The 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.

How to Build a Ninja Company: A Blueprint from Jenny Usaj 06/30/2025

How to Build a Ninja Company: A Blueprint from Jenny Usaj How do you build a real estate brokerage where 81% of your agents increase their business by an average of 65% in a single year, especially when the overall market is down? You build a Ninja company. Join Eric Thompson as he sits down with Jenny Usaj, the innovative owner of Usaj Realty in Denver, Colorado, and a new addition to the Ninja Coaching team. Jenny provides a masterclass on how she has intentionally and systematically infused the Ninja Selling philosophy into every aspect of her brokerage, creating a culture of incredible support, accountability, and success. Jenny pulls back the curtain on her proven strategies, detailing the non-negotiable systems that have transformed her company. Learn why every agent is required to attend a Ninja Installation within their first year (and why they pay for it themselves), and how this sets the foundation for a shared language and business approach. Discover how Jenny creates an immersive Ninja environment, from a neon "The System Works" sign on the wall and a "Why Fridge" in the kitchen, to company-supported auto-flow and a game-changing process where her staff prepares real estate reviews for the agents. This episode is a practical blueprint for any brokerage owner, manager, or team leader who wants to go beyond just introducing Ninja concepts and truly build a high-performance Ninja culture. Jenny shares her weekly sales meeting agenda, her approach to skills-building workshops, and her number one piece of advice for leaders looking to start this journey: get your staff on board first. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Jenny Usaj, Owner of Usaj Realty and Ninja Coach The Incredible Results: 81% of Agents Increased Business by an Average of 65% in a Down Market Why Attending Multiple Installations is Key to Growth and Training The Mandatory Ninja Installation Requirement for All New Agents Creating an Immersive "Ninja Office" Culture (Neon Sign, "Why Fridge," Note Cards) The Structure of a Consistent, High-Energy Weekly Sales Meeting Company-Supported Auto-Flow (Newsletters, Emails) and Live-Flow (Event Support) The Game-Changing System: Preparing Real Estate Reviews for Agents to Execute The Importance of Regular Skills Practice Sessions as a Team Jenny's Blueprint for Leaders: Start by Getting Your Staff on Board Key Takeaways: "It's literally on the wall. It says 'the system works' in neon letters." "We have a business or sales meeting every Tuesday... Larry said to do it every week. So we've done it every week." "Our meetings start with gratitude. We always raise that energy up." "I found when it's their own money and it's their own time away from their family... it was a very different experience for them." "If the staff or myself can take it off the agent's plate in an administrative way, we want to do it for them so that they are just spending time on their people." "The year I adopted real estate reviews was the year I became a listing agent." "We have everyone's 'why' on the fridge... it's oftentimes a bit of a collage of everyone's family or a trip they want to take." "Having time to practice as a team, to practice and hear what other people are doing has been so invaluable to our agents." "Start with your staff, get your staff on board, get some traction there, and then slowly bring it to the agents with one nugget at a time." "Ninja has changed my life and I am so grateful and honored to have the opportunity to help other people have that experience." Links: Usaj Realty: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/37212385

Frictionless Referrals: Introducing Referral Flow and the New Find a Ninja 06/23/2025

Frictionless Referrals: Introducing Referral Flow and the New Find a Ninja Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down with Joseph Chiavatti – Ninja, brokerage owner, and tech entrepreneur – to discuss a common challenge in the real estate industry: the friction involved in sending and receiving referrals. Joseph Chiavatti shares his personal experience of struggling to connect with qualified Ninja agents for outbound referrals, a frustration that led him to develop a groundbreaking solution. This episode unveils Referral Flow, a new platform designed to streamline the entire referral process for all real estate agents, and its integrated component, the new Find a Ninja tool. Discover how Referral Flow addresses the pain points of finding, vetting, and managing referral partners. Learn about the "Confidence Score" that ranks agents based on experience, production, and platform activity, and how the platform facilitates seamless referral agreements and milestone tracking. For Ninjas, this is especially exciting! Joseph Chiavatti explains how FindaNinja.com now leverages the power of Referral Flow, offering Ninja Installation graduates and active coaching clients a complimentary premium subscription. This enhanced tool allows Ninjas to easily connect with like-minded professionals who understand and practice the Ninja Selling system. Learn how to claim your account, update your profile, and start building a robust, reliable referral network. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Joseph Chiavatti: Ninja, Brokerage Owner, and Tech Entrepreneur The Problem: Friction and Frustration in the Real Estate Referral Process Joseph Chiavatti's "Aha!" Moment: The Need for a Better Way to Connect Agents Introducing Referral Flow: A Platform for All Agents Key Features: Confidence Score, Verified Sales Data, Peer Reviews Streamlining the Process: Automated Referral Agreements and Milestone Tracking The New Find a Ninja: Powered by Referral Flow for Enhanced Ninja-to-Ninja Connections Complimentary Premium Access for Ninja Installation Graduates and Coaching Clients How to Claim Your Account and Get Started on FindaNinja.com The Vision for Referral Flow: Removing Friction and Adding Value for the Entire Industry The Importance of Building Your Professional Referral Network Key Takeaways: "I want my clients to have great representation and have a great experience." "For the modern real estate agent, it's worthy of consideration to build not just your client relationship, but your professional relationships so that you can make referrals a part of your business model." "When you pick up the phone, [you want to] get the same vibe from them that I give to my clients. Because not only is my reputation on the line... but also I have a referral fee on the line as well." "Find a Ninja just didn't have the capability to help with [managing the referral process]." "[Referral Flow has a] professional database of verified people that they actually get a positive benefit from going in and keeping information up to date." "[Referral Flow has a] dashboard experience, and then being able to track all the referrals that you have coming in and out of your business as well." "Referral Flow is completely agnostic to brokerage. It's completely agnostic to referral networks. So we welcome all agents." "Ninja Selling owns now findaninja.com and findaninja.com gives you a, within our platform, gives you a specific experience that ninjas will be familiar with." "Anybody who has been through a Ninja installation, we already have your account ready for you. You just have to come and claim it." "Don't neglect referrals in your business. Have conversations with your clients that you have an amazing network of people that you can connect them with..." Links: Find a Ninja: Referral Flow: (Use for assistance) Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/37107855

How To Be a Resort Market Ninja 06/16/2025

How To Be a Resort Market Ninja Join Eric Thompson on the Ninja Selling Podcast as he sits down with "Ninja Jack" Affleck, a top-producing real estate broker with Slifer, Smith & Frampton in beautiful Vail, Colorado. Recorded on location in Vail, this episode explores how to successfully apply Ninja principles in a unique resort market. Jack shares his inspiring journey, from his previous career as the iconic resort photographer for Vail Resorts to becoming a leading real estate professional, and how he's achieved his best year ever and best start to a year by embracing authentic Ninja practices. Discover how Jack leverages his stunning photography in his marketing, creating a genuine connection with clients who love Vail. Learn about his creative "hospitality satchels" – fun, personalized gifts for people he meets on the ski lift or golf course – and how these simple gestures build rapport and open doors. Jack also discusses the challenges and strategies for staying in flow with clients who are often not in town, emphasizing the importance of consistent, authentic communication and sharing his passion for the Vail lifestyle. This episode delves into Jack's evolution with real estate reviews, from initial apprehension to a breakthrough approach of asking for feedback and focusing on providing value without immediate valuation. He also highlights the critical role of Ninja Coaching with Lisa Connors in his success, focusing on accountability, support, and refining his systems. Whether you're in a resort market or not, Jack's story is packed with actionable takeaways on building genuine relationships, leveraging your unique strengths, and finding joy and success in your real estate business. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing "Ninja Jack" Affleck from Slifer, Smith & Frampton in Vail, Colorado Jack's Record-Breaking Success: Best Year Ever and Best Start to a Year The Power of Authentic Flow: Connecting Genuinely with Clients Jack's Unique Background: From Vail Resorts Photographer to Top Real Estate Broker Leveraging Personal Brand: Using Iconic Vail Photography in Marketing Creative Connection: "Hospitality Satchels" for Ski Lifts and "Birdie Bags" for Golfers Staying in Flow in a Resort Market: Connecting with Part-Time Residents The Hot & Warm List Business Tracker: Maintaining a Realistic Dashboard and Motivation Jack's Evolution with Real Estate Reviews: From RPRs to Value-Focused Market Updates The Breakthrough: Asking for Feedback on Real Estate Reviews The Importance of Personalized, Authentic Marketing (vs. "Canned" Content) The Value of Ninja Coaching: Accountability, Support, and System Refinement Jack's Commitment to Ninja: Multiple Installations and Ninja Now Attendee Key Takeaways: "The thing that I began much, much more of is to become more and more in flow with my people because they're not in town." "[Lisa Connors] has encouraged me to really be me with my people and share who I am with them and be genuine." "If it's gonna be a postcard, if it's gonna be something that's gonna be in their inbox, it has a piece of me. It's with my voice, and it's not something that's canned." "I really enjoy my clients become my friends. And they enjoy hearing from me and I enjoy reaching out and sharing my life with them..." "[The hospitality satchel is] basically a survival kit if you fall in a tree well... everything you need to survive is right here and oh, so there may be a need for my card as well." "When you think about somebody, call them. Write something, text them. Let them know that you're thinking about them." "By looking at the business tracker, what it does is it helps me find out where they are in their mindset and help me understand how I can best serve them." "[The breakthrough with real estate reviews was] asking them for their opinion on it... I need you to help me to be better." "If you have the opportunity to make something that is truly genuine to you... that is what your people want." "Accountability is so, so critical because we think that we're doing all the things that we are." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/37018975

The Return of the Sales Meeting: Announcing the Monthly Ninja Sales Meeting with Larry Kendall 06/09/2025

