninjasellingofficial
Ninja Coaching:
@ninja.coaching
Ninja Events
The Ninja Selling Podcast Facebook Group
Ninja Selling by Larry Kendall