How to Turn Things Around
Ninja Selling Podcast
Eric Thompson interviews Tammi Winbauer, a Bismarck, North Dakota Ninja, who shares how she turned her business around after a difficult stretch. At the start of 2025, Tammi was in a slump, dealing with personal challenges, low production, and a mindset focused on simply getting by. By the end of the year, she had dramatically reversed course, earning over $220,000 in the second half of the year and building strong momentum into 2026. Tammi credits her transformation to recommitting to the fundamentals of Ninja Selling, especially her morning routine, mindset work, and consistent execution of...
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How to Score 112 Points a Week
Ninja Selling Podcast
Eric Thompson interviews Kayla Carosella, a Cleveland-based brokerage owner and Ninja Coaching client, about how she leveraged the Ninja scorecard to drive extraordinary results. During a six-week scorecard challenge, Kayla averaged 112 points per week, totaling 674 points, and generated five listings, new business opportunities, and recruiting conversations—all directly tied to consistent activity tracking. Kayla emphasizes that the foundation of her success was simple but powerful: consistently hitting 50 live interviews per week. She shares how she creates these opportunities through a...
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The Farming Formula That Works
Ninja Selling Podcast
In this episode, Eric Thompson interviews Hope George, a Richmond, Virginia based team leader who has built a highly effective Ninja-style farming business that generates consistent listings and income. With 60 percent of her nearly $880,000 in GCI coming from farming, Hope shares a clear, repeatable system for farming intentionally and profitably. Hope’s approach begins with selecting the right farm using both relationship affinity and data. She analyzes past transactions, proximity, turnover rates, and competition to identify “fertile ground” before committing resources. From there,...
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Clients Coming Out of the Woodwork
Ninja Selling Podcast
Eric Thompson interviews Jackie Converse, a Dallas-based Ninja with Allie Beth Allman & Associates, who is experiencing extraordinary momentum in her business, describing it as “clients coming out of the woodwork.” Jackie shares how this success is not accidental, but the result of consistent, authentic Ninja habits that focus on relationships over transactions. Jackie highlights three key drivers of her growth: handwritten notes, consistent auto flow through a weekly real estate newsletter, and thoughtful real estate reviews. Her handwritten notes, about ten per week, are personal,...
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How to Build a Team That Actually Works
Ninja Selling Podcast
In this episode, Eric Thompson interviews John Zickert about how he has grown his real estate team while staying true to Ninja Selling principles. John shares how his team increased production from $55.6M and 120 transactions in 2024 to $66.6M and 151 transactions in 2025, not by chasing new tactics, but by becoming more consistent with the Ninja Nine, improving team alignment, and deepening their commitment to value-driven relationships. John explains the structure of his team, the role clarity within it, and the “definitive purpose” that guides everything they do: to create value for...
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Auto-Flow 101: Why Flow Fixes Everything
Ninja Selling Podcast
Rob Nelson and Eric Thompson break down one of the most repeated phrases in Ninja Selling: “Flow fixes everything.” The discussion begins with a question from a new Ninja who wondered what Auto-Flow really is and where to start. Rob and Eric use that question to explain how flow works and why it is essential to becoming the Realtor of choice. Flow simply means frequency of interaction. In Ninja there are two types: Live Flow and Auto-Flow. Live Flow is two-way communication, such as conversations, calls, meetings, and personal interactions. Auto-Flow is one-way communication, such as...
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Don't Forget to Have Fun
Ninja Selling Podcast
Rob Nelson and Peter Parnegg explore the idea that fun should not be the reward for success but the fuel for it. The conversation begins with Peter sharing a 30 year life list goal he is about to achieve, a father son heli skiing trip in British Columbia. That story opens a broader discussion about how many professionals postpone joy until “someday” while building businesses that quietly consume their lives. Rob and Peter suggest that fun requires intention and planning. If it is not scheduled, work will always take its place. They contrast bucket list thinking, which often waits until...
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The Pivot from Buying Leads to Building Relationships
Ninja Selling Podcast
In this episode, Eric Thompson interviews Ryan Craig of Traverse City, Michigan, along with his Ninja Coach Mark Johnson, to explore a powerful transformation: pivoting from a cold lead centric business to a relationship based Ninja business. Ryan previously ran a high pressure lead generation operation with a large team and roughly 35,000 dollars per month in overhead, including about 10,000 dollars per month spent on cold internet leads. The model produced transactions, but it also created constant stress, fragmented attention, and a life where Ryan was physically present with his family but...
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Bonus Episode: The Gold is in the Ghosts Sales Meeting
Ninja Selling Podcast
In this bonus episode, we’re sharing a recording from our live Ninja Sales Meeting, held the first Monday of every month, after many of you asked to hear these sessions on the podcast. Peter Parnegg delivers an energizing and practical message focused on one core idea: if you want to quickly build your business, master the subtle skills that create real connection. Drawing on insights from Sarah Blakely and the Ninja principles, Peter explores how entrepreneurship exposes our fears and how many of us avoid live conversations because of discomfort, guilt, or fear of “feeling salesy.” In...
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Stop Selling. Start Solving. The Second Cornerstone of Ninja Selling
Ninja Selling Podcast
Rob Nelson and Don Tennessen discuss Principle Two of Ninja Selling: Stop Selling. Start Solving. It’s built on a simple truth that people love to buy, and they hate to be sold. They explore why most sales approaches push people away, triggering defensiveness and avoidance, and how Ninja flips that dynamic by creating value, asking questions, and building relationships that naturally attract clients. Rob and Don clarify that the goal is not to avoid a process or abandon structure. The goal is to redefine what selling is, to become the trusted guide who helps people decide. They draw a...
info_outlineEric 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 of life is examined in depth, highlighting the fact that his company donates 50% of profits, turning each transaction into a positive impact. Throughout the episode our panel explores achieving work-life harmony over balance, as well as practical strategies, such as conducting 50 live interviews a week to boost business growth and career joy. Today’s conversation between these three top level professionals provides a compelling illustration that building a business on authentic contribution is the ultimate path to exponential growth and a truly joyful life.
Episode Highlights:
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Create Change Realty’s innovative model for charitable client impact.
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Transitioning from burnout prospecting to a sustainable, relationship-based system.
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Strategies for creating intentional change for exponential business growth.
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Why work-life harmony is more effective than work-life balance.
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Tips for conducting 50 live interviews weekly to build relationships.
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The power of coaching and system implementation in business.
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Reviving old leads by focusing on genuine connection.
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How providing value boosts client loyalty and call-answer rates.
Key Takeaways:
"My quality of life is what has dramatically improved since the installation."
"It really is the difference between pursuing the transaction versus pursuing the relationship."
"I really want my clients to feel like they're having a huge positive impact on the world by working with me."
"She looks at me right in the eye and she's like, 'Yeah, stop doing that.' She's like, 'Stop cold calling.'"
"When he calls someone, they'll stop what they're doing to talk to Ethan, and it's because he provides value."
"I'm genuinely trying to be a force of light in their life."
"If we're reluctant to make the call, we're making it too much about ourselves."
"Ninja has given me a system for how to build genuine relationships with people, which is what I would do for no money."
"That which we persist in doing becomes easier, not that the task itself has changed, but our ability to perform the task has increased."
Links:
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Email: TSW@NinjaSelling.com
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Phone: 1-800-254-1650
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Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
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Facebook: http://www.facebook.com/NinjaSelling
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Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
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Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
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Create Change Realty: https://ccrealty.org/
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Steve Mangelson: https://givebackhomes.com/agent/steve-mangelson