The Return of the Sales Meeting: Announcing the Monthly Ninja Sales Meeting with Larry Kendall Get ready for an exciting new chapter in the Ninja Selling community! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, to the podcast for a special episode. They reminisce about the legendary sales meetings at The Group Real Estate, which were instrumental in building its high-performance culture and achieving remarkable productivity (averaging 52 transactions per associate!). Larry shares the core principles behind those impactful meetings – ethos, logos, and pathos – and how they fostered energy, collaboration, and real business results for attendees. The conversation then pivots to an exciting announcement: Ninja Selling is launching a monthly, complimentary, 30-minute "Ninja Sales Meeting," hosted by Larry Kendall himself! Starting July 7th at 8:00 AM Mountain Time, this live online meeting aims to provide ninjas with actionable takeaways, skill-building insights, and a valuable return on their time investment. Larry outlines the vision for these meetings, focusing on addressing current market challenges (like pricing strategies), helping ninjas improve their business and life, and fostering a stronger sense of community within the Ninja Nation. Learn how these meetings will be structured, how to submit questions for Larry to address, and why now is the perfect time to bring back this powerful tradition in a new format. This episode is a must-listen for any Ninja looking to gain regular insights from Larry, connect with the broader community, and continuously elevate their business. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. To register for the Ninja Sales Meeting and subscribe for updates, visit and look for the subscribe link in the upper left corner, and follow Ninja Selling on Facebook and Instagram. Episode Highlights: Reminiscing with Larry Kendall: The Legendary Sales Meetings at The Group Real Estate The Impact of Sales Meetings: Building Culture and Driving Productivity Larry's Philosophy: The Three Keys to Persuasion in Meetings (Ethos, Logos, Pathos) How Sales Meetings Make Agents Money: Collaboration and Deal Creation The Evolution of Meetings: Adapting to Changes in Technology and the Industry Larry's "List": Revisiting Powerful Practices That Were Discontinued Exciting Announcement: The Launch of the Monthly Ninja Sales Meeting with Larry Kendall! Format and Goals: 30 Minutes, Complimentary, ROI-Focused, Actionable Takeaways Topics to be Covered: Addressing Current Challenges (e.g., Pricing), Business & Life Improvement Q&A Segment: Submit Your Questions for Larry How to Register and Stay Informed About the Ninja Sales Meeting Why Now? The Need for Connection, Community, and Continuous Learning Key Takeaways: "A sales meeting is the culture point of your office. If you have great meetings, attendance will soar, tribe gets bigger, stronger, they get more connected." "I come to that meeting and that meeting makes me money. I do deals based upon what happens in that room." "There are three keys to persuasion, ethos, logos and pathos." "The goal [of the Ninja Sales Meeting] is return on investment... when you're done, you're going to say that was a really valuable 30 minutes to me. I got an idea that's going to put a transaction together for me." "How can we help somebody improve their business or their life? What can we do? What are some takeaways that they can have...?" "The most productive [teams]... meet many of them daily... They certainly meet on a weekly basis. That tells me they find the value in having a get together." "If you get a group of really good salespeople together and they start sharing what they have and what they know... deals will start to occur." "[The Ninja Sales Meeting] will further our mission of helping to change the industry, change the way salespeople are perceived, build a culture and a tribe of ninjas..." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36908155

Create More, Work Less 06/02/2025

Create More, Work Less Is it possible to achieve your biggest results yet while actually working less? Absolutely! Join Eric Thompson on the Ninja Selling Podcast as he welcomes Deanna Foreman of Coldwell Banker Vanguard Realty in Jacksonville, Florida, and her Ninja Coach, Jon Hill. Deanna shares her inspiring journey of how she achieved her best first quarter ever (17 closings!) and is on pace for her best second quarter, all while reclaiming her time and creating better work-life harmony. Deanna, a dedicated Ninja who has attended six installations and Ninja Now, discusses the pivotal decision to "level up" her business and engage with coaching. Learn how, with Jon's guidance, she shifted from working "25/8" (as her daughter affectionately put it) to implementing intentional business hours, taking Sundays off, and focusing her efforts. This episode explores the power of mindset, the importance of setting clear expectations with clients, and the courage to say "no" to situations that don't align with your value (like requests for commission discounts). Discover Deanna's practical strategies, such as her "monthly admin day" for proactive planning, and how simple tools like a timer can create focus and urgency. Jon Hill shares the coach's perspective on Deanna's remarkable progress, highlighting her commitment as a "100% implementer" and her willingness to step outside her comfort zone. This conversation is packed with actionable takeaways for any agent looking to boost their productivity, protect their time, and build a more fulfilling business. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Deanna Foreman (Coldwell Banker Vanguard Realty, Jacksonville, FL) & Ninja Coach Jon Hill Deanna's Record-Breaking Q1 2025: 17 Closings and on Pace for Best Q2 The "Why" Behind Deanna's Multiple Installation Attendances: Mindset Reset and Continuous Learning The Decision to Level Up: Deanna's Commitment to Growth From "25/8" to Work-Life Harmony: Implementing Business Hours and Taking Sundays Off Setting Expectations with Clients: Communicating Availability and Value The Power of Intentionality: Working Smarter, Not Harder Deanna's "Monthly Admin Day": A Strategy for Proactive Planning Red Flags: Recognizing and Addressing Requests for Commission Discounts The "100% Implementer": Deanna's Commitment to Taking Action The Value of Coaching: Accountability, Mindset Shifts, and Strategic Guidance Key Takeaways: "This is my fifth installation. I have increased my business every year since... I'm gonna take my business to the next level." "[The installation is] a complete reset... you're getting different things from it because depending on where you are in your business and in your life, you're going to take different things from it." "I'm my own biggest competitor, and I'm just constantly striving for whatever I feel is next." "In order to... go to the next level... we need to go slower to go faster. We need to fill your cup." "[My daughter] would say, 'Mama, you work 25/8. Like, what are you doing?'" "I'm much more intentional during the time that I am working." "[Using a timer] makes you focus and keep things going. And you're always racing the clock. So it's almost like a game." "If someone is asking for a discount, they don't recognize the value, the true value you bring to the table." "She is someone that, once we agree on a call, I have zero doubt that... she will go out there and try. She will take what we talk about and put it into action." "I recognize that all growth happens outside of your comfort zone." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36810965

Navigating Seller Risk: A Modern Approach to Pricing Conversations 05/26/2025

Navigating Seller Risk: A Modern Approach to Pricing Conversations Join Rob Nelson and Peter Parnegg on this "intellectual safari" as they explore a timely and crucial topic: how to effectively discuss pricing with sellers by understanding and addressing their inherent risk tolerance. Moving beyond traditional, often adversarial, pricing conversations, Peter introduces a Ninja-inspired approach that positions the agent as a trusted advisor and partner, helping sellers navigate their two primary fears: leaving money on the table and the property not selling at all. Triggered by observations during the pandemic and the current market shift where price reductions are common, Peter breaks down how sellers' pricing desires are often an expression of their individual tolerance for risk. This episode offers a fresh perspective on visual pricing and the "choices and consequences" framework, empowering agents to guide sellers toward informed decisions rather than dictating a price. Through insightful role-play and discussion, Rob and Peter demonstrate how to reframe the pricing conversation to be collaborative, reduce conflict, and ultimately help sellers achieve their goals. Learn how to ask the pivotal question that uncovers a seller's dominant fear, leverage market data effectively, and dust off underutilized tools like the "buyer's eyes" conversation (with some caveats!). This episode provides actionable strategies to transform your listing presentations and build stronger, more trusting relationships with your sellers in today's dynamic market. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Don't forget to subscribe to the Ninja Weekly Action Tip at (upper left corner) for more great insights! Episode Highlights: The Genesis: Pandemic Lessons and Evolving Seller Risk Tolerance Seller's Three Greatest Fears (and How They Relate to Price) The Problem with Traditional Pricing: An Adversarial Approach The "Aha!" Moment: Overpricing as an Expression of Risk Tolerance Visual Pricing and Choices & Consequences: Partnering with Sellers Role-Play: Asking the Key Question – "Which Risk Pings on You Harder?" Managing Seller Expectations: The "Try Price" and Price Reduction Strategy Using Real-Time Market Data to Guide Decisions Dusting Off Seller Tools: The "Buyer's Eyes" Conversation (and its Nuances) The Importance of Homogeneous Properties for Effective Comparisons Reframing the "Overpricing" Dialogue: Understanding Seller Motivation The Power of Reminding Sellers of Their Initial Investment (Subtly) Controlling the Process, Not the Decision: The Ninja Way Key Takeaways: Recognize that every seller has a unique tolerance for risk, and frame pricing discussions around helping them manage this. Understand that a seller's desire to "overprice" often stems from their fear of leaving money on the table, not just being unrealistic. Utilize visual pricing tools (like scattergrams) to empower sellers to make informed pricing decisions collaboratively. Ask sellers directly which fear is greater for them: leaving money on the table or the property not selling at all. Educate sellers that a more aggressive initial pricing strategy can attract multiple offers and potentially drive the price up. Position your value by offering a "pricing strategy" designed to achieve top market value, rather than just a "CMA." If sellers want to test a higher price, establish a clear timeframe and data points for reassessment based on market feedback. Shift from "convincing" sellers to guiding them with data and helping them understand market dynamics and their choices. View sellers who seem "unreasonable" or "unrealistic" as individuals managing their fear of loss, and approach them with empathy. Subtly reminding sellers of their initial investment can help frame the current market value more positively. Links: Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36707760

The Heart of a Ninja: Building a Thriving Team and Business with John Newman 05/19/2025

The Heart of a Ninja: Building a Thriving Team and Business with John Newman Join Eric Thompson on the Ninja Selling Podcast as he welcomes John Newman, a dynamic Ninja from Greensboro, North Carolina, and his Ninja Leadership Coach, Tracy Peterson-Nienaber. Recorded while John was in the Dominican Republic for his daughter's wedding, this episode is a testament to dedication and offers a deep dive into building a successful real estate business and team with "The Heart of a Ninja." Discover how John's 37 years of experience, combined with a passion for teamwork honed through a lifetime in sports, has shaped his approach to leadership and client service. John shares his journey in real estate, from starting in a small company to owning his own and now thriving with Alan Tate Real Estate. Learn about his team's impressive production (44 transactions for John individually and 6 for the team in a "slower" year) and his focus on first-time homebuyers and investors. John emphasizes the importance of team collaboration, individual strengths (everyone brings a "secret sauce"), and fostering a positive, growth-oriented environment. He also provides a unique perspective on navigating industry changes, drawing parallels to the evolving landscape of college sports and the "transfer portal." This episode is packed with actionable insights, including John's innovative "handwritten note parties" and "real estate review events" designed to build camaraderie, reinforce Ninja principles, and have fun while generating business. Hear how John, with Tracy's coaching, has cultivated a team culture where everyone feels valued and inspired, and how he aims for each team member to surpass his own success. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing John Newman (Greensboro, NC Ninja) & Tracy Peterson-Nienaber (Ninja Leadership Coach) John's Impressive 37-Year Real Estate Career and Team Performance Life Before Real Estate: Construction, Sports, and the Foundation of Teamwork The "Transfer Portal" Analogy: Adapting to Constant Change in Real Estate Building a Diverse Team: Recognizing and Leveraging Individual "Secret Sauces" Innovative Team Events: Handwritten Note Parties and Real Estate Review Sessions Fostering Fun and Camaraderie While Building Business The Impact of Ninja Principles on Team Culture and Client Service John's Vision for Team Growth and Individual Success The Value of Coaching: Gaining Perspective, Accountability, and Pushing for Growth Tracy's Perspective: John's "Heart of Gold" and Leadership Evolution John's Proud (and Bittersweet) Moment: His Daughter's Wedding Key Takeaways: "When a team wins, everyone wins." "My mindset and my goal is I want each of my teammates to be a better agent than me." "[We had] a basically handwritten note party... The rules were you needed to bring in at least five to 10 names of people who you just wanted to thank or write them a note." "...sometimes [experience] can limit you because you think just because you've done it that way, you think that's the only way to do it." "My mindset is that I want my people to outgrow the team. If they do that, that means I've been a great leader, and that's such an abundance mindset." - As shared by Tracy about John. "I learn and grow every day from [my team], and I look forward to talking to them every day." "We want to teach our kids to leave the nest and be, you know, give back in the community and be a blessing to someone." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36618075

