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The Opportunities in Change - Larry Kendall, Jack Miller, Mike Staver

Ninja Selling Podcast

Release Date: 09/25/2025

Live From The Ninja Installation: Trust the Process, Then Watch the Results show art Live From The Ninja Installation: Trust the Process, Then Watch the Results

Ninja Selling Podcast

Episode Summary In this special live episode of the Ninja Selling Podcast, Eric Thompson records in front of a live audience at the first Ninja Installation of 2026 in Fort Collins, Colorado. Eric is joined by Denver agent Dave Hettrick of RE/MAX Professionals and Dave’s Ninja Coach, Julie WIll. Dave had his best year yet in 2025, growing his business 62% year over year in a market that was essentially flat, and he broke through a major income milestone by earning just over $300,000 for the year. The central theme of the conversation is flow, specifically hyper flow, and how Dave creates...

info_outline Personal Mastery: The First Cornerstone of Ninja show art Personal Mastery: The First Cornerstone of Ninja

Ninja Selling Podcast

In this wide-ranging conversation, Rob Nelson is joined by longtime mentor, friend, and Ninja partner Peter Parnegg to explore what sits at the very foundation of Ninja Selling: personal mastery. As the first of the four cornerstones of Ninja, personal mastery isn’t a destination or a checklist; it’s a lifelong path of alignment between mindset, skills, and daily actions. Peter and Rob discuss what it means to live from abundance instead of scarcity, to choose creation over competition, and to take full responsibility for how we present ourselves in the world. They move beyond business...

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Ninja Selling Podcast

In this New Year’s episode, Rob Nelson and Eric Thompson unpack one of the most powerful, and deceptively simple, Ninja coaching tools: “If you could wave your magic wand…” What sounds playful on the surface is actually a strategic question that fosters psychological safety, removes invisible limits, and enables people to access what they truly want without fear, risk, or “yeah-but” thinking. Rob and Eric explain how the magic wand question puts people into a pretend state where there’s no ceiling and no consequences, allowing clarity, emotion, and authentic motivation to...

info_outline Ninja In A Nutshell - An Overview of the Ninja Selling System show art Ninja In A Nutshell - An Overview of the Ninja Selling System

Ninja Selling Podcast

Episode Summary In this episode of the Ninja Selling Podcast, Rob Nelson and Eric Thompson break down “Ninja in a Nutshell”, offering a clear, high-level overview of what Ninja Selling is, why it exists, and how it works. Designed for listeners who want a straightforward starting point, this conversation distills the Ninja philosophy into its core components, avoiding jargon and hype. Rob explains that Ninja Selling is a complete operating system for a sales business, combining proven methods for generating business with a relationship-centered approach to serving clients. Together,...

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Ninja Selling Podcast

Caroline Bourgeault, a Ninja Realtor® in Pueblo, Colorado, became the #1 agent in her market in just two and a half years. A mother of four (including a newborn) and a recent Ninja Installation graduate, Caroline shares how intentionality, discipline, and deep care for her “extended family” of clients have fueled her rapid rise, without a traditional assistant. Caroline, originally from Australia and now thriving in Pueblo, Colorado, has built a high-production, relationship-based business on pace for 100 transactions in 2025, following 91 transactions in her first full year. She...

info_outline 20 Hours. 100 People. Zero Burnout. show art 20 Hours. 100 People. Zero Burnout.

Ninja Selling Podcast

In this episode, Eric Thompson sits down with Stephanie Peterson, a dedicated Ninja Realtor® from Spokane, Washington. With 11 years of experience and an incredible ability to generate over $200,000 annually working just 20 hours a week, Stephanie shares how living intentionally, staying in flow, and focusing on relationships has completely transformed her life and business. Episode Summary Stephanie Peterson, a long-time Ninja and real estate professional with Windermere City Group, has built a highly efficient and relationship-driven business centered around a select group of 100 people....

info_outline How To Be Consistently Magnetic Even When Life Throws You A Curve Ball show art How To Be Consistently Magnetic Even When Life Throws You A Curve Ball

