Ninja Selling Podcast

The Ninja Selling Podcast is for real estate agents, loan officers, sales professionals and anyone looking to better their business to increase their income per hour. Hear from the rotation of hosts from the Ninja Selling team as they share tips and tricks from top-producing agents around the country.

The $100 Open House Strategy 10/15/2026

The $100 Open House Strategy Eric Thompson interviews Jacquelyn Krasnikoff of RE/MAX First in Calgary, Alberta, who shares a creative, relationship-centered open house strategy that helped her generate 30 of her first 34 real estate transactions from open houses. Her approach revolves around one simple question: “What do you think this house will sell for?” By turning that question into a fun contest with a $100 gift card, Jacquelyn creates a natural, pressure-free way to engage visitors, collect contact information, and establish relationships. Jacquelyn walks through her entire process, from welcoming guests with coffee and conversation to following up with personalized videos, market updates, and thoughtful pop-bys. She also shares how her ready-to-go open house kit makes hosting effortless and how Ninja Coaching with Scott Bancroft is helping her build more consistent follow-up systems. Her message is simple: make open houses enjoyable, create genuine connections, and turn every interaction into an opportunity to stay in flow. Key Takeaways Make it a game: Asking visitors to guess the final selling price creates an engaging, non-salesy way to collect contact information. Create a welcoming experience: Coffee, refreshments, and thoughtful touches encourage visitors to relax and engage in meaningful conversations. Build follow-up into the process: Personalized videos, updates when offers arrive, and final selling-price announcements create multiple natural opportunities for flow. Use thoughtful pop-bys: Small gifts and personal visits help turn open house visitors into lasting relationships. Systematize your open houses: A fully stocked, portable open house kit makes preparation simple and repeatable. Don't let opportunities slip away: A structured follow-up system ensures every new connection receives consistent attention. Memorable Quotes “What do you think this house will sell for?” “Now this has become a game.” “They want to hear from me afterwards.” “I'm just keeping them informed and on information they ask me for.” “You're getting directly in front of buyers.” “Talk to people. Talk to people, talk to people, talk to people.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Jacquelyn Krasnikoff: /episode/index/show/ninjacoaching/id/43315954

How Consistency Creates Peace 10/08/2026

How Consistency Creates Peace Eric Thompson interviews Andrew Liberty of Compass in Studio City, California, about his “Ninja renaissance” and the shift from an unpredictable, seasonal business to one built on consistency and peace of mind. After years of strong months followed by long valleys, Andrew realized he had been operating “on accident,” without a repeatable structure connecting his daily activities to his results. Through Ninja Coaching, Ninja 90, and consistent use of the Weekly Flow Activity Scorecard, Andrew transformed the way he approaches his business. Instead of worrying about where the next transaction will come from, he focuses on the activities he can control: meaningful conversations, handwritten notes, real estate reviews, gratitude, affirmations, and his hot and warm lists. The result is a business projected to grow from $15 million in 2025 to $20–25 million in 2026, but Andrew says the bigger victory is finally having confidence in the process and peace about the future. Key Takeaways Consistency eliminates the dramatic peaks and valleys created by operating “on accident.” The Weekly Flow Activity Scorecard turns the Ninja Nine from good intentions into measurable daily habits. Focus on the activities you control and trust that the results will follow. FORD conversations work when the objective is to genuinely learn something new about another person, not search for a transaction. Ninja 90 provides structure and habit-building, while one-on-one coaching helps customize the system to your individual business and life. Stop making the business about yourself. When you focus on serving people instead of worrying about your next paycheck, both relationships and opportunities expand. Memorable Quotes “I was an on-accident agent.” “I feel like I was sleepwalking through my business, and now I feel like I’m awake.” “I was stopping me because I was making it about me.” “I don’t have to worry about the results. The results will take care of themselves.” “I choose to do it every single day because now it’s become a habit for me.” “I get paid to show up and be in their life. That’s incredible.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Andrew Liberty: /episode/index/show/ninjacoaching/id/43201528

There's Always a Market 10/01/2026

There's Always a Market These People Probably Want to Buy/Sell Real Estate Download: In this episode, Rob Nelson and Eric Thompson challenge the idea that 7% mortgage rates mean there is no real estate market. While higher rates certainly affect affordability and transaction volume, people continue to move because life continues to change. Births, deaths, marriages, divorces, career changes, empty nesting, inheritances, and other FORD events create housing needs regardless of the economic environment. The opportunity for Ninjas is to identify those changes through consistent flow. Rob and Eric explain why roughly 20% of your database should be on your warm list and demonstrate through a live FORD conversation how ordinary discussions about family, work, recreation, and dreams can uncover future real estate opportunities without ever becoming salesy. The message is simple: the opportunity isn't hiding in the market; it's hiding in your relationships. Key Takeaways There is always a real estate market because life changes regardless of mortgage rates. Economic conditions influence transactions, but FORD events often create the underlying reason people actually move. Approximately 20% of your database should be on your warm list based on life changes you uncover through conversations. Don't enter FORD conversations looking for business. Enter them genuinely curious about what is happening in someone's life. A full warm list creates an abundance mindset by making the opportunities within your relationships visible. Different segments of the market respond differently to interest rates, so understand which people and opportunities are less rate-sensitive. Pasted text Memorable Quotes “There’s always a market.” “The question today is not, is there a market? The question is, who’s the market?” “The reason why there’s always a market is because there’s always change.” “The mission isn’t to see if I can get this person on my warm list. The mission is to see what I can learn.” “The opportunity is not hiding in the market. The opportunity is hiding in your relationships.” “Don’t buy into the headlines. Control what you can control.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/43067068