How to Go From Earning $8,000 a Year to $308,000 a Year in Five Years 05/12/2025

How to Go From Earning $8,000 a Year to $308,000 a Year in Five Years Get ready for an inspiring story of transformation! Eric Thompson is joined on the Ninja Selling Podcast by Mike DePalma of DePalma Realty in South Jersey, and his Ninja Coach, Mark Johnson. This episode dives deep into Mike's incredible journey from earning $8,000 a year to over $308,000 in just five years – all while maintaining control of his schedule and prioritizing family time. Discover how Mike, initially hesitant about real estate despite his family's legacy in the business, found his path and built a thriving, referral-based business through the Ninja Selling system. Mike shares his "before Ninja" struggles – feeling lost, trying various lead-gen tactics that felt inauthentic, and nearly quitting the industry multiple times. Learn how discovering the Ninja Selling book in 2020 became a "trend bender" moment, leading him to embrace simple yet powerful habits like writing personal notes, which immediately yielded positive results. He discusses the evolution of his business, the crucial role of building a robust database, the power of live flow, and how consistent application of the Ninja 9, even without being "perfect," has been the cornerstone of his success. This episode is a testament to the power of systems, consistency, and coaching. Hear how Mike, with Mark's guidance, built a business where over 90% of his transactions now come from his sphere and referrals, allowing him to work efficiently, enjoy his life, and even explore new ventures like flipping and development. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Mike DePalma (DePalma Realty, South Jersey) and Ninja Coach Mark Johnson The Remarkable Journey: From $8,000/year to $308,000/year in 5 Years Mike's Background: Reluctant Entry into the Family Real Estate Business "Before Ninja": Flailing, Trying Ineffective Tactics, and Near Quitting Discovering Ninja Selling: The Book, Early Wins, and the "Trend Bender" The Power of Coaching: Mike and Mark's 3.5+ Year Partnership Building the Database from Scratch: Strategies and "Aha" Moments Mastering Live Flow: 50+ Live Interviews Weekly and "Gamifying" Connections The Robust Hot & Warm List: Tracking, Follow-Up, and Proactive Engagement Snowballing Success: Consistency, Focus, and the Ninja 9 Impressive Referral Growth: From 25% to Over 90% Sphere-Based Business Controlling the Schedule: Prioritizing Family Time and Working Efficiently Scaling the Business: Hiring an Assistant and Expanding into New Ventures The One-Page "Quick Business Plan": Keeping Goals Top-of-Mind The Value of Coaching: Systems, Accountability, and Personal Growth Key Takeaways: "I just didn't want to do it. I thought, well, this is what it is. And if you're not going to do it, you don't deserve to be an agent. Just quit." "If you were in the grocery store and you saw them and they knew your name and you knew theirs and you waved and it was positive, write them down..." "If you only do live flow and you don't do auto flow, you're just going to be a friend... But if you only do auto flow, now you're just a salesperson." "Ninja is so great because you get to be a really good friend. It's kind of teaching you how to be a good person." "I've gotten really good at focusing during those times because I know from 4:00 to 7:00, it's family." "I think consistency is the magic, I would say, and not getting distracted at all." "I think if you can, if I can do it here, like where I'm from... you can do this anywhere..." "[Mike's] so coachable. Like he does the things he wants to do, but let's focus on the vital few." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36526500

Your Ninja Nine Challenge with Julianne Rawlins 05/05/2025

Your Ninja Nine Challenge with Julianne Rawlins Eric Thompson hosts Julianne Rawlins, a Sotheby's agent from Southern Oregon, who recounts her discovery of Ninja Selling after a poor initial real estate experience, calling it a perfect fit. Hear about her "Ninja 9 Challenge" from Nov '24, where, seeking a strong start to the year, she gamified a 3-week push for herself and colleagues, focusing intensely on Ninja 9 tasks. The result? An incredible 700% business increase in Q1 2025! Julianne discusses pushing past comfort zones (like hitting 50+ weekly calls), shifting her mindset from obligation to the joy of service, and her powerful mantra, "If you're invited, go." She highlights the impact of handwritten notes, insights from the Ninja Now course (like the "corporate athlete" idea), and how coaching provides crucial accountability and consistency. Tune in today to learn how Julianne's commitment and Ninja principles led to extraordinary results, and how it can do the same for you! Episode Highlights: Julianne's Introduction & Market Area Julianne's Ninja Story: Finding the Right Fit Q1 2025 Success: A 700% Increase The Ninja 9 Challenge: Genesis and Structure Pushing from 35 to 50 Forward Conversations Using the Tracker & Overcoming Call Reluctance "If You're Invited, Go" Monumental Mindset Shift What Kept Her Going: Competition and Commitment The Power of Handwritten Notes Success as a Tapestry: It's All the Things Working Together Ninja Sailing Cruise & Ninja Now Experience Insights The Value of Ninja Coaching with Mark Johnson Final Message: Slow and Steady Wins the Race Key Takeaways: "Okay, if I can do real estate this way, then I can definitely do real estate." "I am not going to have that happen in 2025. So what can I do to set up my first quarter to be more successful?" "I know I can get 50 forward conversations in... because I've done it, so why can't I do it every week?" "I just ignored that voice in my head and did it anyways. And no one was mad that I called them." "I heard a great phrase that said, if you're invited, go. And that has been very powerful and has kind of been my new mantra..." "I need to be doing these activities out of that, with that mindset that I am helping them and that I love helping them and not 'I have to do this'." "It's hard to really pinpoint that because it's such a tapestry of everything all working together." "...he called us corporate athletes. And I've been pondering that a lot and about what that means to be an athlete and how we need to train and perform..." "My story is pretty much just slow and steady wins... the race, that's just really my mantra." "I love that Ninja has taught me to dream... it's given me the life of my dreams, honestly." Links: Website: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36439425

A Community of Raving Fans 04/28/2025

A Community of Raving Fans Want to know how to build an engaged community of raving fan clients who feel truly connected to your business? You're in the right place! Eric Thompson welcomes Michigan Ninja extraordinaire, Jon Zickert, and his Ninja Leadership Coach, Tracy Peterson-Nienaber, to the Ninja Selling Podcast. Jon shares the innovative strategies that have not only fueled impressive business growth (increasing volume by 38% in one year!) but have also fostered a vibrant team culture and a loyal client following. Dive deep into the concept of the "Z Crew," Jon's exclusive client community designed to maintain connection and provide ongoing value long after the transaction closes. Learn how this initiative, born from a desire to reconnect with past clients, utilizes branded events, targeted communication (including two monthly postcards!), and exclusive perks to make clients feel special and valued. Jon details the structure, benefits, and reception of the Z Crew, offering a replicable model for building your own client tribe. Beyond the Z Crew, Jon discusses the importance of team culture, starting meetings with gratitude, focusing on process over results, and the impact of consistent Ninja practices. He also shares takeaways from attending Ninja Now and the profound effect Ninja coaching with Tracy has had on making him feel truly "on purpose" in his business, leading to greater success and more personal time off. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Jon Zickert (Michigan Ninja) & Tracy Peterson-Nienaber (Ninja Leadership Coach) Jon's Impressive Team Growth & Performance (120+ transactions, $55M+ volume) Building Team Culture: Starting Weekly Meetings with Gratitude The Core Question: How Will This Provide Value to the Recipient? Introducing the "Z Crew": Creating an Exclusive Client Community The Origin Story: Reconnecting with Past Clients Post-Installation Z Crew Mechanics: Invites, Events, Branding, and Exclusivity Benefits of Z Crew Membership: Gifts, Flow Plan (Email & 2x Postcards/Month), Events, Referrals, Vendor Access The Power of Invitation & Connection (Even if Clients Can't Attend Events) Jon's Ninja Now Takeaways: Doubling Down on the Ninja 9, Process Over Results The Impact of Ninja Coaching: Feeling "On Purpose" and Achieving Work-Life Balance Jon's "House" Analogy: Mindset (Foundation), Skillset/Ninja 9 (Roof), Action/Relationships (Framing) Key Takeaways: "...finished 24, serving 120 clients, but our volume went up 38% to 55 and a half million. So attribute a lot of that to the Ninja System." "We started off each meeting with sharing one gratitude... it kind of just starts that meeting out on that great mindset." "...anything we do with our business, we ask ourselves one question... how will it provide value to the recipient...?" "We wanted to create a community where past clients, friends or neighbors... we can stay connected, feel part of the journey." "...it's the thought of us inviting them to be part of something different and the ability for us to reach out to them..." "It doesn't matter even if they come or not. We want them to come... but all the people that can't... they're still feeling very connected to you. And that was... the intent of the task." "I don't need anything else, shiny or new... I just need to double down on the Ninja 9." "...my team has always been process focused, not results focused." "...for the first time in my career, I feel like I'm on purpose..." "Mindset's the foundation, skill set are the Ninja 9... actions really are your interactions with your people..." "Surround yourself with good people and good things are going to happen." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36332600

The Level Up Moment: Leading with Mindset, Skillset, and Action featuring Jennifer Lind 04/23/2025

