Libsyn Directory

Turning Real Estate Reviews and Events into Transactions with Lori Chamberlain and Lisa Connors

Release Date: 02/03/2025

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...

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...

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...

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...

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"...

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...

More Episodes

Get ready to be inspired! On this episode of the Ninja Selling Podcast, Eric Thompson welcomes Ninja agent Lori Chamberlain and her coach, Lisa Connors, to uncover the powerful strategies behind Lori's consistent success. Prepare to learn how Lori turned a commitment to real estate reviews and client events into a thriving business and a loyal client base. This episode is packed with actionable insights for anyone looking to boost their transaction numbers and cultivate raving fans through genuine connection and value.

Lori shares her incredible story of how she transformed her approach to real estate reviews, turning 80 mailed reviews into an impressive 15 transactions in just a few months! Lisa Connors, Lori's Ninja Coach, provides context on the "40 Real Estate Review Challenge" that sparked Lori's ambitious goal. You'll hear Lori's journey from initial hesitation to becoming a real estate review convert, and the simple yet effective follow-up system that made all the difference.

Beyond reviews, Lori reveals her secrets to creating memorable client events that build deep relationships and generate lasting loyalty. From her legendary annual Easter egg hunt drawing 500 people to creative events like taco trucks and outdoor movie nights, Lori demonstrates how to authentically connect with her community and turn events into opportunities for meaningful touchpoints and forward conversations. Learn how to replicate Lori's success and turn your real estate reviews and client events into powerful engines for business growth and client advocacy.

Episode Highlights:

Meet Ninja Agent Lori Chamberlain and Ninja Coach Lisa Connors
Lori’s Remarkable Real Estate Review Results: 80 Reviews Yield 15 Transactions!
The Ninja Coaching "40 Real Estate Review Challenge" and Lori's Exceeding of that Goal
Overcoming Fear and Embracing Real Estate Reviews: Lori's Mindset Shift
The Power of Mailed Real Estate Reviews vs. Email: Why Paper Makes a Difference
Lori's Simple Follow-Up System: Texting for Feedback and Engagement
Turning Real Estate Reviews into a Repeatable and Manageable System
Building Raving Fans Through Client Events: The Legendary Easter Egg Hunt
Creating Meaningful Touchpoints at Events: Popcorn Machines and Ticket Strategies
Mixing Up Events: Taco Trucks, Movie Nights, and More Creative Ideas
The Value of Ninja Coaching: Accountability, Strategic Ideas, and Encouragement
Why Lori is a Coachable Client and the Keys to Coaching Success
The Importance of Gratitude in Business and Life

Key Takeaways:

“I had been to Ninja Installations and I had been through all of the training… but I would get to the point of printing them off and then go to call them to set up the appointment, and that's where I'd stumble. And it was literally just fear of making the next step to calling.”
“I just ripped off the band aid and did four with people I knew would love it no matter what it was… it wasn't that hard.”
“Consistency over time yields results. And real estate reviews are not a quick fix… but you're planting seeds and you're bringing value to your people, and that's the key.”
“We send out invitations to the Easter egg hunt. We'll put it on social media for the neighbors that are not my A clients. We'll text the A plus clients to make sure they're. They've got the invitation.”
“I usually stand by the popcorn machine because everybody can come up and get as much popcorn as they want, but it's lit there, so I can see their faces a little bit better. Then we can carry on full conversations.”
“Having [Lisa] consistently there with me, knowing I could count on her to not be judgmental at all, that I hadn't done anything for weeks, but to be able to be encouraging and understanding, that was super helpful.”
“Lori is coachable. She is open to being accountable to learning to really digging in and figuring things out. And she's open to creativity and like she said, strategic ideas.”