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.
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How To Be Consistently Magnetic Even When Life Throws You A Curve Ball
11/20/2025
How To Be Consistently Magnetic Even When Life Throws You A Curve Ball
In this episode of the Ninja Selling Podcast, Northern Virginia Realtor and Ninja, April Myers, explores what it really looks like to stay magnetic, consistent, and growth-minded when life gets very real. Based in Arlington, Virginia, with @properties in the DC suburbs, April shares how her background as a recruiting leader and VP of strategic growth helped her become fearless in sales and build powerful relationships with agents across her market. Those relationships are now a major asset in her real estate business. But the heart of this episode is deeply personal. In late 2024, April’s husband, who has epilepsy, experienced a seizure after more than 10 years without one, and then another in early 2025. He lost his driver’s license for nearly a year, which meant April became the full-time driver for her husband, her young son, and her clients… all while working in a volatile DC-area market with layoffs, uncertainty, and a government shutdown. Despite all of that, April is on track to grow her business by roughly 20% over last year in a market that is not up 20%. She walks through, very candidly, how she did it: mindset work, strict time blocking, non-negotiable morning routines, consistent FLOW (both live and auto), and a refusal to become a victim of her circumstances. This episode is a powerful example of Ninja principles in action when life is anything but easy. Key Takeaways Mindset first, always. April made a conscious decision early on: “I will not be a victim of my circumstances.” That choice, to be a player instead of a victim, became the foundation for everything that followed. Systems let your business run while you’re running. Before her family crisis hit, April had already built a solid Ninja business plan, a database, and consistent habits. When life got harder, those systems kept the business moving even when time shrank. Time blocking is self-preservation, not punishment. April blocks her calendar for real estate reviews, monthly emails, FLOW activities, and even which clients get a review each month. By deciding ahead of time, she removes the thinking burden from “future April” and just executes. FLOW is her superpower: auto + live. About 225–240 people in her database, with ~150 local in the DMV. At least two emails per month: one local lifestyle/events email and one real estate/market update from her Gmail. Regular mailings: quarterly newsletters, postcards, topical or seasonal pieces, plus tools like Homebot, and a vendor guide. Live FLOW: birthday calls, home anniversaries, client service calls every week, and at least one client dinner a month. April rarely “misses a beat” with her FLOW, even in a chaotic year. Recruiting experience turned into a massive advantage. Years of recruiting 175–200 agents made her fearless on the phone, great at conversations, and deeply connected to top agents in her market. These relationships now help her get offers accepted in competitive situations. Look for silver linings in hard seasons. When her husband lost his license, April chose to use extra time at school pickups, games, and events to go deeper with other parents, neighbors, and community members. That intentional presence has led to unexpected, high-quality clients in a tough year. Consistency beats “doing it all.” April openly admits she didn’t do as many open houses as she “should” have, but she stayed consistent on the core Ninja activities she could execute. The result: her business is up in a down market. Memorable Quotes “I refused to become a victim of my circumstances.” “I still look back on the last 10 or 11 months and think, ‘I don’t know how I did it.’ But I knew I needed a plan and a system to run my business like a business.” “Those years recruiting agents made me fearless. If you can call Realtors every day who don’t want to talk to you, it’s a lot easier to talk to people who actually do want to talk to you.” “I wanted to be an anomaly. I was already going to be, so why let this stop me?” “I started getting up a half hour to an hour earlier every day. I needed that time for affirmations and mindset because it keeps me grounded and sane.” “It’s like going to the gym. It’s hard at first, and you don’t see changes, but change doesn’t happen overnight. You start to see results, and that keeps you going.” “Trust the silver linings. Something hard might be happening, but there might be something better around the corner that you can’t see yet.” “We say the three keys to success are mindset, skill set, and action, in that order. I couldn’t control what happened, but I could control my response to what happened.” Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: Upcoming Public Ninja Installations: Ninja Coaching: April Myers:
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The Ninja Couple: From Military Precision to Real Estate Success
11/13/2025
The Ninja Couple: From Military Precision to Real Estate Success
Eric Thompson is joined by husband-and-wife Ninjas Jeremy and Shanon Johnson, retired Air Force veterans turned real estate professionals, to explore how this dynamic duo built a purpose-driven business rooted in discipline, structure, and service. From military precision to Ninja mastery, the Johnsons have created a thriving business in Hampton Roads, Virginia, closing 44 transactions in 2024 while maintaining balance, harmony, and joy in their personal lives. This conversation delves into what it takes to run a business intentionally as a couple, rather than by accident or exhaustion. Jeremy and Shanon share how a license plate at a stoplight sparked their real estate journey, how they learned to “run the business instead of letting it run them,” and how the Ninja Selling System gave them the framework to thrive after the military. They unpack the daily habits, time-blocking strategies, and communication techniques that enable them to operate as true partners, both in life and in business. From mastering Real Estate Reviews to achieving 50 Live Interviews each week, the Johnsons prove that success doesn’t require burnout; rather, it requires structure, clarity, and coaching. Their story is a real-world masterclass on productivity, partnership, and the power of purpose. Episode Highlights The spark that started it all A chance encounter with a real estate license plate launched their journey from military life to real estate. Within six years, they went from three transactions in their first year to 44 and counting. From military discipline to Ninja structure Their Air Force background shaped their systems, mindset, and morning routine. Up at 4:30 a.m., gratitude and affirmations by 5:00, gym by 7:00; their structure creates freedom and balance. Real Estate Reviews that drive real results Overcoming “analysis paralysis,” Shanon implemented a simple yet powerful review process that yielded immediate results: three listings from their very first review and seven transactions this year, all directly attributed to reviews. Fifty Live Interviews simplified The Johnsons turned what feels daunting into a daily rhythm. By planning their calls every Friday in the Ninja Planner and counting genuine conversations — not just phone calls — they consistently hit their 50 Live goal every week. Coaching that changes everything Working with Ninja Coach Shelly Culbertson, they discovered the value of having a “third partner” who brings balance, perspective, and accountability. “She’s our mediator, encourager, and guide,” says Shanon. Running the business, not letting it run you With clear boundaries, family dinners, and weekends by appointment only, they’ve achieved the Ninja vision of higher income per hour — proof that structure and intentionality lead to harmony. Key Takeaways The Ninja System works if you commit to working it. Coaching isn’t homework…it’s elevation! Real Estate Reviews aren’t sales tools; they’re relationship builders. Partnership thrives when each person leans into their natural strengths. Discipline creates freedom. Structure your mornings, and your business will follow. Memorable Quotes “If it wasn’t for that license plate, I don’t know that we’d be in real estate today.” - Shanon Johnson “The system absolutely works. It allows you to have the life you want, not just the business you want.” - Jeremy Johnson “It’s not wrong, it’s just different. That’s true in marriage and in business.” - Shanon Johnson “Is the business running you, or are you running the business?” - Marshall Tony, Mentor “The coach doesn’t give you homework; they elevate your business.” - Jeremy Johnson Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: Upcoming Public Ninja Installations: Ninja Coaching: Jeremy and Shanon Johnson:
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“Do I Pursue a Solo Career Or Do I Form a Team?”
11/06/2025
“Do I Pursue a Solo Career Or Do I Form a Team?”