Can You Change Your Career in 90 Days? 09/24/2026

Can You Change Your Career in 90 Days? Rob Nelson and Larry Kendall take a real-world challenge from a recent Ninja Installation and turn it into a 90-day business plan. A newer agent, currently working full-time as a CPA, wants to build $75,000 in reserves before leaving his corporate career and committing to real estate full-time. Larry’s message is straightforward: focus less on the $75,000 and more on consistently executing the activities that produce it. Using the Ninja 9, the weekly scorecard, real estate reviews, live flow, auto flow, and open houses, Larry lays out how someone with a full-time job can aggressively build a real estate pipeline over 12 weeks. The biggest challenge may be trusting the process through the inevitable lag between activity and results. The first several weeks may feel slow, but consistent activity compounds, and the payoff often arrives toward the end of the 90-day period. Key Takeaways Make the outcome your destination, but make the activities your goal. Commit to consistently scoring 80–90+ points on the Ninja Scorecard for 12 weeks. Fifty weekly FORD conversations create opportunities by uncovering change already happening within your relationships. Use real estate reviews strategically. The phone call, mail, phone call approach can turn them into meaningful live flow and business opportunities. If you're transitioning from another career, use consistent auto flow to reposition yourself in people's minds as a real estate professional. Expect the lag. Don't quit planting seeds because results haven't appeared yet, and don't stop planting once the closings begin. Memorable Quotes “The $75,000 is the outcome. The goal is the activities.” “If you do the activities, the production takes care of itself.” “If he needs $75,000 in the next 90 days, all he needs to do is do the work.” “Realtors like to have instant mashed potatoes.” “When the payoff starts to come, don't stop planting the seeds.” “The scorecard is the key to this entire thing.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/43021278

50 Cards a Month, 50% Referral Business 09/22/2026

50 Cards a Month, 50% Referral Business Eric Thompson interviews Jeff Feldman of Premier Plus Realty in Naples, Florida, alongside his Ninja Coach, Steve Mangelson, about a remarkably simple strategy that generates half of Jeff’s business: building meaningful relationships with other real estate agents. Jeff is on pace for $20 million in volume this year, with approximately 50% coming from agent referrals. At the center of Jeff’s strategy is a consistent birthday and anniversary card campaign. He sends at least 50 handwritten cards every month, roughly 70% to fellow Realtors. But the power isn’t simply sending a card. Jeff records important dates, personalizes each card, mails it early, and uses it as an opportunity for genuine follow-up. For roughly $1,000 per year and a few hours each month, he has built a memorable system that keeps him connected to agents across the country. The bigger lesson is that referral relationships don’t require elaborate marketing. They require authentic care delivered consistently. Jeff’s handwritten notes, imperfect handwriting, personal touches, and disciplined process make people feel remembered, and make him memorable when those agents have a referral to Naples. Key Takeaways Agent referrals can become a major business pillar when those relationships are nurtured intentionally and consistently. Birthday and anniversary cards create highly personal reasons to stay in flow without ever feeling salesy. Record what you learn. Remembering the specific anniversary or milestone demonstrates that you actually listened. Small details make simple touches memorable, from mailing early to personalizing and handwriting each card. Authenticity matters more than perfection. Even Jeff’s distinctive handwriting has become part of what makes his cards recognizable. Start small and build the system over time. Consistency matters far more than immediately sending hundreds of cards. Memorable Quotes “Life is about connecting.” “People always remember how you made them feel.” “You only have one chance to make a first impression.” “The conversation is the relationship.” “You never know when you make someone’s day.” “You don’t have to do everything, but you have to do something.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Jeff Feldman: /episode/index/show/ninjacoaching/id/42987473

TSW - The Scorecard Works 09/10/2026

TSW - The Scorecard Works Eric Thompson interviews Jeff Hansen of Helen Adams Realty in Charlotte, North Carolina, about how the Ninja Weekly Flow Activity Scorecard has helped him create greater consistency in his business. After years of experiencing strong months followed by slower periods, Jeff began using the scorecard alongside coaching with Ninja Coach Bob Sutton to create structure, accountability, and a clear weekly blueprint. By consistently targeting at least 80 points per week, Jeff has increased his live flow, become more intentional in his FORD conversations, improved his real estate review process, and built a stronger pipeline. One simple question on the scorecard, “What did I learn?”, has transformed the quality of his conversations by forcing him to listen beyond surface-level interaction. After several months of consistent activity, Jeff began seeing the payoff with a fuller pipeline and more predictable closings. Key Takeaways The scorecard turns the Ninja Nine into a clear weekly structure with measurable activities. Aim for consistency rather than perfection. Jeff uses 80 points as his personal weekly minimum. Ask “What did I learn?” after live conversations to move beyond small talk and become a better listener. Don’t be afraid to call your sphere. If people are busy, they simply won’t answer; if they answer, they want to talk to you. Turn real estate reviews into live flow by texting before you send them and scheduling a follow-up call afterward. Expect a lag between activity and results. Consistent scorecard activity today can produce a stronger pipeline 30 to 90 days later. Memorable Quotes “The scorecard works when you work the scorecard.” “What did I learn?” “If they answer the phone, they want to talk to you.” “You’re not bothering anybody.” “You can’t hide from it.” “The business will follow if you stay consistent with your scorecard.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Jeff Hansen: /episode/index/show/ninjacoaching/id/42860450