The Level Up Moment: Leading with Mindset, Skillset, and Action featuring Jennifer Lind Eric Thompson welcomes a truly special guest and esteemed industry leader to the Ninja Selling Podcast today: Jennifer Lind, Regional President for the West Region at Coldwell Banker. Overseeing 120 offices and 11,000 agents across Washington, Oregon, Northern California, Southern California, and Hawaii, Jennifer brings a wealth of experience and a unique perspective shaped by her journey from agent to manager, owner, and now top executive. Get ready for an inspiring conversation packed with insights for navigating today's real estate landscape. Jennifer shares her perspective on the crucial elements driving success right now, emphasizing the interconnectedness of Mindset, Skillset, and Action. She highlights why this period is a "Level Up Moment" for dedicated professionals and discusses the importance of intentionally cultivating a positive mindset, even amidst industry noise and change. Learn Jennifer's strategies for maintaining her own focus and energy, the power of surrounding yourself with "winners," and how leaders can effectively guide their teams through change by embracing innovation and providing clarity. The discussion explores building agent engagement, the evolution of the real estate industry over the past 20 years, and predictions for the next five – focusing on refinement, sophistication, and the enduring value of the agent-client relationship. Jennifer also reflects on her remarkable career path, sharing key inflection points and the importance of leaning in, making an impact, staying connected to the field, and understanding the powerful link between momentum and morale. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Jennifer Lind, Regional President at Coldwell Banker Jennifer's Impressive Career Journey: Agent, Manager, Owner, Executive The Current Market: Why It's a "Level Up Moment" The Trifecta for Success: Mindset, Skillset, and Action Cultivating a Winning Mindset: Intention, Consumption, and Association Leadership Insights: Leading Through Change vs. Managing Change The Power of Clarity: Knowing Who You Are For (and Who You're Not) Strategies for Building Agent Engagement and Office Culture Industry Evolution: What's Changed and What Remains Constant Since 2003 The Future of Real Estate: Predictions for the Next Five Years Jennifer's Career Growth: Leaning In, Making an Impact, and Staying Connected The Connection Between Momentum and Morale Key Takeaways: "I don't think there's anything we can do in this business that creates any success without mindset." "...managing your mindset is pretty tough... what you consume and who you're around and where you spend your time and where you spend your energy... those all really feed into that." "...this is a level up moment. There's an opportunity." "...whoever is successful right now, it is because they have found a way to get much, much better at the job that they were already good at." "Leading through change is very different than managing the change that's coming to you." "...nobody likes change, but everybody loves innovation." "...if you don't have a good strategy on what change you're going to navigate moving forward, someone will come up with something for you that you may not love." "I personally don't care how many names are on our roster. I want to know that we have the best names on our roster." "There's a lot of strength and a lot of power in clarity." "Agents don't come into the office to do their work. They come in for something much more meaningful... engagement and that connection, that collaboration..." "...wanting to connect and delight and create an emotional connection with your clients... that hasn't changed." "It's about being in the people's lives... when you're in a market like we are, where it's life events..." "...moving forward, this isn't just like a hobby industry. I think there's too much on the line for it to be that moving forward." "[The industry] will get more refined and more sophisticated, which again, I think is great." "...helping [clients] leverage [options]... great news is we're in a market where people have equity and they've got options." "Momentum and morale are very closely connected. You cannot have one without the other..." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36236220

Shift Your Mindset with One Sheet of Paper 04/14/2025

Shift Your Mindset with One Sheet of Paper Giveaway Winner Announcement: Congratulations to Kelsey Loftis (Crystal Peak Properties, Colorado) and Dustin Gilbert (eXp Realty, Kentucky/Tennessee)! You've won the all-expense-paid trip to the Ninja Installation taught by Larry Kendall in Fort Collins this May! We'll be in touch soon. Thank you to everyone who entered! Welcome back to the Ninja Selling Podcast! In today's episode, Eric Thompson is joined by Ninja Coach extraordinaire, Brady Smith, to introduce a simple yet powerful tool for resetting your perspective: The One Sheet of Paper Exercise. If you find yourself weighed down by industry noise, personal challenges, or general negativity, this practical exercise is designed to help you physically and mentally discard distractions and refocus on what truly matters – gratitude and actionable steps within your control. Brady shares the origin of this exercise, born from observing a sense of "heaviness" among agents and friends, and his desire to create a tangible way to shift focus. He then walks listeners step-by-step through the process: identifying something you're grateful for, acknowledging something that's bothering you, determining a controllable action step to address the concern, and then physically ripping away and discarding the negative element. What remains is a powerful reminder of your blessings and your commitment to positive action. This episode is a hands-on guide to minimizing distractions, taking control of your focus, and immediately shifting your mindset towards a more positive and productive state. It's a testament to the Ninja principle that simple, intentional actions can yield significant results. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Giveaway Winner Announcement! Introducing Ninja Coach Brady Smith and his background The Inspiration: Addressing the "Heaviness" and Need for a Mindset Shift Introducing the "One Sheet of Paper Exercise" Step 1: Folding the Paper & Identifying Gratitude (Right Side) Step 2: Identifying What's Bothering You (Left Side) Step 3: Determining a Controllable Action Step (Right Side) Step 4: The Physical Act - Ripping and Discarding the Negative Step 5: Focusing on What Remains - Gratitude and Action The Power of Letting Go of What You Can't Control Connecting Gratitude to Your "Why" for Taking Action The Immediate Impact: Feeling the Weight Lift Repeating the Exercise as Needed for a Lasting Shift Key Takeaways: "Mindset skill set actions, I feel like it's first for a reason. The other two don't really... if you don't have your mindset in the right place, it's really hard to do for the other two to be successful." "It just seemed like the air was really heavy for a minute there... really struggling... to get out of their head." "Can you control [the thing bothering you]? No." "...on the right side, you're going to write down one thing, one action item that you could do to move the needle to reduce or minimize that thing that you're bothered about." "We're going to rip it in half down the spine... Those big bad interest rates... we're just going to wad up that sheet of paper... and we're literally going to throw it away." "What's left is the right side... What I'm grateful for and what I'm going to do." "You could almost physically see the weight lift off their shoulders." "Do it as much as you need to until you can let go of the control that you don't have over the thing that's got you all anxious or bothered or frustrated or upset." "What you focus on expands." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36119985

Building a Tribe: Lessons in Community and Success from a 50-Year Rock Band 04/07/2025

Building a Tribe: Lessons in Community and Success from a 50-Year Rock Band Special Announcement: We're kicking things off with something we've never done before! One lucky listener will win a trip to a Ninja Installation in Fort Collins, Colorado (May 6th-9th), taught by Larry Kendall himself! The prize includes the course fee waived, roundtrip airfare (US/Canada), ground transport from Denver, and four nights' hotel. Rules: Must be a first-time attendee and a legal resident of the US or Canada. Enter now at . The winner will be announced on the podcast on April 14th! Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down with a key figure behind the scenes at Ninja Selling and The Group Real Estate, Tom Flanagan. While Tom serves as Chief Innovation Officer at The Group and President of Group Financial Partners (GFP), today's conversation dives into a completely different realm: his passion project writing the story of the legendary New England rock band, Max Creek. Tom shares the fascinating journey of documenting a band with a five-decade history and a fiercely loyal community. Discover how Max Creek's "slow burn," grassroots approach to building a following – utilizing newsletters, fan hotlines, and authentic connection long before the digital age – holds powerful lessons for today's real estate professionals. Learn about the importance of finding your unique superpower, redefining success beyond vanity metrics, fostering genuine community, and prioritizing authenticity over fleeting trends. This episode explores how the principles that allowed Max Creek to thrive for 50 years, focusing on creating a "place to call home" for their fans, can be applied by real estate agents and brokerages to build lasting relationships, cultivate loyalty, and create a business that transcends mere transactions. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Special Giveaway Announcement: Win a Trip to a Larry Kendall Taught Installation! Introducing Tom Flanagan: CIO at The Group, President of GFP, and Ninja Board Member Tom's Passion Project: Writing the Biography of the Band Max Creek From Fan to Author: The Serendipitous Story Behind the Book Lessons from Max Creek's 50-Year Journey Presented at LeadingRE Grassroots Marketing Gold: Newsletters, Hotlines, and Word-of-Mouth Power Innovation Born from Necessity: Building Their Own Tech Finding Your Unique Superpower: Insights from Phish's Bass Player Redefining Success: Beyond Commercial Metrics to Community Impact Max Creek's "Why": Giving People a Place to Call Home The Power of Community: How True Connections Form from Within Authenticity vs. Trends: The Value of a "Slow Burn" Approach Avoiding the "Bragging" Trap: Professionalism vs. Vanity Metrics Building Community by Design: Lessons for Real Estate Agents Tom's Book Title and Max Creek Music Recommendations Key Takeaways: "What I really uncovered is that they've been a band for five decades and built this amazing community which really has really just surpassed commercial success." "Find your unique superpower. Everybody's different, but find that one thing that you can bring to the table that nobody else has and lean into that." "I don't think those vanity metrics resonate with consumers... just imagine redefining that success and saying, hey, we served 1200 families in 2024..." "[Max Creek's co-founder said] one of the reasons why I started the band was to give people a place to call home." "True communities thrive when the connections are from within." "Grassroots movements organically are not get rich quick movements. It takes time, it takes energy. You need to be in it for the long haul. You need to have the authenticity..." "...real estate agents are the backbone of communities." "I would rather have 1000 true fans who are passionately involved... than I would say 10,000 people who could care less." "...they made decisions that maybe weren't the best business decisions, but certainly favored the community itself." "You can't have it both ways. They can't boast about those things and also want to be treated as an elevated professional." Links: Giveaway Entry: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/36029680

Tripling Your Business: Jim Knight on Mindset, Skillset, and Action 03/31/2025

Tripling Your Business: Jim Knight on Mindset, Skillset, and Action How does a real estate agent more than triple their business in a single year, especially when the market isn't necessarily booming? Join Eric Thompson on the Ninja Selling Podcast as he sits down with Jim Knight of Dielmann Sotheby’s International Realty in St. Louis and his Ninja Coach, Brady Smith. Recorded live during a Ninja Installation in Fort Collins, this episode unpacks the incredible journey Jim undertook to achieve remarkable growth in 2024 compared to 2023. Jim openly shares the practical steps and pivotal shifts that fueled his success, framed through Ninja Selling's three keys: Mindset, Skillset, and Action. Discover how Jim moved from inconsistent planning to intentional weekly scheduling using the Ninja Planner, boosted his consistency with the Ninja 9 (even while acknowledging imperfection!), and refined his buyer consultation process to increase efficiency and success rates. Learn about the crucial role accountability played through his coaching relationship with Brady. Perhaps most powerfully, Jim reveals the mindset transformation sparked by a simple yet profound question from Brady: "What if everything went right?" Hear how this shift, combined with strategies like creating a detailed, handwritten vision board, helped Jim cultivate a more positive outlook, overcome challenges, and ultimately achieve not just his best professional year, but his best year personally as well. This episode is packed with actionable insights for any agent looking to elevate their business and life. Episode Highlights: Introduction to Jim Knight (Dielmann Sotheby's, St. Louis) and Ninja Coach Brady Smith The Incredible Result: Tripling Business from 2023 to 2024 Breaking Down Success: Mindset, Skillset, and Action (in Reverse!) Action: The Power of Intentional Weekly Planning with the Ninja Planner Action: Improving Consistency with the Ninja 9 (Progress, Not Perfection) Action: Accountability Through Coaching (Sharing the Weekly Plan) Skillset: Increasing "Flow" - Boosting Live Interactions Consistently Skillset: Refining the Buyer Process and Setting Clear Expectations Skillset: Enhancing Efficiency to Free Up Time for Growth Mindset: Aligning Income Goals with Life Vision (Pushing Past Limiting Beliefs) Mindset: The Transformative Question: "What If Everything Went Right?" Mindset: Jim's Unique Handwritten Vision Board Strategy Mindset: Cultivating Positivity and Showing Up with Great Energy The Value of Coaching: Accountability, Encouragement, and Strategic Partnership Key Takeaways: "...consistency on that Ninja 9 really started kicking in." - Jim Knight "...when you become more intentional in your business, it's amazing how much more you get done..." - Jim Knight "...the weeks I planned, I had incredible weeks, and the weeks I didn't plan, all of a sudden my business was falling apart." - Jim Knight "...flow fixes everything." - Jim Knight "It's so important to set expectations with clients. You know, here's what you can expect from me. Here's what it looks like." - Brady Smith "[Brady asked] Jim, what if everything went right?... And you know what, it all went right and it was a lot more enjoyable to go through life that way..." - Jim Knight "...if you don't identify as that person or see as that person, it's going to make it more challenging to get there, I think." - Brady Smith "I'm improving. I'm a work in progress. I'm not done." - Jim Knight Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/35929350