Ninja Selling Podcast

In this episode of the Ninja Selling Podcast, Northern Virginia Realtor and Ninja, April Myers, explores what it really looks like to stay magnetic, consistent, and growth-minded when life gets very real. Based in Arlington, Virginia, with @properties in the DC suburbs, April shares how her background as a recruiting leader and VP of strategic growth helped her become fearless in sales and build powerful relationships with agents across her market. Those relationships are now a major asset in her real estate business. But the heart of this episode is deeply personal. In late 2024, April’s...

info_outline The Ninja Couple: From Military Precision to Real Estate Success show art The Ninja Couple: From Military Precision to Real Estate Success

Ninja Selling Podcast

Eric Thompson is joined by husband-and-wife Ninjas Jeremy and Shanon Johnson, retired Air Force veterans turned real estate professionals, to explore how this dynamic duo built a purpose-driven business rooted in discipline, structure, and service. From military precision to Ninja mastery, the Johnsons have created a thriving business in Hampton Roads, Virginia, closing 44 transactions in 2024 while maintaining balance, harmony, and joy in their personal lives. This conversation delves into what it takes to run a business intentionally as a couple, rather than by accident or exhaustion. Jeremy...

info_outline “Do I Pursue a Solo Career Or Do I Form a Team?” show art “Do I Pursue a Solo Career Or Do I Form a Team?”

Ninja Selling Podcast

Rob sits down with a powerhouse panel made up of Spears Group’s Founder, Jonathan Spears, and its COO, Maria Coukoulis, both of whom are also co-founders of MyOps AI, and Larry Kendall, the author of Ninja Selling, to discuss a pivotal moment in every successful real estate agent's career. Together, this all-star team tackles the critical crossroads agents face: whether to continue as a solo producer or to build a high-performing real estate team.   This conversation goes deep into the nuts and bolts of scaling a real estate business from the ground up. The group explores...

info_outline How to Intentionally Create Change show art How to Intentionally Create Change

Ninja Selling Podcast

Eric Thompson is joined by world-class Ninja, Ethan Shapiro, and his coach, Steve Mangelson, at a Ninja Installation in Fort Collins, Colorado, for a lively discussion about intentionally creating change. Ethan shares his journey from the grind of cold-calling to building a thriving business on genuine relationships and a unique charitable model. Together, with Steve and Eric, he offers powerful insights for achieving sustainable success and personal fulfillment in your real estate career. Ethan's transition from prospecting to a system that fosters deep client connections and improves quality...

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More Episodes

Rob Nelson welcomes the all-star panel of Larry Kendall (Ninja Selling founder), Jack Miller (T3 Sixty CEO), and coach Mike Staver to the podcast today for a lively discussion on real estate industry shifts in light of the recent Compass-Anywhere merger. This episode explores industry consolidation, the psychological impact of change, and the crucial role of relationships in today's evolving real estate landscape, offering vital insights for real estate professionals and leaders navigating these transformations.

The discussion meticulously examines whether current real estate market upheaval is an "event" or a sustained "process" of fundamental transformation and industry consolidation. Our experts emphasize an adaptable mindset for agents and effective leadership in directing change management, urging focus on controllables amid uncertainty. Listeners will grasp how robust relationships remain the ultimate currency in real estate brokerage and how effective culture is vital for successful mergers and enduring business growth, equipping them with strategies to thrive in this new era.

Episode Highlights:

  • Understanding the nature of current real estate industry shifts: event vs. process.

  • Navigating real estate market consolidation and its long-term implications.

  • The psychological impact of change on real estate agents and leaders.

  • Cultivating a resilient mindset and focusing on the controllable elements.

  • The enduring power of relationships as the core currency in real estate.

  • The critical role of culture in successful mergers and organizational stability.

  • Effective leadership strategies for guiding teams through uncertainty.

  • The importance of talent management and clarity in a transforming real estate industry.

Key Takeaways:

"This is a process, not an event."

"The practitioner real estate will be the least impacted for a while."

"The beginning of the disruption is the acceptance that fear is the only emotion we get to choose."

"Relationships are the currency. At the end of the day, this acquisition was valued, and all real estate brokerages are valued by the relationships that the agents have with their clients."

"Basically, buyers and sellers choose people, and they choose that relationship."

"What is happening? Okay, what is my response to what is happening? What can I control, what can I influence? Let’s focus on that."

"I think the companies that nail it are companies that go in with questions and an opportunity to learn, to get better themselves…humility and a curious heart, and the desire to understand what our new partners are doing better than us, and then integrating that.”

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