How Great Leaders Create Productive Agents 09/03/2026

How Great Leaders Create Productive Agents Eric Thompson interviews Brookelynn Cardenas of ERA Live Moore about how leaders can create more productive, engaged agents by building a culture of coaching, accountability, and genuine personal investment. The results are compelling: while her overall market is up just 1.29% in volume, ERA Live Moore is up 8.74%, and its Ninja agents are up an impressive 41%. As VP of Growth, Brookelynn works alongside managers to coach agents, reinforce Ninja habits, and create clear development opportunities. Her philosophy is that agents are more than production numbers. Great leaders understand what their people are working toward personally and help them build businesses capable of funding those dreams. She uses the Ninja Manager Scorecard to ensure leadership consistently focuses on the activities that drive coaching, retention, and recruiting. Brookelynn’s message is simple: if you want agents to embrace the system, leadership has to model it. Know your people, stay in flow with them, measure the right activities, and create an environment where they feel seen, supported, and challenged to grow. Key Takeaways Great leadership starts with understanding each agent’s personal definition of success and what fuels their motivation. Use a leadership scorecard to create consistency around the three critical activities of coaching, retention, and recruiting. Don’t assume agents need more leads. Ask whether they actually need better conversations. The agent scorecard helps diagnose the real problem: insufficient activity or ineffective conversations. Leaders must model the behaviors they expect from their agents. You can’t create a Ninja culture without personally living the principles. Broker owners should identify talented leaders, invest in their development, and give them the freedom and authority to grow. Memorable Quotes “Are we fueling their success or are we failing them?” “These agents are not just a number.” “If they feel seen by you and feel understood by you, they’re likely to give you their all.” “Do you need more leads or do you need better conversations?” “How can I ask my agents to do something that I’m not willing to do myself?” “If you have somebody special, encourage and empower them.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Brookelynn Cardenas: /episode/index/show/ninjacoaching/id/42647155

How Abundance Reveals Opportunity 08/20/2026

How Abundance Reveals Opportunity Eric Thompson interviews Dan Dodd of Vanguard Properties in San Francisco about the dramatic shift that took him from a scarcity mindset in 2025 to one of the strongest years of his 22-year career. After closing $15 million in 2025, Dan had already closed $33 million by mid-August 2026, with $90 million in his funnel and a projected year of $65–80 million. Dan explains that the breakthrough wasn't a new lead-generation strategy. With help from Ninja Coach Mark Johnson, he stopped simply checking the boxes of his Ninja habits and began focusing on the feelings and mindset behind them. A meaningful daily affirmation became the catalyst, helping him see possibilities he had previously overlooked, reconnect with clients, act on his warm and hot lists, and recognize opportunities already around him. The lesson is powerful: the circumstances may be the same, but an abundant mindset allows you to see and act on possibilities that scarcity causes you to miss. Key Takeaways Scarcity and abundance can produce completely different results from the exact same market conditions. Don't simply check the boxes of the Ninja habits; engage with them in a way that creates genuine feeling and action. A meaningful affirmation can become a powerful tool for changing your internal dialogue and behavior. Abundance helps you recognize opportunities already hiding within your existing relationships and warm list. Focus on the activities and behaviors you control rather than obsessing over production outcomes. You don't have to execute Ninja perfectly. Consistency and intentionality matter far more than perfection. Memorable Quotes “I wasn't kind of in scarcity. I was in full scarcity.” “It was like wearing a different set of glasses.” “I consistently perform the activities that propel me to the top 1%.” “The behaviors are what leads to the volume.” “I'm worthy of love and all of the wonderful things that life has to offer.” “It's all about what we can control." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Dan Dodd: /episode/index/show/ninjacoaching/id/42503490

Navigating Crazy with Mike Staver 08/14/2026

Navigating Crazy with Mike Staver Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased. The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance of slowing down before making decisions, and the power of accepting reality without necessarily approving of it. Ultimately, navigating crazy means knowing what matters most and consistently filtering your choices through that lens. Key Takeaways You can't eliminate the crazy, but you can become better at navigating through it. Control what you can control and stop spending energy trying to manage outcomes you cannot. Strong boundaries and clearly defined values create an anchor when circumstances become chaotic. Anxiety is often a prediction of a negative future outcome, so returning attention to the present can reduce its power. Slow down before making decisions. Even a short pause can interrupt the pattern of reacting from fear or overwhelm. Accept reality as it is. Acceptance doesn't mean approval; it gives you a truthful starting point for deciding what to do next. Memorable Quotes “The work is about moving through it, not overcoming it.” “Anxiety is always a prediction.” “Acceptance is not approval.” “The beginning of all struggle is the misalignment with expectations and reality.” “The day before your life changes forever will be just an ordinary day. Don't waste ordinary days.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Mike Staver: Navigating Crazy book: /episode/index/show/ninjacoaching/id/42434240

Connect and Communicate: The Fourth Cornerstone of Ninja Selling 08/06/2026

Connect and Communicate: The Fourth Cornerstone of Ninja Selling In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions. The conversation explores the Platinum Rule, the importance of asking rather than telling, and the sequence of connection, foundational, diagnostic, and closing questions. Larry also shares one of his favorite coaching tools, the "magic wand" question, and the personal story of how asking that question helped him and his wife discover and ultimately purchase their dream home. Key Takeaways Great communication starts by creating connection before trying to communicate information. Asking questions is more powerful than telling because it builds trust, uncovers needs, and creates clarity. Match the other person's communication style, personality, and learning modality to build rapport. Follow the sequence of connection, foundational, diagnostic, and closing questions. The "magic wand" question helps people think freely and uncover what they truly want. Focus on helping clients make great decisions rather than trying to sell them. Memorable Quotes “Connect first, then communicate.” “Treat others the way they want to be treated.” “Asking is better than telling.” “It matters who says it.” “If you could wave your magic wand…” “The market is the bad guy. We’re on the seller’s team.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/42342020