Rob sits down with a powerhouse panel made up of Spears Group’s Founder, Jonathan Spears, and its COO, Maria Coukoulis, both of whom are also co-founders of MyOps AI, and Larry Kendall, the author of Ninja Selling, to discuss a pivotal moment in every successful real estate agent's career. Together, this all-star team tackles the critical crossroads agents face: whether to continue as a solo producer or to build a high-performing real estate team. This conversation goes deep into the nuts and bolts of scaling a real estate business from the ground up. The group explores Jonathan's transition from a driven solo agent doing $70 million in volume to the leader of a billion-dollar team, highlighting the operational challenges and mindset shifts required for success. They discuss the common pitfalls of team building, the necessity of creating documented systems and processes, and how a strong, clearly defined culture is the engine for sustainable growth. This episode provides an enlightening and informative case-study on how to turn a real estate practice into a true business, unlocking not just financial success but personal freedom and fulfillment. Episode Highlights: The critical crossroads every agent faces: staying solo versus building a team. Shifting your mindset from running a practice to owning a true business. The power of documented, repeatable systems for driving consistency and success. Why a strong culture - and getting the right people in the right seats - is non-negotiable for growth. Avoiding the "alligator pond" mistake: teaching agents to hunt versus simply feeding them leads. How mastering operations unlocks massive growth, eliminates waste, and creates personal freedom. Unlocking team potential by trusting each member to operate in their area of genius. Leveraging AI and technology to solve operational bottlenecks and give your team their time back. Key Takeaways: "We are not an anomaly… you can have this for yourself. You just have to be consistent with it, and you have to have those processes to carry you." "If you're an agent out there that's worried about an AI, oh my gosh, it's going to steal everything. Get curious instead of fearful." "A good system will work regardless of the market you're in. It's the documented process that will give you predictable results regardless of the market." "True success is when you're able to come alongside people, and out of that collaboration is birthed a greater product than either of you could create on your own." "People do not refer Jonathan Spears… They refer his process." "Build your goals into your calendar. Build your goals into that system and process. That way your daily executions, those daily movements, allow you to move towards them, not away from them." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Spears Group: MyOps AI: Larry Kendall:
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How to Intentionally Create Change
10/30/2025
How to Intentionally Create Change
Eric Thompson is joined by world-class Ninja, Ethan Shapiro, and his coach, Steve Mangelson, at a Ninja Installation in Fort Collins, Colorado, for a lively discussion about intentionally creating change. Ethan shares his journey from the grind of cold-calling to building a thriving business on genuine relationships and a unique charitable model. Together, with Steve and Eric, he offers powerful insights for achieving sustainable success and personal fulfillment in your real estate career. Ethan's transition from prospecting to a system that fosters deep client connections and improves quality of life is examined in depth, highlighting the fact that his company donates 50% of profits, turning each transaction into a positive impact. Throughout the episode our panel explores achieving work-life harmony over balance, as well as practical strategies, such as conducting 50 live interviews a week to boost business growth and career joy. Today’s conversation between these three top level professionals provides a compelling illustration that building a business on authentic contribution is the ultimate path to exponential growth and a truly joyful life. Episode Highlights: Create Change Realty’s innovative model for charitable client impact. Transitioning from burnout prospecting to a sustainable, relationship-based system. Strategies for creating intentional change for exponential business growth. Why work-life harmony is more effective than work-life balance. Tips for conducting 50 live interviews weekly to build relationships. The power of coaching and system implementation in business. Reviving old leads by focusing on genuine connection. How providing value boosts client loyalty and call-answer rates. Key Takeaways: "My quality of life is what has dramatically improved since the installation." "It really is the difference between pursuing the transaction versus pursuing the relationship." "I really want my clients to feel like they're having a huge positive impact on the world by working with me." "She looks at me right in the eye and she's like, 'Yeah, stop doing that.' She's like, 'Stop cold calling.'" "When he calls someone, they'll stop what they're doing to talk to Ethan, and it's because he provides value." "I'm genuinely trying to be a force of light in their life." "If we're reluctant to make the call, we're making it too much about ourselves." "Ninja has given me a system for how to build genuine relationships with people, which is what I would do for no money." "That which we persist in doing becomes easier, not that the task itself has changed, but our ability to perform the task has increased." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Create Change Realty: Steve Mangelson:
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80 Years Worth of Stellar Advice for Today's Agent
10/23/2025
80 Years Worth of Stellar Advice for Today's Agent
Host Rob Nelson welcomes industry titans Larry Kendall and Paul Silverman for an insightful and instructive discussion on navigating market uncertainty. With 80 years of combined real estate experience, they explore whether we're in the ‘best of times’ or ‘worst of times’, reveal how perspective and mindset can transform challenges into opportunities, and offer timeless wisdom for building a resilient business in any economic climate. Drawing upon decades of experience with market cycles, the guests stress the importance of adopting a ‘player’ versus ‘victim’ mindset, and explain how to focus on what you can control to drive positive outcomes, regardless of external conditions. While technology has streamlined transactions, they argue that genuine relationships are now more vital than ever, providing the strategic principles needed to thrive, not just survive. Tune in now and immerse yourself in 8 decades worth of invaluable real estate wisdom that you simply cannot afford to miss. Episode Highlights: Adopt a "player" not a "victim" mindset to turn challenges into opportunities. Focus on your circle of control: your actions, skills, and mindset. Understand that real estate is cyclical to remain strategic in any market. Be a "farmer," not a "hunter," by cultivating long-term client relationships. Clearly articulate your value through skilled negotiation and pricing. In leadership, build team resilience through connection and encouragement. Use technology like AI to increase efficiency and focus on relationships. Bring back personal touches like handwritten notes to stand out. Key Takeaways: "With the uncertainty, it's easy to get sucked into the outer circle, the circle of concern…Focus on what you can actually control." "The people that don't plan or that haven't seen a down cycle, if you will, are the ones that have the hardest time with change." "Your biggest expense is the money you don't make in this market. It's not the fee." "It's a system that is designed to work regardless of your personality or regardless of the market that you're in." "In order to articulate your value, you must first create value." "Don't do it for the dollar. Do it for the service, and the dollar will follow." "Whatever they're doing today, they may not see a harvest for another 30 to 60 days, but they've got to plant the seeds right now." "I am tired of being a victim. It's time to be a player." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Larry Kendall: Paul Silverman:
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How to Have Consistent Volume in an Inconsistent Market Using Consistent Routines
10/16/2025
How to Have Consistent Volume in an Inconsistent Market Using Consistent Routines
The truly inspiring Amanda Baker, a real estate agent from Durham, North Carolina, who is achieving incredible success in her business, joins Eric Thompson here today. Tackling the question so many of us ask: "How can I do it all?", Amanda shares her proven strategies for generating consistent high-volume sales in an ever-changing market, all while maintaining a rich and present family life. She also provides invaluable advice on how consistent routines are the secret to balancing a thriving real estate career with personal priorities, proving you do not have to sacrifice one for the other. In this insightful conversation, Amanda details the brilliant "every other week" schedule she created to maximize quality time with her children during the summer without letting her business skip a beat. She explains her philosophy of "doubling down" on focused work periods, which allows for greater freedom and flexibility. A key to her success is running her business like a business by planning her entire year of autoflow, including client events, pop-bys, and newsletters, well in advance. This proactive approach eliminates stress, creates seamless client experiences, and provides the structure needed to build a life by design, not by default. Episode Highlights: Balance family and work with an "every other week" system. Proactively plan a year of marketing and client events. Maximize productivity by "doubling down" on focused work. Build relationships with newsletters, pop-bys, and events. Set client boundaries while providing excellent service. Use structure and foresight for sustainable success. Build a rewarding life, not just a busy career, with Ninja principles. Key Takeaways: "The goal at end-of-year business planning is to not have to think about it for the rest of the year, honestly." "I rarely have a perfect Ninja week... It's about the consistency of doing the Ninja things." "You actually can do this. You can have a life. You can have quality time doing the things you want to do with the people you want to do them with and continue to run a successful business." "You're listening to someone who is running her business like a business." "You're never scrambling or going, 'Oh, it's too late now. We'll catch it next month.'" "Even a text reminder will just kind of start a conversation... and kind of again, start the F.O.R.D. from there." "If you have a plan and a process, you can structure your life, your business just how you want it." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Amanda Baker:
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How to Turn a Dream into a Reality
10/09/2025
How to Turn a Dream into a Reality