Springtime Mojo 03/24/2025

Springtime Mojo Ready to spring forward? Join Rob Nelson, Peter Parnegg, and Larry Kendall here today as they discuss how to leverage the momentum of the spring real estate market. As Q1 results come in, it's time to shake off any lingering winter blues and ignite your motivation for a successful second and third quarter. Discover practical strategies for staying on track, reconnecting with your "why," and reigniting your mojo to achieve peak performance in your real estate business using Ninja Selling techniques. This episode delves into tangible habits and mindset shifts to capitalize on the prime selling season, focusing on real estate sales skills and the importance of the Ninja Selling system. The conversation tackles the common pitfalls that can derail agents, such as dwelling on past performance or lowering aspirations. Larry emphasizes the power of routine and tracking key activities like exercise, sleep, and Ninja 9 adherence, while Peter shares insights on overcoming fear and guilt by reaching out to contacts and reigniting connections. The team also breaks down the significance of updating your database, focusing on identifying clients' dream homes, and implementing "Matching Mondays" to create valuable engagement. Tune in now to uncover proven techniques for maximizing your real estate potential this spring! Episode Highlights: Dominate Q2 & Q3: It's Prime Time! Routine is King: Sleep, Eat, Conquer Ninja 9: Activate Agent Awesomeness Track it or Trash it: Measure Your Moves Fear? Call Anyway: Unlock the Win Rediscover Your ‘Why’: Ignite the Fire Gratitude Attitude: Thrive, Don't Strive Database Gold: Dream Homes = Deals Key Takeaways: "Spring marks the end of hibernation. It's time to emerge and seize opportunities." "Routine is key. Stick with it, measure it, and the results will follow." "Flow fixes everything. Reach out to those you've been avoiding. The reward is worth it." "Momentum isn't explosive. It's built gradually through small, compounding habits." "Double down on your activities. More notes, more calls, more results." "Poor records rob you of success. Track your activities to reveal the truth." "Reconnect with your ‘why’. Don't lower your goals; recommit to them." "Update your database. It's the source of your warm list and fuels your business." "80% of the market is ahead. You don't have to be average; aim higher." "Work the system, and the system will work for you. Consistent activities yield results." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/35829770

Find Your Pickleball 03/17/2025

Find Your Pickleball Can real estate reviews be effective in geographic farming? Join Rob Nelson and Eric Thompson in this candid and unscripted episode of the Ninja Selling Podcast as they tackle this frequently asked question from the Ninja Nation. Inspired by a conversation with fellow Ninja Greg Roeder, Rob and Eric dive into the often-debated topic of incorporating real estate reviews into your farm strategy, sharing personal experiences and actionable insights. In this open and honest discussion, Rob recounts a personal anecdote of how a simple act of neighborly connection, sparked by a beautifully remodeled home, led to unexpected farming opportunities. Eric expands on this, sharing success stories and cautionary tales of agents using real estate reviews in farming, emphasizing the crucial element of authentic, live interaction. They explore what truly works in geographic farming, moving beyond outdated, ineffective methods to focus on building genuine relationships and long-term investment. Tune in to gain a fresh perspective on geographic farming and learn how to integrate the power of real estate reviews while staying true to the core Ninja principles of relationship-based selling and avoiding "practicing" on potential clients. Discover the importance of authenticity, long-term vision, and live interaction in creating a successful and meaningful farm. Episode Highlights: Addressing the #1 Question: Real Estate Reviews and Geographic Farming Rob's Personal Story: Neighborly Connection and Unsolicited Farming Opportunities Is it "Ninja" to Farm with Real Estate Reviews? Balancing Relationships and Farming Eric's Insight: Real Estate Reviews as a Neighborhood Icebreaker The Importance of Sphere First: Mastering Your Database Before Farming Beyond Mailers: The Necessity of Live Interaction in Farming What Doesn't Work in Geographic Farming: Generic Mailings and Lack of Connection What Does Work: Long-Term Mindset and Authentic Engagement Pick Your Pickleball: Finding Your Authentic Way to Connect Live Authenticity and Affinity: Farming Neighborhoods You Truly Love Key Takeaways: “The question, the knee jerk reaction to this question is, well, you don't [use real estate reviews for farming]. Right. The real estate reviews are something where you've already established the know you like you, trust you relationship.” - Rob Nelson “...there is a ninja way to do a geographic farm.” - Rob Nelson “...farming is the icing on the cake. The sphere is the cake. Farming Is icing on the cake…” - Eric Thompson “What makes farming work is when you can get live with people.” - Eric Thompson “Mailing real estate reviews is completely ineffective without follow up.” - Eric Thompson “...you have to get live with people and do things that are authentic to your personality. Do things that you would find to be fun and engaging and enjoyable.” - Eric Thompson “Pick your pickleball.” - Rob Nelson “You need to farm neighborhoods that you love and that you love the nuance of.” - Rob Nelson “...your own neighborhood is a great place to start.” - Eric Thompson “FedEx doesn't deliver junk mail.” - Rob Nelson Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/35717970

Tales from the Road: Insights and Opportunities in Today's Real Estate Market 03/10/2025

Tales from the Road: Insights and Opportunities in Today's Real Estate Market Join Eric Thompson and Rob Nelson, CEO of Ninja Selling, for a special "Tales from the Road" episode of the Ninja Selling Podcast. Fresh from attending multiple industry conferences, Rob shares his keen observations and actionable takeaways for real estate professionals navigating the current market. This episode explores key themes emerging from these events, including shifting attendance trends, the stark contrast between agents who are thriving and those who are struggling, and the critical role of leadership mindset in shaping company culture and success. Discover why "showing up" – both physically at industry events and mentally with a positive, opportunity-focused outlook – is more important than ever. Rob highlights the "great divide" among agents and the power of focusing on abundance rather than scarcity. Learn how market dynamics can vary significantly even within similar demographics, emphasizing the need for agents to adapt and pivot their strategies. The discussion also delves into the vital role of leadership in clarifying the future, fostering optimism, and empowering agents to overcome decision fatigue and embrace change. This episode is a call to action for all real estate professionals, especially leaders, to cultivate a player mindset, embrace opportunities, and guide their clients and teams toward a successful and fulfilling future in real estate. Episode Highlights: Introduction to "Tales from the Road" with Rob Nelson, CEO of Ninja Selling Shifting Attendance Trends at Industry Conferences: Who's Showing Up and Why? The "Great Divide" Among Real Estate Agents: Optimism vs. Fear Varying Market Dynamics: Understanding the Nuances of Your Local Area The Critical Role of Leadership Mindset: Scarcity vs. Abundance Company Culture Reflects Leadership Personality: The Contagious Nature of Mindset Clarifying the Future: The Leader's Job in Times of Uncertainty Embracing Change as the Driver of Real Estate Transactions: 4 million vs 6 million. Helping Clients Overcome Decision Fatigue: Coaching Through Uncertainty The Power of the Warm List: Identifying and Nurturing Potential Opportunities Focusing on Value and Relationships: The Key to Success in Any Market Celebrating Industry Events and the Power of Connection Key Takeaways: "People are not showing up the way they once did... attendance [at industry events] was down." "There was a little bit of a distillation of who was there...There were so many people that are crushing it... And simultaneously, there are some people that are straight up freaked out." "Our sentiments and our mindset as leaders... are more important than ever right now because people are sensitive to what leadership is saying." "The company takes on the personality of the leader." - As taught by Larry Kendall "The leader's job is to clarify the future." - As taught by Larry Kendall "...regardless of my mindset right now, people are going to continue to experience change in their lives. And change is what drives the real estate transaction." "Those that can coach their clients through decision fatigue... [are] giving themselves permission to consider that the best loan they ever got in their life... may not be the loan that that helps them live their life." "... if you're doing real estate reviews right now, if you're in touch with the buyers and sellers that you served at that period in time, people are surprised what's happened." "The people that chose to show up at these conferences were the people that saw the opportunity. The other ones are sitting at home waiting for the opportunity." "...if you have that conversation about Ford in somebody's living room and they bought their house during the pandemic, something is going to come up." Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/35600525

From Snowboarder to Ninja: First Impressions from the Ninja Installation 03/03/2025

From Snowboarder to Ninja: First Impressions from the Ninja Installation In this exciting episode of the Ninja Selling Podcast, host Eric Thompson interviews Fancy Rutherford live from the Ninja Installation! Join them during a lunch break on the final day of the Installation to get a fresh, first-hand perspective on the Ninja Selling experience. Fancy, a successful real estate agent in the Truckee and North Lake Tahoe resort market, shares her initial takeaways and insights as a first-time attendee. Eric and Fancy delve into her unique background as a professional snowboarder and how the persistence, resilience, and sales skills honed in that career have seamlessly translated to her thriving real estate business. Listeners will hear how Fancy's natural inclination to serve and build relationships, exemplified by her proactive client care during a heavy snowfall season, already embodies Ninja principles. Discover her “light bulb explosion” moment regarding pre-listing packets, and her commitment to integrating the Ninja 5 into her daily routine. Tune in to hear Fancy’s genuine enthusiasm and discover why she believes the Ninja Installation is a must-do for anyone serious about taking their real estate business to the next level. Find even more inspiration and practical advice within the Ninja Selling Podcast Facebook group. Share your feedback by leaving a voicemail at 1-800-254-1650. Explore upcoming Ninja Selling Events and unlock personalized guidance with Ninja Coaching. Episode Highlights: Introduction to Fancy Rutherford and Live from Ninja Installation Market Focus: Truckee and North Lake Tahoe Resort Properties From Professional Snowboarder to Real Estate Success Transferable Skills: Persistence, Resilience, and Self-Promotion $17 Million in Sales Volume and Early Success Being a Ninja Before Knowing Ninja: Client Care During Snowstorms Service and Value Leading to Unexpected Transactions Building Client Relationships Through Lifestyle Connection Becoming a Conduit to the Resort Lifestyle Art Show Client Event: Fostering Community Three Big Takeaways from the Ninja Installation (So Far!) Takeaway 1: Committing to the Ninja 5 Daily Habits Mindset, Skill Set, and Action: Keys to Success Takeaway 2: The Power of Larry Kendall and the Ninja Process Process-Focused Approach for Client Comfort Ninja System Works Across Markets and Personalities Takeaway 3: Pre-Listing Packet Game Changer The Impact of a Printed, Overnighted Pre-Listing Packet Gesture of Care and Standing Out from the Competition Print vs. Digital and Kinesthetic Learning Final Thoughts and Recommendation to Attend Ninja Installation Key Takeaways: “Persistence and understanding what challenges are possible to overcome… and not knowing when [clients] have the fear of the unknown, being able to walk them through that next step.” “As a ninja, we don't take a transactional mindset… We take a long term approach. We're always looking at ways to help and to serve and add value. Always looking for ways to be relevant.” “I have been a peer to my clients. I think truly that's the biggest thing, making these connections… We can just have a human to human conversation as opposed to it being a transactional conversation.” “Larry Kendall is incredible. The way that he absorbs energy from the people around him and the way that he adjusts for each situation… and has such a process for working with buyers and sellers and community members to really make people comfortable.” “The idea of… having a listing packet that is professional delivered to their door before you even get over there and see them was earth shaking – a game changer.” “It's the gesture of wow, you care.” “Coming together in a room with a hundred people who are all focused on their careers and getting to learn from a ninja master has been eye opening.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Guest Contact: Fancy Rutherford /episode/index/show/ninjacoaching/id/35500300