Turn 15 Conversations into 80 Closings 07/23/2026

Turn 15 Conversations into 80 Closings Eric Thompson interviews Gavin Vargas of Windermere Group One in Richland, Washington, who shares the mindset and habits behind building an 80-plus transaction business in a market of just 65,000 people. After attending his first Ninja Installation at age 21, Gavin steadily built his business by committing to the Ninja system, and in 2026 is on pace for his first $100,000 month. Gavin credits his success to three things: mastering his mindset, maintaining consistent live flow, and treating everyone in his business as a relationship rather than a transaction. His goal is 15 live interviews per day, including clients, vendors, contractors, and community members. He also consistently delivers real estate reviews, hosts open houses with a service mindset, and intentionally nurtures relationships with service providers, who now generate roughly a quarter of his business. Throughout the conversation, Gavin reflects on the influence of his late grandfather, Jeff Thompson, whose mentorship shaped both his mindset and his approach to serving others. His message is simple: consistent daily activities, grounded in the right mindset, create extraordinary long-term results. Key Takeaways A strong mindset is the foundation for long-term business success. Consistently completing 15 live interviews per day creates remarkable momentum. Contractors, vendors, and service providers are valuable referral partners who deserve the same level of flow as clients. Real estate reviews provide meaningful opportunities to reconnect and deliver value. Open houses are most effective when you become the neighborhood expert rather than simply hosting the event. Small daily habits, practiced consistently, compound into extraordinary results. Memorable Quotes “Provide value or make people feel good.” “Shake the dust off your feet and move on.” “Get your mindset right first.” “I can't afford to forget what I learned.” “The consistency is what matters.” “You don't have to have a larger-than-life personality to build a great business. Links Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Gavin Vargas: /episode/index/show/ninjacoaching/id/42189660

The Power of Going All In 07/16/2026

The Power of Going All In Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for “something bigger.” Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that diluted his focus. Rather than chasing new tactics, he doubled down on the fundamentals: his hot and warm list, consistent Ninja Nine activities, and staying intentional with the people already in his world. The result was not only a dramatic increase in income but also a greater sense of purpose and confidence. D.J.'s story is a reminder that sustainable growth often begins with a shift in mindset rather than a new strategy. When he stopped waiting for his ship to come in and fully embraced his role as a professional Realtor, his business followed. Key Takeaways Lasting business growth begins with a shift in identity and commitment. Coaching provides accountability, clarity, and confidence to reach the next level. The hot and warm list is one of the most powerful drivers of consistent business. Eliminate distractions so you can focus on your highest-value activities. The Ninja Nine works when executed consistently with intention. Asking for help is often the breakthrough that unlocks new levels of success. Memorable Quotes “I quit waiting for my ship to come in.” “I wanted to leave nothing in the tank for 2026.” “I've stopped dating real estate and started marrying it.” “It doesn't have to be that hard.” “I finally believed I was capable of more.” Links Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: D.J. Farris: /episode/index/show/ninjacoaching/id/42105980

Where Books Find New Homes 07/02/2026

Where Books Find New Homes Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches. Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new relationships, and reinforces her role as a connector rather than a salesperson. She complements this with an automated post-closing campaign of postcards and emails, along with highly personal outreach when clients experience meaningful life events such as a new baby, a lost pet, or becoming a U.S. citizen. Throughout the conversation, Alexis emphasizes that the best marketing comes from genuine care. By staying intentional, authentic, and consistent, she has created a business that generates referrals, deepens relationships, and attracts people who naturally fit her personality and values. Key Takeaways Build client events around your authentic interests rather than forcing traditional appreciation parties. A creative community event can generate both stronger relationships and new sphere connections. Combine automated post-closing systems with meaningful personal outreach for maximum impact. Small, genuine gestures during life's important moments create lasting relationships. Coaching helps identify your natural strengths and build a business around them. Consistency with simple relationship-building actions creates long-term momentum. Memorable Quotes “Where books find new homes.” “What is an event you would like to attend?” “Some of the most meaningful touches aren't automated.” “I'm a real person. I'm not just a salesperson.” “Don't underestimate the small things.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Alexis Pinter: /episode/index/show/ninjacoaching/id/41935265

Take a Month Off Without Losing Momentum 06/25/2026

Take a Month Off Without Losing Momentum In this episode, Eric Thompson interviews Sumina Bhatti of Austin, Texas, about how to take a truly restorative vacation without sacrificing your real estate business. Sumina shares a practical framework she has developed over years of travel, including trips lasting several weeks to several months, while maintaining strong client service and business momentum. The key is preparation. Sumina explains that successful time away begins with deciding what kind of trip you want to take: fully disconnected, partially working, or fully working from another location. Once that decision is made, everything else becomes easier. She emphasizes building a temporary support team, setting clear client expectations, establishing communication systems, and using technology to minimize interruptions while maintaining excellent service. A major theme is that many agents avoid taking meaningful vacations because they lack boundaries in their everyday business. The vacation itself becomes an opportunity to build better systems, delegate appropriately, and trust other professionals. By preparing well in advance and leveraging relationships, agents can take extended time away while ensuring clients continue to feel supported. The conversation also touches on Sumina’s journey through multiple Ninja Installations and coaching, highlighting how Ninja continues to serve as her anchor for both business growth and personal fulfillment. Key Takeaways Successful vacations begin with deciding how connected you want to be before the trip starts Build a temporary support team and prepare them well before you leave Clear communication and expectation-setting eliminate most client concerns Technology can support your systems, but preparation matters more than tools Vacations expose weak boundaries and encourage healthier business practices The same Ninja systems that create business success can create freedom and flexibility Memorable Quotes “If a brain surgeon can take a vacation, we can take a vacation.” “It’s setting the right expectations and doing the right preparation.” “Ninja has always been the thing that tethers me back to my purpose.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/41788960