Host Eric Thompson sits down for a thoroughly enlightening conversation with the incredibly driven Adam Sobel, a top real estate professional from North Atlanta, in today’s episode. Together, they dig into Adam’s inspiring personal journey of achieving a full year's worth of real estate production in just six months, fueled by the impending arrival of his first child and the powerful desire to be fully present for his family. This episode is packed with tangible insights for anyone looking to supercharge their real estate business, integrate work-life balance, and align professional goals with deep personal values. In this deep dive, Adam reveals the three pivotal strategies that fueled his success, showcasing how he elevated his real estate game beyond traditional methods. He reveals his innovative approach to real estate reviews, leveraging technology for personalized video updates that surprise and delight clients, as well as his clever and budget-friendly client appreciation events, like a car wash concept that guarantees quality one-on-one engagement. Finally, Adam redefines how he manages his "warm list," transforming it from a passive contact list into a proactive pipeline by focusing on clients experiencing significant life changes. Be sure to take notes on this one, and get ready to integrate intentionality, consistent follow-up, and a strategic mindset into your own real estate business for unprecedented growth. Episode Highlights: A compelling "why" drives action. Transform your mindset to achieve goals. Use innovative video for personalized reviews. Host strategic client appreciation events. Proactively manage your warm list based on life changes. Consistent follow-up is non-negotiable. Focus on what works and double down. Smooth out business cycles with a consistent pipeline. Key Takeaways: "If you always do what you always did, you always get what you always got." "I need to be on the warm list because those are events that lead to moves." "The more intentional you get...is really transformative and the path to success." "I didn't know what I didn't know." "I really wanted more, especially for our first child, time at home and flexibility to be able to enjoy that time." "If I'm seeing those trends and active on social media or hear that someone, you know, has a job promotion or is expecting another child, like they need to be on the warm list." "You're never at a loss for, 'Well, what am I going to say when I reach out to them?' It's always about the event." "All of a sudden you see a bunch of opportunities sitting right in front of you." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Adam Sobel on Facebook:
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Mastering the Ninja Planner with Creator Eric Hardy
10/06/2025
Mastering the Ninja Planner with Creator Eric Hardy
As the leaves turn and business planning season kicks into high gear, Rob Nelson sits down with a very special guest, Erik Hardy, the creator of the Ninja Planner. Together, they dive deep into one of the most crucial tools in the Ninja system, exploring its origin story and its role as a cornerstone for success. Rob and Erik discuss the fundamental principles of time management, accountability, and how intentional planning can dramatically increase your income per hour while helping you build a life you love - a masterclass in moving from being busy to being truly productive. In this insightful conversation, you will hear how Erik’s own experience on the “hamster wheel of up and down” in his real estate business led to the creation of the planner. He and Rob break down the power of a hybrid system, using a digital calendar for collaboration and a paper planner for deep, personal time blocking and accountability. They explore how the planner is more than just a calendar; it is a comprehensive system for tracking your Ninja Nine, including gratitude, affirmations, and the critical 50 FORD & Record contacts. Learn the practical strategies for using this tool to gain awareness, eliminate distractions, and ensure that the most important tasks get done, ultimately leading to a more focused and fulfilling business and life. Episode Highlights: The origin story of the Ninja Planner, born from the rollercoaster of real estate. Why time blocking with a paper planner is a crucial time management tool. Combining a digital calendar with a paper planner for a powerful hybrid system. Using the planner as your command center for the Ninja Nine habits. Mastering the 50 FORD & Record by documenting conversations and follow-ups. Moving from being busy to being productive through increased awareness. How the planner helps you organize your whole life, not just your business. The different versions of the Ninja Planner and where to find them. Key Takeaways: "Fall marks a lot of things for us, one of them being business planning season." "The system only works with application, and application is the result of accountability." "There is something about when you physically write it down in the planner...it just locks it in your mind." "A task will take as much time as you give it." "Surprises and derailments and unexpected events are pretty infrequent." "If it gets put down on paper in the same place, a place that is sacred, it is not a sticky note." "The goal of Ninja Selling is to help you increase your income per hour so that you can have a life." "You don’t have to have this amazing rolodex in your head, you have to have a system." "Please use a tool to make sure and understand how you are spending your time." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Ninja Planner: Erik Hardy:
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From Burnout to Breakthrough: Lonney Gordon’s Journey to Authentic Flow
10/02/2025
From Burnout to Breakthrough: Lonney Gordon’s Journey to Authentic Flow