The $1 Million Secret with Amy Balewicz 02/24/2025

The $1 Million Secret with Amy Balewicz Eric Thompson welcomes Amy Balewicz, a real estate Ninja from the Boston area, to the podcast today for an in-depth discussion regarding strategies for achieving remarkable success. Delving into Amy's journey of making a million dollars in real estate and increasing her business by 43% year over year, our duo focuses on leverage, learning how to create a lifestyle that suits individual needs, and how to get better results by carefully managing time and energy. Today, you will also discover the secrets behind Amy's achievements, learn about actionable steps to elevate real estate sales by setting ambitious yet attainable goals, the importance of affirmations, and how to effectively implement the Ninja Selling systems. Amy shares the pivotal moment at the Ninja Installation that inspired her to set a million-dollar income goal, which became a reality through consistent effort and a supportive coach. The conversation digs deep into her strategic team building, specifically how she leveraged buyer's agents and support staff to free up her time. She also shares the effectiveness of intentional client communication and community-focused marketing. Amy's journey is a testament to the power of strategic delegation, intentional client communication, and community-focused marketing, demonstrating how a commitment to personal and professional growth can unlock unparalleled success in the competitive real estate market. Episode Highlights: Goal Setting and Affirmations Leveraging Your Time and Team Building a Successful Team Client Communication Strategy High-Value Relationships Autoflow Marketing The Power of Coaching Seller Process Mastery Key Takeaways: "I felt that I could do it, and I felt that with the first year that I did the Ninja, I could really dive in and be more intentional." "Regardless of what your goal is, what your income goal is, or your time commitment goal, what I think is relevant to everyone is how to leverage yourself." "My strength is the relationships, you know, leaning into the relationships I have, building new relationships, networking." "But it's more about how can we bring value to people because I don't want to seem too salesy." "They trusted the process, these clients, and they trusted the process because you laid out a process for them." "It's hard to have a team that sticks together for longevity, but we've been together, and everyone's happy." Links: Links: Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: FB: Insta: @NinjaSellingOfficial Linkedin: Upcoming Public Ninja Installations: Ninja Coaching: /episode/index/show/ninjacoaching/id/35401490

The Secret to Guilt-Free Client Follow Up 02/17/2025

The Secret to Guilt-Free Client Follow Up This week, host Rob Nelson welcomes back Ninja Instructor Peter Parnegg, fresh off the road from teaching across the Midwest and South. Peter shares his insights into the pervasive "sales paranoia" that plagues many real estate agents, and together, he and Rob break down practical strategies to overcome this fear and build genuine connections with clients. This insightful conversation delves into the root causes of sales reluctance, highlighting the fear of being perceived as "salesy." Rob and Peter discuss the power of projection, the importance of shifting focus from self to client, and practical techniques for initiating conversations. The episode provides a deep dive into Ninja Selling Habit #8 (50 Live Interviews), and how that and other habits such as time-blocking and using the F.O.R.D. method can help achieve professional goals. They also go on to demonstrate how the Ninja Selling Success Formula can be used to easily understand and fix your business - an episode you literally cannot afford to miss! Episode Highlights: Understand the common fear of being "salesy" and how it hinders real estate agent performance Shift the focus from personal anxieties to the needs and lives of clients to foster authentic relationships Recognize how personal fears can be projected onto clients, and learn to attract positive interactions Master the art of initiating conversations without feeling intrusive, using the F.O.R.D. method (Family, Occupation, Recreation, Dreams) The importance of intentional connection Ninja Selling Habit #8 - 50 Live Interviews: Learn how to integrate this crucial habit into your weekly routine, even with a busy schedule Discover the components of autoflow and live flow Use social media platforms like LinkedIn to connect with clients authentically and maintain top-of-mind awareness Embracing "Flow" and making it about other people, not you Key Takeaways: "Everybody loves to buy, but nobody wants to be sold. Crack that code." "Fear and guilt stem from making calls about yourself, not the other person." "We attract the objection we are most afraid of. It's all about energy." "Every time you think of someone, they probably just thought of you." "Flow fixes everything. It fixes your business and your soul." "Make it about them, not you. They'll find your calls and items of flow valuable." "A good opening move is crucial. Make your intentions clear and honest." "Intentionality and recording are key. Get it off your to-do list and into your calendar." "The Ninja Success system reduces business planning to a formula, not a mystery." Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/35307465

Unlocking the Power of Your Hot and Warm List: Strategies from Joe Robert and Mark Johnson 02/10/2025

Unlocking the Power of Your Hot and Warm List: Strategies from Joe Robert and Mark Johnson Join Eric Thompson on the Ninja Selling Podcast as he welcomes back three-time guest Joe Robert of Rev Real Estate in New Orleans, along with his Ninja Coach, Mark Johnson. This episode is a deep dive into building and leveraging your hot and warm list, revealing strategies that have fueled Joe's incredible success. You'll learn how Joe and his business partner, Brett, have amassed over $23 million in potential volume within their hot, warm, and "hot and confused" lists, and the actionable tactics they use to convert these prospects into clients. Joe shares his top takeaway from the Ninja Now workshop – using social media to "pull" information about clients rather than "pushing" marketing messages. Discover how he uses this strategy to engage with his sphere on a personal level, build authentic connections, and stay top-of-mind. The episode also covers "Mansion Mondays," Joe and Brett's creative approach to matching properties with potential buyers, fostering a mindset of service and opportunity. Mark Johnson provides the coaching perspective, highlighting the importance of understanding the "why" behind a client's placement on the warm list and the steps to move them towards their goals. He emphasizes the power of consistent follow-up, building trust, and being a valuable resource for your network. This episode is a must-listen for any agent seeking to enhance their lead generation, build stronger client relationships, and maximize the potential of their hot and warm lists. Episode Highlights: Welcome back to three-time guest Joe Robert, and introduction to Ninja Coach Mark Johnson The Power of the Hot and Warm List: $23 Million in Potential Volume Defining the Hot, Warm, and "Hot and Confused" Client Categories Joe's Ninja Now Takeaway: "Pulling" Information from Social Media Building Authentic Connections through Personalized Outreach "Mansion Mondays": Matching Properties with Potential Buyers The Importance of Consistent Follow-Up: Calls, Texts, and Video Messages Understanding the "Why" Behind a Client's Placement on the Warm List Mark Johnson's Coaching Perspective: Accountability, Strategy, and Mindset Moving Clients from "Warm" to "Hot": Providing Value and Building Trust The Power of Referrals: Building a Network of Advocates Joe's 300-Email Challenge: Engaging with the Ninja Nation Key Takeaways: "People don't always raise their hand when they need help, but a great teacher knows the ones that do." "It's much easier to make those calls and connect with them if you're connecting with them through [social media] instead of pushing out, you know, hey, I had this great month of production… It's better to be interested than interesting." "Instead of 60 or 70 transactions, you know, it's 60 or 70 families that we're going to serve this year. You know, it's not 50 contacts. It's 50 people I get to have conversations with." "I will just put that down on my list of the live interactions that I'm supposed to have. We're supposed to be, you know, talking with 50 people a week and making sure that we're involved in their lives." "I think a lot of people have a misconception that if I'm looking on social media and then I call you, it's a. It's an odd thing, but really all it is is just showing interest." "I know that you're super busy...I just wanted to say I'm proud of you, super pumped for you. If you have time, maybe let's get together afterwards and you can talk me through what that was like, what the experience was." - Joe Robert on his video text strategy. Links: Joe Robert's previous Ninja Selling Podcast episode: Joe Robert's Agent Profile: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/35210610

Turning Real Estate Reviews and Events into Transactions with Lori Chamberlain and Lisa Connors 02/03/2025