The Pickleball League That Built a $40 Million Business 06/18/2026

The Pickleball League That Built a $40 Million Business Rob Nelson interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections. Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together around shared interests. These gatherings naturally deepen relationships, generate referrals, and make live flow inevitable. He complements these events with highly targeted content and newsletters designed specifically for his ideal clients. Over three years, Greg grew his business from roughly $12 million in volume to $40 million while becoming one of the most recognized luxury agents in his market. His story demonstrates that when you build authentic community and create value beyond real estate, business growth follows naturally. Key Takeaways The best prospecting often starts with your passions, not traditional networking Strategic gatherings create natural opportunities for relationship building and referrals People connect more deeply through shared experiences than through real estate conversations Content should be designed for your ideal client, not for the masses Combining authentic live flow with targeted auto flow creates powerful momentum Building community positions you as the trusted hub of a growing network Memorable Quotes “I could be more than somebody who just lists and sells houses.” “Stop trying to serve everyone.” “You need to find your people.” “The first time I’d laughed in six months.” “Why are we waiting for somebody else to create it?” “You have to occupy the real estate portion of their brain.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Greg Roeder: /episode/index/show/ninjacoaching/id/41696965

Premium Service = Premium Fees 06/11/2026

Premium Service = Premium Fees Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet. A major component of Cyndi’s success is her innovative use of real estate reviews through her local Chamber of Commerce. By combining networking, one-to-many presentations, and personalized real estate reviews, she stays top of mind while providing valuable market information. This system has become a major source of both flow and business. The second half of the conversation focuses on her premium concierge-style listing service. Rather than simply selling homes, Cyndi coordinates and manages everything from home preparation and repairs to downsizing, packing, moving, and settling clients into their next home. By creating a highly differentiated service model, she is able to confidently charge premium fees because the value she delivers is clear, measurable, and deeply appreciated by her clients. Throughout the episode, Cyndi emphasizes knowing your value, building authentic relationships, and creating systems that make it easy for people to work with you. Key Takeaways Networking works best when you focus on groups that align with your interests and produce meaningful relationships Real estate reviews can be an effective networking tool when delivered in a value-driven, educational setting One-to-many presentations create efficient opportunities for both live flow and auto flow Premium fees require premium value, and clients willingly pay more when the service solves significant problems Knowing your value allows you to confidently build a business around your strengths and ideal clients Coaching helps simplify decisions, refine focus, and create a business that fits your personality and goals Memorable Quotes “People see the value that you see in yourself.” “It is possible to have a really good business really quickly.” “I wanted the award for GCI, not volume.” “I had to find a way to make real estate reviews feel natural.” “If you’re not tied to the outcome of every single thing, it’s easier to choose what’s right for you.” “Know your value.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Cyndi Olmstead: /episode/index/show/ninjacoaching/id/41544460

Obsessed with Results - the Ninja Installation Evolves 06/08/2026

Obsessed with Results - the Ninja Installation Evolves In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine. A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently. This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja’s true product is not training; it is results, achieved through consistent execution of proven lead measures and activities. Key Takeaways Results, not training, are the true product of Ninja Selling Most agents know what to do, but need accountability to consistently do it Lead measures (activities) drive lag measures (results) The Ninja Nine remains the foundation of business generation Ninja 90 helps agents bridge the gap between learning and implementation The new Ninja Installation format combines a three-day training with 12 weeks of guided support Memorable Quotes “Our product is results.” “The most expensive gap in our business is the space between knowing and doing.” “It’s not a question of whether the system works. The question is whether you will work the system.” “Goals are lag measures. Activities are lead measures.” “The challenge isn’t learning the system. The challenge is consistently applying it.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/41536035

Why Does Time Feel So Fast? 06/04/2026

Why Does Time Feel So Fast? Rob Nelson and Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by. Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more intentional with the time we already have. Through examples from his own life, he discusses identifying priorities, reducing “leakage” of time, and focusing on the activities and relationships that matter most. The discussion also ties directly into Ninja concepts like time blocking, P-Time, and living on purpose. Both Rob and Peter emphasize that success is not about squeezing more activity into the day but about aligning time with values, priorities, and meaningful experiences. Ultimately, the episode serves as a reminder that life is not measured by how quickly you respond to emails or how busy you appear, but by how intentionally you spend your time and whether you are present for the moments that matter most. Key Takeaways Time often feels like it is accelerating because attention is fragmented and priorities are unclear The solution is not finding more time but becoming more intentional about how time is spent Time blocking and P-Time help align daily activities with long-term priorities and goals Many people underestimate how much time is lost to distractions, transitions, and low-value activities Success comes from focusing on what matters most and eliminating unnecessary obligations Being fully present creates the most meaningful and memorable moments in life Memorable Quotes “You can be efficient with process and systems, but you cannot be efficient with people.” “Clarity is kindness.” “Our number one tool is our energy and our consciousness.” “You don’t lose 20 pounds at a time. You find 15 minutes here and 15 minutes there.” “Life is not measured by how quickly you respond to emails.” “When I get goosebumps, I know I am fully in the moment.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/41535880