Ninja Coach Lonney Gordon joins Eric today to share his powerful story of transformation, from professional burnout and personal crisis fueled by a high-cost lead system to a thriving, relationship-based business and balanced life. He offers a practical roadmap away from the "hustle" mentality toward a sustainable career built on authentic connections. Listeners will hear how being tethered to his phone 24/7 (even in the shower) brought his family to a breaking point before he eliminated his $8,000/month lead spend and grew his business by over 30%. Lonney unveils his strategy for creating "live, authentic flow" by intentionally deepening existing social circles into a strong network of friends and clients. Today’s episode is a must-listen for all real estate professionals, especially those who are feeling overworked and seeking a proven path to success that prioritizes both professional and personal well-being. Episode Highlights: Lonney Gordon's personal journey from lead-dependency and burnout to a thriving, balanced life. The high cost of a transactional mindset on business and family relationships. The step-by-step process of transitioning away from paid leads to a 100% relationship-based model. How to grow your business significantly while reducing stress and working hours. The concept of creating "authentic flow" by being intentional with connections. Actionable strategies for deepening relationships within your existing social groups or "pods." The power of slowing down and making genuine connections in everyday situations. How shifting focus from "the hunt" to authentic service makes business "fall from the sky." Key Takeaways: "Ninja has not only changed my business, like you said, it has changed my life. It changes how I talk to people, changes how I have connected with people, how I have conversations." "I was spending every waking minute on my phone. I was bringing my phone in the shower with me... I was definitely on the verge of a divorce, really was not connected with my kids whatsoever." "Within six months, I had taken an $8,000 Zillow spend to nothing... I was up about 30%." "It felt like business was just falling from the sky. And it wasn't falling from the sky. It was intentional business that was achieved so much easier than this rat race, this chase, this hunt that I was going after." "The Ninja system is just merely creating authentic friendships with a system." "The reason for the call is them." "Slow down in general in life and allow yourself to connect with people everywhere." "I am never eating alone... If I'm going to the car wash, I'm going to ask a dad friend if they want to go and wash cars together." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Lonney Gordon:
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The Opportunities in Change - Larry Kendall, Jack Miller, Mike Staver
09/25/2025
The Opportunities in Change - Larry Kendall, Jack Miller, Mike Staver
Rob Nelson welcomes the all-star panel of Larry Kendall (Ninja Selling founder), Jack Miller (T3 Sixty CEO), and coach Mike Staver to the podcast today for a lively discussion on real estate industry shifts in light of the recent Compass-Anywhere merger. This episode explores industry consolidation, the psychological impact of change, and the crucial role of relationships in today's evolving real estate landscape, offering vital insights for real estate professionals and leaders navigating these transformations. The discussion meticulously examines whether current real estate market upheaval is an "event" or a sustained "process" of fundamental transformation and industry consolidation. Our experts emphasize an adaptable mindset for agents and effective leadership in directing change management, urging focus on controllables amid uncertainty. Listeners will grasp how robust relationships remain the ultimate currency in real estate brokerage and how effective culture is vital for successful mergers and enduring business growth, equipping them with strategies to thrive in this new era. Episode Highlights: Understanding the nature of current real estate industry shifts: event vs. process. Navigating real estate market consolidation and its long-term implications. The psychological impact of change on real estate agents and leaders. Cultivating a resilient mindset and focusing on the controllable elements. The enduring power of relationships as the core currency in real estate. The critical role of culture in successful mergers and organizational stability. Effective leadership strategies for guiding teams through uncertainty. The importance of talent management and clarity in a transforming real estate industry. Key Takeaways: "This is a process, not an event." "The practitioner real estate will be the least impacted for a while." "The beginning of the disruption is the acceptance that fear is the only emotion we get to choose." "Relationships are the currency. At the end of the day, this acquisition was valued, and all real estate brokerages are valued by the relationships that the agents have with their clients." "Basically, buyers and sellers choose people, and they choose that relationship." "What is happening? Okay, what is my response to what is happening? What can I control, what can I influence? Let’s focus on that." "I think the companies that nail it are companies that go in with questions and an opportunity to learn, to get better themselves…humility and a curious heart, and the desire to understand what our new partners are doing better than us, and then integrating that.” Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Larry Kendall: Jack Miller: Mike Staver:
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From Travel Crisis to Real Estate Fortune
09/18/2025
From Travel Crisis to Real Estate Fortune