Turning Real Estate Reviews and Events into Transactions with Lori Chamberlain and Lisa Connors Get ready to be inspired! On this episode of the Ninja Selling Podcast, Eric Thompson welcomes Ninja agent Lori Chamberlain and her coach, Lisa Connors, to uncover the powerful strategies behind Lori's consistent success. Prepare to learn how Lori turned a commitment to real estate reviews and client events into a thriving business and a loyal client base. This episode is packed with actionable insights for anyone looking to boost their transaction numbers and cultivate raving fans through genuine connection and value. Lori shares her incredible story of how she transformed her approach to real estate reviews, turning 80 mailed reviews into an impressive 15 transactions in just a few months! Lisa Connors, Lori's Ninja Coach, provides context on the "40 Real Estate Review Challenge" that sparked Lori's ambitious goal. You'll hear Lori's journey from initial hesitation to becoming a real estate review convert, and the simple yet effective follow-up system that made all the difference. Beyond reviews, Lori reveals her secrets to creating memorable client events that build deep relationships and generate lasting loyalty. From her legendary annual Easter egg hunt drawing 500 people to creative events like taco trucks and outdoor movie nights, Lori demonstrates how to authentically connect with her community and turn events into opportunities for meaningful touchpoints and forward conversations. Learn how to replicate Lori's success and turn your real estate reviews and client events into powerful engines for business growth and client advocacy. Episode Highlights: Meet Ninja Agent Lori Chamberlain and Ninja Coach Lisa Connors Lori’s Remarkable Real Estate Review Results: 80 Reviews Yield 15 Transactions! The Ninja Coaching "40 Real Estate Review Challenge" and Lori's Exceeding of that Goal Overcoming Fear and Embracing Real Estate Reviews: Lori's Mindset Shift The Power of Mailed Real Estate Reviews vs. Email: Why Paper Makes a Difference Lori's Simple Follow-Up System: Texting for Feedback and Engagement Turning Real Estate Reviews into a Repeatable and Manageable System Building Raving Fans Through Client Events: The Legendary Easter Egg Hunt Creating Meaningful Touchpoints at Events: Popcorn Machines and Ticket Strategies Mixing Up Events: Taco Trucks, Movie Nights, and More Creative Ideas The Value of Ninja Coaching: Accountability, Strategic Ideas, and Encouragement Why Lori is a Coachable Client and the Keys to Coaching Success The Importance of Gratitude in Business and Life Key Takeaways: “I had been to Ninja Installations and I had been through all of the training… but I would get to the point of printing them off and then go to call them to set up the appointment, and that's where I'd stumble. And it was literally just fear of making the next step to calling.” “I just ripped off the band aid and did four with people I knew would love it no matter what it was… it wasn't that hard.” “Consistency over time yields results. And real estate reviews are not a quick fix… but you're planting seeds and you're bringing value to your people, and that's the key.” “We send out invitations to the Easter egg hunt. We'll put it on social media for the neighbors that are not my A clients. We'll text the A plus clients to make sure they're. They've got the invitation.” “I usually stand by the popcorn machine because everybody can come up and get as much popcorn as they want, but it's lit there, so I can see their faces a little bit better. Then we can carry on full conversations.” “Having [Lisa] consistently there with me, knowing I could count on her to not be judgmental at all, that I hadn't done anything for weeks, but to be able to be encouraging and understanding, that was super helpful.” “Lori is coachable. She is open to being accountable to learning to really digging in and figuring things out. And she's open to creativity and like she said, strategic ideas.” Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/35116635

Become the CEO of Your Relationships with Meaghan Austin 01/27/2025

Become the CEO of Your Relationships with Meaghan Austin Want to know the secret to consistent, impressive growth in real estate, even in a fluctuating market? Join Eric Thompson on the Ninja Selling Podcast as he interviews Meaghan Austin, a dynamic Ninja agent with Allen Tate Beverly-Hanks in Asheville, North Carolina. In just four years in the business, Meaghan has achieved a remarkable 20% year-over-year growth, consistently outperforming market trends. This episode dives deep into Meaghan's journey, revealing how she leverages the Ninja 9 Success Habits and a CEO mindset to build a thriving relationship-based business. From her background in the restaurant industry to becoming a real estate powerhouse, Meaghan shares her practical strategies for mastering time management, client connection, and consistent lead generation. Discover how she seamlessly integrates the Ninja 9 into her daily and weekly routine, prioritizes relationship building, and stays laser-focused on her goals. Learn actionable takeaways you can implement immediately to take control of your business and achieve predictable, sustainable growth, just like Meaghan. Episode Highlights: Meet Meaghan Austin: From Restaurants to Real Estate Success in Asheville Achieving 20% Year-Over-Year Growth – Even in a Shifting Market Transitioning from the Restaurant Industry: Building on Relationship Skills Embracing the Ninja Selling System: Reading the Book and Attending Installation The Power of the Ninja 9: Committing to Daily and Weekly Habits Meaghan's Daily Routine: Mindset, Note Cards, Calls, and Real Estate Reviews Before Noon Time Blocking and Disconnecting: Creating Focus and Freedom Mastering 50 Live Interviews a Week: Strategies for Consistent Connection Forwarding and Recording Conversations: Updating Your Database and Staying Informed Hand-Addressed Postcards: A Unique Approach to Database Engagement Real Estate Reviews: Planning, Scheduling, and Delivering Value In-Person Adopting the CEO Mindset: Taking Ownership and Accountability The Impact of Ninja Coaching with Eric Zimmerman: Guidance, Systems, and Growth The 30 Real Estate Review Challenge: Putting Systems into Action Key Takeaways: “My clients refer to me as a relationship builder, so that's like the ultimate for me. I'm winning.” “I really started putting the different Ninja 9 habits into my daily routine… and now at this point in 2025, I do them all very religiously every single week.” “If you are worried about what people are going to say back… you're more worried about yourself than about the other person. So once I could take myself out of the picture, people want to talk to me.” “I disconnect my phone. I put it in airplane mode… to actually get my Ninja 9 done is one of the most important things.” “The easiest parts to build into my schedule were definitely everything related to mindset. So gratitude and affirmations…” “I have planned my real estate reviews for this year. I've actually planned them out for the whole year… for 2025, I have all of my real estate reviews for the year planned out essentially based on all the ones that I sent out last year.” “There's no one holding me accountable except for myself. And if I were to go to my board of directors at the end of the year, I want to make sure that I did the best I can to put my business in the best place that it should be.” “Just remember that it's just as easy to do it as not do it. So might as well just do it and build your business.” Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/35019215

How to Effectively Hand Off Your Real Estate Business 01/20/2025

How to Effectively Hand Off Your Real Estate Business On this episode of the Ninja Selling Podcast, Eric Thompson is joined by Joanne DeLeon, a realtor at The Group Real Estate and Ninja Coach, and her partner Anastasija Mamatsiuk, to explore the often-challenging topic of transitioning a real estate business. Joanne and Anastasija are in the process of doing this masterfully, offering a real-world example of how to make a business transition successful for all parties involved. This episode is perfect for real estate professionals who are considering their exit strategy, want to build a sustainable legacy, or are simply curious about what a successful transition looks like. Eric, Joanne, and Anastasija discuss the challenges of transitioning a business. They emphasize the importance of choosing the right person to take over, establishing clear communication with clients, and building a team that’s ready for the future. Joanne, a consistent top producer with 25 years of experience, shares her personal journey, and the process of identifying Anastasija as her successor. Anastasija, with her background in applied linguistics and real estate investing, shares her unique experience and how she's been working with Joanne. They both share the strategies they’re using, including face-to-face meetings with clients, co-branding marketing materials, and an emphasis on collaborative learning. Tune in to learn from a real-life case study about how to transition your real estate business with integrity, intentionality, and a Ninja mindset. This episode is a must-listen for anyone seeking to create a business that’s built to last, where everyone benefits, from the agent, to the successor and, most importantly, the client. Episode Highlights: Introduction to Joanne DeLeon and Anastasija Mamatsiuk The challenge of transitioning a real estate business Joanne’s 25-year real estate journey and the beginnings of the transition Anastasija’s background and how she and Joanne connected The importance of finding the “right” person to take over your business The power of alignment and shared values Strategies for face-to-face meetings with existing clients Building a team brand through marketing materials and co-branding The importance of stepping back and giving your successor the space to lead Financial considerations: How to structure a business transition Addressing client pushback and concerns A four-year vision for a successful, sustainable transition The power of learning from your own mistakes The value of NINJA coaching for personal and professional growth The importance of a mindset of gratitude Key Takeaways: “A successful transition requires the right person, shared values, and a clear plan.” “Face-to-face meetings are crucial for building trust and introducing your successor.” “Co-branding marketing materials reinforces the idea of a seamless transition.” “It’s essential to step back and allow your successor to take ownership.” “Open communication and a willingness to learn from mistakes are key.” “A mindset of gratitude sets the foundation for a successful transition.” “Consider NINJA Coaching for the support and resources you need to build a legacy business.” Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling: / @ninjasellingofficial Ninja Coaching: / @ninja.coaching Ninja Events: The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall thumb_upthumb_down /episode/index/show/ninjacoaching/id/34910795

Bounce Back 01/13/2025

Bounce Back Welcome to a brand-new episode of the Ninja Selling Podcast! This episode kicks off 2025 with a special theme of resilience and renewal, featuring inspiring stories from Jonny Layne, a successful real estate agent with Compass, alongside insights from Ninja Coach, Jon Hill. This episode explores overcoming adversity, the importance of mindset in achieving success, and practical strategies for maintaining peak performance in the competitive field of real estate. Jonny shares his remarkable journey, from facing homelessness as a child to becoming a top-performing realtor, offering a unique perspective on how to view challenges not as setbacks, but as opportunities for growth and gratitude. The conversation also delves into Jonny's experience with burnout and how, through Ninja Coaching and a renewed focus on personal values, he rediscovered his passion for real estate and life. Episode Highlights: 00:00 - Jon Hill and Jonny Layne 02:54 - Discovering Ninja Selling Through Coaching 03:35 - Unlocking Opportunities in Your Database 05:08 - Transforming Adversity into Motivation 08:58 - Gratitude as a Daily Practice 10:29 - Coaching Insights: Building Momentum 11:29 - Overcoming Burnout with Coaching 14:27 - Gradual Mindset Shifts for Growth 17:01 - Focus on Impact Over Results 18:07 - Small Tweaks to Elevate Performance 19:22 - Inflection Points in Coaching Progress 21:13 - Tactics That Drive Success in Real Estate 24:20 - Life Beyond Business: Family and Legacy 25:14 - Connect with Jon and Jonny Key Takeaways: "Circumstances shape us, but they don't define us. Use them as leverage to move forward." "I woke up today. Everything else is extra credit." "The dashboard is bigger than the rearview for a reason. We move forward." "In coaching, it's not about being hard on someone. It's about helping them find what they're doing right." "Gratitude starts with appreciating the smallest things - a sunrise, a kind gesture, a simple moment." "In real estate, it's a people-driven business. Love people, and success will follow." "Coaching isn't about results alone. It's about changing lives and building genuine connections." "When burnout hits, remember: Nothing is permanent. Seek new perspectives and tools." "Client events aren't just business. They're about building community and sharing joy." "True success isn't measured by results, but by the impact you have on others." Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/34828790