When One Sentence Changes Your Life 05/28/2026

When One Sentence Changes Your Life Eric Thompson interviews longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: “What if it all went right?” After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life. What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she previously would have avoided, and embracing life list experiences with trust and optimism. She traveled to Spain for a month, took a spontaneous 7,000-mile road trip across the United States, visited national parks, connected with Ninjas across the country, and fully leaned into the belief that life and business could unfold beautifully. At the same time, her real estate business flourished. In just six months of active work during the year, Brenda exceeded her annual goals by more than 60 percent. She credits this to the joy, confidence, and flow she carried into every interaction. Her story illustrates how mindset influences energy, energy attracts opportunity, and one powerful question can completely reshape the direction of your life. Key Takeaways A single sentence or idea can completely shift your mindset and trajectory “What if it all went right?” creates both optimism and intentional action Mindset changes are powerful when paired with preparation and personal responsibility Joy and confidence are highly attractive and naturally improve business results Life list experiences should not wait until “someday” because saying yes creates momentum Listening to podcasts and surrounding yourself with positive ideas can create breakthrough moments Memorable Quotes “What if it all went right?” “I realized my turn wasn’t over.” “I wanted to increase the odds that it could all go right.” “Joy just exudes from you.” “Right attracts right.” “One sentence can open everything wide for you.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Brenda Fortna: /episode/index/show/ninjacoaching/id/41448275

Engage Your Agents With Anniversary Reviews 05/21/2026

Engage Your Agents With Anniversary Reviews In this episode, Eric Thompson interviews Arwa Armstrong of Heritage First Realty in Wichita, Kansas, along with her coach, Tracy Peterson-Nienaber, to explore how leaders can keep agents engaged, productive, and bought into a company culture. The centerpiece of the conversation is Heritage First’s annual anniversary review process, a highly intentional one-on-one meeting system designed to strengthen relationships, support agent growth, and improve retention. Arwa explains that each anniversary review is a face-to-face meeting held around the agent’s joining anniversary. Using a structured but flexible framework inspired by Ninja business planning, she creates personalized conversations focused on both personal and professional growth. The reviews begin with FORD conversations and move into questions about goals, support needs, highlights from the past year, and the agent’s vision of an ideal brokerage. The purpose is not evaluation, but connection, clarity, and support. The process has evolved into one of the defining cultural strengths of Heritage First Realty. While agents were initially hesitant about the meetings, they now actively look forward to them because they know the conversations are truly about helping them succeed. Combined with consistent leadership presence, coaching, and relationship-focused systems, the reviews have contributed to strong retention, a collaborative culture, and rapid brokerage growth. The episode highlights how Ninja principles apply not only to clients but also to leading agents and building a thriving company culture. Key Takeaways Anniversary reviews create intentional one-on-one time that strengthens engagement and retention The best leadership conversations focus on both personal and professional growth FORD conversations help leaders understand and support agents at a deeper level Leadership is about helping agents achieve their goals, not just monitoring performance Strong brokerage culture is built through consistency, relationships, and genuine care The “magic wand” question reveals what agents truly want from their brokerage experience Memorable Quotes “They don’t recruit. They attract.” “This is really about helping that person.” “You get to know your people better.” “If you learned something new, you had a FORD conversation.” “We’re in it for the long game.” “You are Ninjing your people.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Arwa Armstrong: /episode/index/show/ninjacoaching/id/41386220

The Most Exciting Time to Be in Real Estate 05/15/2026

The Most Exciting Time to Be in Real Estate In this episode of the Ninja Selling Podcast, Rob Nelson sits down with Ninja Selling Instructor Jessika Mayer to discuss why today’s real estate market may actually be the most exciting opportunity agents have seen in years. Despite industry change, media noise, and consumer uncertainty, Jessica explains why relationship-based agents are thriving by focusing on what they can control: trust, conversations, systems, and service. Rob and Jessika explore how the Ninja Scorecard, live flow, FORD conversations, and proven systems are helping agents dramatically shift their businesses in just weeks. They also discuss the growing importance of being a trusted advisor in the age of AI and why authentic relationships remain the greatest advantage an agent can have. At its core, this episode is a reminder that real estate has always been about people, and agents who embrace that truth are positioned to succeed in any market. Key Takeaways Trust is the New Currency In a world filled with information and uncertainty, consumers are looking for someone they know and trust to guide them through important decisions. The Basics Still Win Agents who consistently focus on live flow, relationships, and scorecard activities are seeing rapid momentum shifts in their businesses. AI Won’t Replace Trusted Advisors Consumers may use AI for information, but they still rely on human relationships for confidence, context, and guidance. Your Authenticity Is Your Advantage Systems matter, but the magic happens when agents pair proven systems with their own unique personality, perspective, and care for people. Memorable Quotes “The most valuable gift you have to offer is yourself.” “We don’t chase at Ninja, we attract.” “There’s really no competition; just look in the mirror.” “The artistry of relationship is you.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/41312920

