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

Ninja Selling Podcast

Release Date: 09/25/2025

The Ninja Scorecard - Your Plan for Consistency show art The Ninja Scorecard - Your Plan for Consistency

Ninja Selling Podcast

This episode opens with a simple question that hits home for many agents: Do you struggle with consistency? Rob Nelson is joined by Larry Kendall and Eric Thompson to review the pattern they found while researching Ninja Coaching clients who had their best year yet in 2025. Across different personalities, markets, and business styles, the common denominator was not a specific lead source or marketing tactic. It was consistency, and the clearest measurable indicator of consistency was turning in a weekly scorecard. They share that 87% of the "Best Year Yet" Ninha Coaching clients consistently...

info_outline From the Hamster Wheel to Deep Connections show art From the Hamster Wheel to Deep Connections

Ninja Selling Podcast

In this Best Year Yet episode, Eric Thompson interviews Derek Walden, a Wichita, Kansas–based agent with At Home Wichita, who more than doubled his business in 2025. Derek closed 56 transactions for approximately 15 million in volume while raising a large family of eight children, with another on the way. He shares how shifting away from a lead heavy, grind based team model and embracing the Ninja approach transformed both his results and his quality of life. Derek describes his early years on a lead generation focused team as a hamster wheel that did not align with his values or his family...

info_outline Best Year Yet in Brooklyn show art Best Year Yet in Brooklyn

Ninja Selling Podcast

In this Best Year Yet episode, Eric Thompson interviews Belle Caplis, a Brooklyn based Compass agent on the Bateman Fields team. Belle shares how she grew from 9 million in sales volume to 23.6 million in 2025, increasing from 11 to 25 sales transactions, while also expanding rentals and referral business. Belle’s story is especially compelling because her real estate career began in March of 2020, just days before New York City shut down. With the city locked down and her new career uncertain, she found structure and community through a Compass recovery meeting that led her to Ninja Selling...

info_outline This is Happening For Me, Not To Me show art This is Happening For Me, Not To Me

Ninja Selling Podcast

Eric Thompson interviews Jed Inductivo, a Ninja with Compass in Los Angeles, who achieved his best year yet in 2025 with business up 56% year over year. What makes the story remarkable is that it happened during significant adversity. LA faced devastating fires that impacted clients and the community at large. Jed’s brokerage dissolved, forcing a rapid transition. Instead of contracting, Jed expanded by choosing a player mindset, leading with value, and committing to simple, repeatable Ninja fundamentals. Jed credits a guiding belief, “This is happening for me, not to me,” as the mindset...

info_outline 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...

info_outline If You Could Wave Your Magic Wand show art If You Could Wave Your Magic Wand

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,...

info_outline Momentum Isn't Loud - It's Consistent show art Momentum Isn't Loud - It's Consistent

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....

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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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