What's Your 2025 Word of the Year? 12/16/2024

What's Your 2025 Word of the Year? Welcome to the latest episode of the Ninja Selling Podcast where hosts Rob Nelson and Peter Parnegg explore the transformative power of choosing a "word of the year" as a guiding principle for personal and professional growth. Peter shares how this simple yet profound exercise can reframe behaviors, align goals, and anchor affirmations, offering practical examples from his own life and coaching experience. Together, Rob and Peter dive into the nuances of business planning, personal reflection, and using tools like AI to enhance clarity and intentionality as you prepare for the year ahead. As you will hear, this episode unpacks the role of mindfulness, goal alignment, and vulnerability in crafting a meaningful "word of the year." From navigating limiting beliefs to cultivating trust and simplicity, the hosts provide actionable strategies to help listeners refine their focus and improve decision-making. They also discuss how tools like affirmations and AI-generated prompts can help synthesize goals into a powerful word or phrase that serves as a North Star for the year. Whether you're aiming to improve your organization, deepen your focus, or simplify your life, this episode is definitely packed with insights to inspire your journey. Episode Highlights: 00:00 - Introduction to the Power of Reflection 00:38 - The Concept of the Word of the Year 01:42 - How Self-Reflection Fuels Change 03:29 - Examples of Transformational Words 05:08 - Connecting Goals, Programming, and Beliefs 08:37 - Simplifying Life and Business 13:18 - Mind Your Own Business: A New Perspective 16:05 - Vulnerability as a Path to Growth 19:16 - Leveraging AI for Goal Alignment 24:31 - Starting Early for Maximum Impact Key Takeaways: "The word of the year is a guiding anchor. It helps correct behaviors that keep us stuck. It's more than just a word. It's a synopsis of your goals and affirmations." "AI tools can help synthesize affirmations and words of the year. Use them to align your goals and affirmations." "A word of the year is a self-imposed guardrail. It helps correct behaviors that don't serve us. It's about honest reflection." "Commitment means doing the hard work at the end of projects. It means taking care of yourself and not cheating on your goals." "If you're looking to improve, you must be willing to be vulnerable. Expose your shortcomings to grow." "Mind your own business. Be mindful in your dealings and treat yourself and others with respect." "The cost of scale isn't complexity. Simplifying things unlocks what needs to happen to reach our goals." "If you want to improve, start now. Wrestle with your word of the year and begin living that new identity." Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/34461955

Make 2025 Your Best Year Ever in Real Estate 12/09/2024

Make 2025 Your Best Year Ever in Real Estate In this latest instalment of the Ninja Selling Podcast, host Eric Thompson is joined by Jerry Beers, a respected Ninja coach, to explore effective business planning strategies for achieving a phenomenal 2025. They delve into the powerful "stop and start" list methodology, and uncover surprising parallels between law enforcement and real estate success. Listeners can anticipate practical takeaways ready for immediate implementation! This episode focuses on strategic planning and self-reflection, examining both actions to cease and activities to initiate within one's real estate business. Together, Eric and Jerry unpack the importance of thoughtful analysis before abandoning strategies, highlighting the significance of self-compassion alongside high standards, the pitfalls of comparison, and the need for simplified processes. Our two experts finish up their informative and inspiring conversation with a focus on cultivating patience and the power of consistent effort for long-term success - a powerful conclusion to an undeniably powerful episode. Episode Highlights: 00:00 - Leveraging Law Enforcement Skills in Real Estate 02:22 - Coaching Lessons from Leadership and Training 03:13 - Why Law Enforcement Professionals Excel in Real Estate 05:34 - Adapting to Client Needs for Effective Communication 08:28 - Analyze Before You Stop: Improving Business Efforts 09:03 - The Power of Self-Awareness and Grace in Business 11:54 - Stop Comparing; Start Celebrating Your Success 12:57 - Keep It Simple: Overcoming Business Overcomplication 16:26 - Patience and Consistency: Long-Term Success in Real Estate 18:44 - The Compounding Effect of Daily Real Estate Practices 19:18 - Closing Thoughts: Planting Seeds for a Prosperous Future Key Takeaways: "Stop being too quick to stop something. Start fully analyzing your effort." "Stop giving yourself a hard time. Start giving yourself grace." "Stop comparing your success to others. Focus on your own success." "This business is only complicated if you let it be complicated." "Stop making things complicated. Start making things easier on yourself." "What you focus on expands. Focus on your strengths, not your gaps." "Start being patient. Play the long game and see the effect of compounding." "Nothing happens overnight. Consistency and time are key to growth." "Meet people where they're at by asking great questions and using The Platinum Rule." Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/34340310

Holiday Flow Ideas 11/25/2024

Holiday Flow Ideas The Ninja Selling Podcast wishes you a Happy Thanksgiving! In this special episode, hosts Rob Nelson and Eric Thompson share creative and heartfelt ways to connect with your clients during the holiday season, inspired by a recent virtual happy hour they hosted for their coaching clients. This episode is packed with actionable "flow" ideas – perfect for strengthening relationships and showing gratitude to your sphere. Rob and Eric discuss the thoughtful gifts they sent to their coaching clients: locally-sourced hot chocolate, a curated wine selection, and pre-made old fashioneds. They encourage listeners to replicate this idea, suggesting a simple Google Form or QR code postcard to gather client preferences and deliver personalized gifts. Beyond gifts, they delve into other unique flow activities, like baking and delivering homemade bourbon pecan pies (shoutout to Ninja Robin!), hosting a client family photo shoot, and even organizing a festive wreath-making party. This episode also addresses the common concern of using public record information for sending holiday cards. Rob and Eric reassure listeners that this practice is acceptable when done with genuine intention and offer creative ways to solicit addresses from clients directly. Finally, they revisit Peter Parnig’s Ninja Action Tip about the “FORD in a package” technique, emphasizing its effectiveness for initiating meaningful conversations at holiday gatherings, especially with those you haven't seen in a while. Tune in for a dose of inspiration and practical tips to make this holiday season your most fruitful yet! And from everyone at the Ninja Selling Podcast, Happy Thanksgiving! Episode Highlights: Gratitude for the Ninja Nation and the spirit of Thanksgiving Recap of the Ninja Coaching client appreciation happy hour and gift-giving strategy Flow idea: Delivering locally sourced gifts to your top clients Flow idea: Baking and delivering homemade treats (bourbon pecan pie, anyone?) Addressing the "creepiness" factor of using public records for holiday mailings Flow idea: Hosting a client family photo shoot Flow idea: Organizing a wreath-making party Revisiting Peter Parnig's Ninja Action Tip: The FORD in a package Key Takeaways: Show clients you appreciate them with thoughtful, personalized gifts. Incorporate client appreciation activities into your annual business plan. Make flow activities fun, easy, and valuable for your clients. Don’t be afraid to use public records for holiday mailings, but be mindful and respectful. The FORD in a package is a powerful tool for sparking engaging conversations. Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/34131141

Want More Closings? Master Your PIE Time 11/18/2024

Want More Closings? Master Your PIE Time t’s business planning season, and what better way to prepare for a successful 2025 than by mastering “PIE Time”? Join Eric Thompson and Ninja Coach Mark Johnson on the Ninja Selling Podcast for a fun and insightful discussion about maximizing your productivity and achieving significant results. This episode breaks down the often-overcomplicated concept of PIE Time into easy-to-implement strategies, perfect for agents of all experience levels. As Thanksgiving approaches, what better time to discuss how to make the most of your "pie" – your valuable time? Eric and Mark emphasize the importance of tracking your time within the three key categories of PIE Time: Productive Time (P Time), Indirectly Productive Time (I Time), and Everything Else Time (E Time). They explain how understanding the relationship between these categories can lead to more predictable income and a smoother, more consistent business. They offer practical tips and real-life coaching examples to illustrate how tracking and analyzing these time segments can reveal hidden opportunities for growth. Tune in to discover how to calculate key ratios like dollars per P Time hour and dollars per I Time hour, which can illuminate the true value of your activities. Learn how to optimize your I Time to generate more P Time and ultimately boost your bottom line. Eric and Mark also explore strategies for leveraging E Time – often seen as less valuable – by delegating, automating, or rethinking tasks to create more opportunities for client interaction and business growth. This episode is a must-listen for any real estate professional looking to level up their business in the new year. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Episode Highlights: Introduction to PIE Time and its importance Defining P Time, I Time, and E Time Easy wins for tracking PIE Time – start simple! Key ratios: Dollars per P Time hour and dollars per I Time hour The I Time to P Time ratio – a crucial metric for success How PIE Time principles align with the Ninja 9 Success Habits Turning E Time into I Time – uncovering hidden opportunities Using PIE Time for effective business planning Final thoughts: Keep it simple and get better every month Key Takeaways: “P Time is when you have a client, a contract, and you – it’s highly valuable.” “I Time is anything that leads to P Time – think prospecting and relationship building.” “E Time is everything else – but it holds hidden opportunities for growth.” “Track your PIE Time daily, even if it's just jotting down hours in each category.” “Aim for a 2:1 ratio of I Time to P Time.” “Don't overthink it – be consistent with your tracking.” “Delegate, automate, or rethink E Time tasks to maximize your productivity.” “PIE Time principles help you create more predictable income.” Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/33959337

Business Planning 11/04/2024

Business Planning Rob Nelson and Peter Parnegg team up to share invaluable lessons from Peter’s recent business planning roadshow across the Midwest on today’s episode. They delve into strategies for bridging the “great divide” in the real estate market, highlighting why some agents excel while others face challenges. Listeners will learn the critical importance of integrating the Ninja Nine practices into daily routines and preparing early for year-end to set the stage for a productive new year. Peter shares his observations about the widening gap in the real estate industry and explains how mindset shifts and proactive routines can turn challenges into opportunities. Together, Rob and Peter also break down essential components of effective business planning, such as maintaining an updated client database and using time-blocking to overcome procrastination. The episode underscores the value of consistency, exemplified by an agent’s simple change that led to a $415,000 deal. Concluding with motivating advice, our hosts encourage listeners to commit to actionable steps that will empower their real estate journey and lead to lasting success. Episode Highlights: 00:00 Business Planning Roadshow Insights 01:20 The Great Divide Among Realtors 02:24 Realtors Emotional Investment and Commitment 03:23 Importance of December for Business Flow 05:28 Real Estate Cycles and Annual Planning 06:44 Why Start Business Planning Early? 08:15 Clearing Low Level Guilt for Better Performance 09:28 Key Actions for an Effective Business Plan 10:38 Updating Your Database - A Game Changer 12:06 Implementing and Incentivizing the Ninja Nine 14:10 Challenges in Time Blocking and Routine Building 16:42 Integrity in Completing Tasks Consistently 17:43 Grace in Imperfection and Ongoing Course Corrections 19:22 Simple and Cost Effective Business Planning Steps 22:12 2025 - The Year of Fluency and Buyer Seller Process 23:11 Choosing Your Word of the Year 24:54 Examples of Corrective and Aspirational Words 26:46 Cumulative Benefits of Word of the Year Choices 28:43 Final Encouragement for Business Planning Key Takeaways: "The great divide: 10-15% of realtors thrive, while 70-75% struggle. A divide within the divide is emerging." "Answer unknown calls with positivity. It could lead to unexpected opportunities." "The real estate agent's year starts in November, not January. Prime the pump for January results." "Get your database right. Everything you don't do keeps you living in the past." "The done business plan is the best business plan. Start and end your plan in a single day." "Simplify your business plan: database, postcards, income goal, transactions." "Make the effort. Every time you do, you'll be glad you did." "A focused fool can accomplish more than a distracted genius. Keep doing without immediate reward." Links: Email: Leave a voicemail at (208) MY-NINJA Ninja Selling @ninjasellingofficial Ninja Coaching: @ninja.coaching Ninja Events /episode/index/show/ninjacoaching/id/33767727

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