How to Turn Things Around 04/30/2026

How to Turn Things Around 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 the Ninja Nine. With her coach's support, she shifted from reactive behavior to a highly intentional, structured approach. Her daily routine now includes gratitude, affirmations, note writing, planning, reviewing her hot and warm lists, and proactively matching clients with opportunities. A key theme is moving from “going through the motions” to deeper, more meaningful execution. Tammi emphasizes writing intentional notes, adding real estate reviews, and staying focused on abundance rather than scarcity. She also implemented clear boundaries in her schedule, which improved both her productivity and her quality of life. Her story demonstrates that even after a downturn, a business can be rebuilt with purpose, discipline, and consistency. The shift from survival mode to intentional action created both stronger results and a more fulfilling life. Key Takeaways Turning a business around starts with shifting from reactive behavior to intentional daily structure A consistent morning routine built on gratitude, affirmations, and planning creates a strong mindset foundation Meaningful execution of the Ninja Nine drives results, not just going through the motions Focusing on hot and warm lists daily creates proactive opportunities and strengthens relationships Setting boundaries improves both business performance and personal well-being Coaching provides clarity, perspective, and accountability that accelerates growth Memorable Quotes “I was trying to survive.” “My business today is very on purpose.” “There are different levels to doing the Ninja Nine.” “I was going through the motions.” “Who doesn’t like to be thought of?” “You are so worth it.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Tammi Winbauer: /episode/index/show/ninjacoaching/id/41048450

How to Score 112 Points a Week 04/23/2026

How to Score 112 Points a Week 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 combination of hosting networking events, attending community events, and making intentional follow-up calls. Her approach is rooted in genuine curiosity, asking meaningful questions, and focusing on learning something new in every interaction. A key insight from Kayla is that the scorecard didn’t just increase her production—it re-energized her business. By adding daily text messages, handwritten notes, and structured follow-up, she reconnected with past relationships and deepened existing ones. The process became fun, competitive, and highly motivating, especially when combined with accountability and gamification. Ultimately, Kayla’s story demonstrates that the scorecard is not just a tracking tool—it’s a launchpad for consistent activity, stronger relationships, and predictable business growth. Her message is clear: you don’t need perfection, you need progress, and everything starts with meaningful conversations. Key Takeaways The key to high scorecard performance is consistently achieving 50 live interviews each week Networking events and community engagement are powerful ways to generate live conversations Simple actions like “you came to my mind” texts can create meaningful reconnections and opportunities Tracking interactions in real time is essential to staying consistent and maximizing results Gamifying activity through challenges increases motivation, consistency, and enjoyment Progress matters more than perfection; small improvements week over week create big results Memorable Quotes “You have to get your 50 live interviews.” “Just be a real person.” “Be the human that tries the hardest.” “It’s progress over perfection.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Lokal Real Estate: Katie Carosella: /episode/index/show/ninjacoaching/id/40913175

The Farming Formula That Works 04/13/2026

The Farming Formula That Works 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, she implements a multi-layered flow system that combines high-quality monthly newsletters, targeted postcards with dynamic QR codes, and a strong follow-up system that includes handwritten notes, video messages, and in-person events. A key differentiator is her commitment to both art and science in her marketing. Her eight-page newsletter blends community content, real estate data, and local connections, while her postcards and brand kits create strong visibility and credibility. She complements this auto flow with live flow through charitable events, sponsorships, and consistent community presence. Hope emphasizes that farming requires persistence and financial discipline, noting it took eight months before her first listing. However, once momentum builds, the results compound. Her success illustrates that effective farming is not about luck but about consistent execution, strategic selection, and delivering exceptional value. Key Takeaways Start farming where you already have connection, familiarity, or past success Use data to validate your farm including turnover rate, competition, and ROI potential Commit financially and mentally because farming requires consistency before results appear Combine art and science in your marketing to connect emotionally and demonstrate expertise Use systems to convert auto flow into live flow through follow up and personal touches Leverage your listings aggressively to build visibility and momentum within the farm Memorable Quotes “I have clients calling me every month.” “It felt like feeding a slot machine until it hit.” “I’m trying to live on your fridge.” “I had to stay in it until it started bearing fruit.” “I almost quit at eight months.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Hope George: Hope George's samples: /episode/index/show/ninjacoaching/id/40859870

Clients Coming Out of the Woodwork 04/03/2026

Clients Coming Out of the Woodwork 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, heartfelt, and not about real estate, which naturally leads to reconnection and in-person meetings. Her newsletter provides valuable market insights, while her real estate reviews create meaningful touchpoints that often convert into business without any pressure. A central theme of the conversation is authenticity. Jackie emphasizes that Ninja has given her permission to be herself and build her business in a way that aligns with her personality. Rather than pushing for transactions, she focuses on caring for people, staying in flow, and letting her marketing communicate her expertise. Combined with coaching support, this approach has helped her set better boundaries, streamline her systems, and attract clients who respect her time and value her guidance. Key Takeaways Handwritten notes are a powerful relationship tool that create emotional connection and natural follow up Consistent auto flow, such as newsletters and market updates, keeps you visible and reinforces expertise Real estate reviews create opportunities for business without being pushy or sales focused Authenticity is the foundation of effective flow and the best results come from being yourself Coaching provides clarity, accountability, and helps set boundaries that protect your time and energy You do not need perfection to succeed, consistent effort and following the system at a moderate level still produces strong results Memorable Quotes “I have clients coming out of the woodwork.” “It has nothing to do with real estate.” “Ninja has given me free license to be myself.” “I market what I do so I don’t have to tell them.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Jackie Converse: /episode/index/show/ninjacoaching/id/40726525