In today’s episode, host Eric Thompson interviews Allen Seigler of Greater Athens Properties in Georgia, about his career transition from a cruise travel agency owner to a massively successful real estate professional. Allen shares how COVID-19 severely impacted his cruise business, canceling over $4 million in vacations, and how this prompted him to pursue a real estate license. He describes his decision to commit fully to real estate after concluding he was settling in his previous role, and this commitment led to significantly higher earnings in the first four months of 2025 than in all of 2024. Now projected to more than double his previous year's income, Allen credits this progress to the Ninja Selling system. Given its focus on Live Flow with four to six in-person lunches and coffees weekly, alongside a consistent postcard autoflow every 10 days to his database, Ninja Selling enables Allen to stay authentic to his personal values while enjoying exponential success. Tune in now and learn how it can do the same for you! Episode Highlights: Allen's career shift from travel to real estate, prompted by major setbacks. Pursuing long-held career goals during unexpected crises. Achieving initial success through focused effort and strategic learning. Allen's "lid off" decision to fully commit to real estate. Strategies for rapid and substantial results using an "all-in" system. Consistent engagement in Live Flow activities. Establishing an authentic, regular autoflow system for client communication. Using a personal brand and business plan to guide decisions and reduce distractions. The critical role of coaching and system adoption for balanced success. Key Takeaways: "Coaching gets you further faster." "The lid is on the jar, and I am settling for mediocrity." "It always starts with a decision... I just decided. I decided it was time. I decided I was going to take the lid off. I decided I was going to commit. I decided I was going to be all in." "If I just do the Ninja Nine, there will be an abundance." "The best flow is authentic flow." "You can have the high production and have the great life." "All we need is the Ninja Nine. The system works." "TSW, TSW, TSW." (The System Works) Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Allen Seigler:
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Ninja Hacks for Exponential Growth with Martin Gallant
09/12/2025
Ninja Hacks for Exponential Growth with Martin Gallant
In this inspiring episode, Eric Thompson welcomes Martin “Marty” Gallant, the Managing Partner and Broker at Creativ Realty in Moncton, New Brunswick. Marty shares the incredible story of how his company achieved a remarkable 72% growth in volume and nearly doubled its agent count from 25 to 42 in just two years, all within a smaller market of under 600 agents. Marty attributes this rapid success to a strong focus on company culture, which prioritizes agent well-being, teamwork over competition, and comprehensive, open-to-all training. He details their innovative "Mission Momentum" program, a gamified internal challenge that significantly boosts agent engagement and productivity. Beyond brokerage-wide initiatives, Marty also reveals his personal strategy for managing a thriving real estate business while overseeing a growing company: niching down his personal sphere to a "VIP list" of 72 key clients for highly focused, impactful service. This is one episode that is absolutely packed with actionable insights for any real estate professional looking to foster growth and increase efficiency. Episode Highlights: Marty's company saw 72% growth and doubled its agent count (25 to 42) in a small market over two years. Success is built on a strong culture of teamwork and comprehensive, open training for all. "Mission Momentum," a gamified internal challenge with weekly behavior-based missions, drove 85% agent engagement. Creativ Realty offers a free, 21-module training program, open to the entire market, reflecting a "Go-Giver" philosophy. Marty manages his personal business by focusing on a VIP list of 72 clients, providing highly dedicated service. This niche strategy, inspired by the "magic wand" question, enhances efficiency, reduces stress, and maintains volume. Key Takeaways: "We want to make it the best place possible for agents to work." "Everyone's one degree of separation away from each other. So those personal relationships go a lot further." "Culture was always number one." "If they do the behaviors - and it's very much a Ninja Nine - it will lead to results." "Letting yourself down is one thing, but letting down your team is a totally different thing." "The way to do it is to get teams of people focused on activities that will then lead to the results that you want." "If you could wave your magic wand, what would it look like? And then just start yourself on a path to do that." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Martin (Marty) Gallant:
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Sell Your Stalled Listing with a Seller's Offer
09/04/2025
Sell Your Stalled Listing with a Seller's Offer