How to Build a Team That Actually Works 03/19/2026

How to Build a Team That Actually Works 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 others. He walks through their flow systems, including newsletters, postcards, local business highlights, client appreciation events, personal notes, and a thoughtful weekly team meeting rhythm. He also discusses how coaching, business planning, mindset habits, and consistency have helped him become more purposeful as a leader. The episode is ultimately about building a team the Ninja way: with strong mindset, simple but consistent actions, community focus, and a commitment to people over shiny objects. Key Takeaways A strong team starts with a clear purpose. John’s team filters decisions through one simple idea: Does this create value? That clarity helps them stay aligned and avoid distractions.Growth often comes from consistency, not reinvention.Their 20% year-over-year growth did not come from a major new initiative. It came from doing the fundamentals more consistently over time. Flow works best when it is both personal and valuable. Their newsletters, postcards, local-love features, Z Crew events, and handwritten notes are all designed to genuinely serve clients and community, not just market to them. Great team meetings are intentional. John’s weekly team meeting includes gratitude, word-of-the-year reflection, pipeline review, marketing updates, Ninja teaching, idea sharing, and a positive close. It is designed to build both culture and clarity. Mindset is still the foundation. John credits much of his success to a disciplined morning routine built around gratitudes, affirmations, life-list review, reading, exercise, and meditation. For him, mindset is non-negotiable. Memorable Quotes “If we focus on creating value, we’ll have all the business we need.” “Anything we do in our business meetings—if it’s not going to create value, we’re not doing it.” “We’d rather do the Ninja Nine 85% of the time than try to do it 100% of the time and only hit 50%.” “We’re very careful not to look for the new shiny object.” “That morning mindset is so critical. It just keeps me focused.”\ Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: John Zickert: /episode/index/show/ninjacoaching/id/40548235

Auto-Flow 101: Why Flow Fixes Everything 03/12/2026

Auto-Flow 101: Why Flow Fixes Everything 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 emails, newsletters, postcards, social media posts, or gifts that go out automatically. Both play different but complementary roles. Live Flow deepens relationships and builds trust, while auto flow maintains visibility and demonstrates expertise when you are busy or not actively connecting. They also explain the concept of the decision window. People often think about buying or selling real estate for 9 to 21 months, but they typically choose their agent in just 1 to 3 days. The agent who has been most consistently in flow during that period becomes the natural choice. Because most people know multiple Realtors, consistent flow is what separates the professional who gets the call from the one who is forgotten. The episode closes with a simple framework for implementing Auto-Flow. Three value-add touches per month, typically two digital and one print, mixing both art (heart-focused touches) and science (market expertise). When combined with Live Flow, this system keeps you top of mind and reinforces both your relationship and your professional credibility. Key Takeaways Flow means frequency of interaction and is the mechanism that keeps you top of mind Live Flow builds relationships while Auto-Flow maintains visibility and expertise The real estate decision window is extremely short even though the buying process is long Three value-add touches per month, combining art and science, create a simple auto flow system Auto-Flow should support relationships rather than replace live interactions Authentic communication always works better than generic marketing Real Estate Reviews are a powerful tool because they convert Auto-Flow into Live Flow conversations Only 6% of agents consistently stay in flow after a transaction. Memorable Quotes “Flow fixes everything.” “People on average know twelve realtors.” “Live Flow builds the relationship. Auto-Flow maintains the presence.” “You’re either visible or invisible.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/40408440

Don't Forget to Have Fun 03/09/2026

The Pivot from Buying Leads to Building Relationships 03/05/2026

The Pivot from Buying Leads to Building Relationships 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 mentally tied to the phone. After discovering Ninja Selling while listening to the book with his wife, Ryan realized there was a different way to build a real estate career, one centered on relationships rather than relentless lead conversion. In 2025 he fully committed to the Ninja approach with coaching support from Mark Johnson. The result was dramatic: Ryan produced 722,000 dollars in gross commission income from 47 transactions and 34 million in volume, while simultaneously reducing his monthly overhead by about 25,000 dollars. Ryan credits the transformation to mindset, structure, and consistent implementation of the Ninja Nine habits. Instead of chasing cold leads, he began focusing on handwritten notes, proactive relationship calls, gratitude, and intentional conversations with people who already knew and trusted him. Mark helped him slow down, eliminate unnecessary commitments, and prioritize meaningful interactions over constant activity. The shift not only improved his income but restored balance in his life, allowing him to be present with his wife and five children. Ryan’s story illustrates how focusing on relationships, consistency, and purpose can produce both better business results and a better life. Key Takeaways Cold lead generation can create a false sense of productivity while increasing stress and reducing meaningful relationships High overhead business models often hide the true cost of lead driven systems Pivoting to a sphere based business dramatically increases income per hour and reduces overhead Relationship calls feel very different from cold lead calls because the trust already exists Handwritten notes and proactive conversations create compounding opportunities Consistent Ninja Nine habits create momentum and confidence Coaching provides clarity, accountability, and perspective during major business transitions Slowing down can actually accelerate growth by focusing energy on the right activities Addition through subtraction is often the fastest way to improve both life and business Fragmentation and constant responsiveness create anxiety, while proactive systems restore control Real estate success does not require working constantly, it requires working intentionally Relationships that already exist are often the most overlooked source of business Memorable Quotes “I bought the book for my wife and it turned out to be mine.” “The cold lead style of business is an illusion.” “You can only go so far before you run out of gas.” “I felt like a robot being told where to go and what to do.” “My kids would try to tell me about their day and I’d hold up one finger and say one more minute.” “I realized 87 percent of my business had always come from people I knew.” “My phone used to ring nonstop. Now it hardly rings at all.” “I used to feel fragmented. Now everything feels intentional.” “Addition through subtraction changed everything.” “The more things I cut out, the more the right things showed up.” “Doing the work consistently is what made the difference.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Ryan Craig: /episode/index/show/ninjacoaching/id/40322560

Bonus Episode: The Gold is in the Ghosts Sales Meeting 03/03/2026

Ninja Selling Podcast

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