Chris Purser, a Ninja-powered agent from the beautiful city of Asheville, North Carolina, joins host Eric Thompson to share the story of his incredible success and pull back the curtain on a powerful strategy for getting a stalled listing sold. Chris details his journey from being a brand-new agent with no business to closing nearly $4 million in a single week, attributing his rapid growth to the Ninja system and dedicated coaching. The main event, however, is a deep dive into the “seller’s offer,” also known as the “reverse offer.” Eric and Chris walk through a real-life case study of a luxury property that had been on the market for months with dwindling activity. Chris explains how he identified a motivated seller and an interested - but hesitant - buyer and used the seller's offer strategy to break the stalemate. He provides a step-by-step account of how he presented the concept to his clients, communicated with the buyer's agent, and used standard paperwork to get the ball rolling. Listen in for valuable insights into this creative tactic that can restart a conversation, give buyers a tangible starting point, and ultimately move a challenging property to the closing table. Episode Highlights: A seller’s offer is a proactive strategy to engage a hesitant but interested buyer. Use this tactic when a listing is stalled, sellers are motivated, and a specific buyer is “kicking the tires” but won’t make an offer. Present the strategy to your sellers as a creative, outside-the-box way to “move the needle.” The process uses the same standard offer paperwork you would use for a buyer-initiated offer, just with the seller initiating and signing first. This approach removes the buyer's fear of offending the seller with a low offer and provides a concrete starting point for negotiations. Clear communication with your broker, your seller, and the other agent is essential for success. This strategy can create a sense of urgency for other potential buyers by letting them know an offer is in play. Key Takeaways: "There had to be something that needed to be thought of outside the box to try to figure out how can we get this buyer off the fence and make a decision." "The explanation that we gave was, ‘Let's try to do something to try to get them to move the needle.’" "There was from the buyer an appreciation for us doing that, which was not something that I thought that would have happened, to be quite honest." "It did start a conversation that probably wouldn't have happened had we not gone ahead and made a reverse offer." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Chris Purser:
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Simple Shifts for a More Profitable Business
08/28/2025
Simple Shifts for a More Profitable Business
Brett Blanchard, an incredible Ninja and top-producing agent from Louisiana, joins host Eric Thompson today to share three powerful, game-changing takeaways that have transformed his business and his mindset in the last year. Together, they dive into the simple yet profound strategies for earning what you are worth, overcoming burnout by rediscovering the fun in your work, and adapting your networking strategy when life inevitably changes. Eric and Brett pull back the curtain on how a single change in mindset and language can lead to a 20% increase in your fee per transaction. They explore the creative and authentic ways Brett found new "flow" and client connections in unexpected places after a personal lifestyle change altered his daily routines. Brett goes on to explain how he pinpointed the administrative tasks that were draining his energy and made the decision to outsource them, a move that was funded by his increased commission and ultimately reignited his passion for the business. Listen in now to this practical and inspiring blueprint for building a more profitable, sustainable, and enjoyable real estate business. Episode Highlights: Confidently ask for the commission you deserve to increase your income. Clients will recognize your value only after you recognize it yourself. Delegate energy-draining administrative tasks to avoid burnout and focus on what you love. Reinvest your higher earnings into support systems that create more joy and profit. Evolve your networking strategies as your personal life and routines change. Find new, authentic places to connect with people that align with your interests. Authenticity is the magnet that attracts your ideal clients and your tribe. If you feel stuck or unhappy, talk to a coach or mentor to find a solution. Key Takeaways: "You literally just ask for it. You just ask for it. You are worth it. You are already doing the work." "When you show your worth, you will get it, which we already show our worth." "You believe that you are worth it. And that is where it starts. It is always mindset, then skillset, then action." "Price your offering appropriately for who you are for." "I have just found a flow in a totally different direction... When your routine changes and your life changes, your flow kind of naturally has to change." "You just figure it out and you just start doing things you like, and the business comes from seeing those people while you are doing something you like." "If you feel something, say something, too. Let somebody know." "It just feels good to get paid what we feel like we are worth." "Just be yourself. Nobody really actually cares." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Brett Blanchard:
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Building Unshakable Confidence for Real Estate Agents
08/21/2025
Building Unshakable Confidence for Real Estate Agents
In today’s episode of the Ninja Selling Podcast, Rob is joined by Peter Parnegg to discuss confidence in real estate. They explore why confidence can waver, especially when the market shifts, and explain how it is a skill that can be developed. This episode offers a path for agents looking to move from uncertainty to operating with a sense of competence. The conversation covers the connection between preparation and performance, showing how confidence is earned. Rob and Peter explain how to turn nervous energy into excitement by trusting established systems. They also talk about the psychology of insecurity and provide methods, including affirmations and mental rehearsal, to change one's mindset. The hosts argue that addressing small, situational challenges helps agents build an identity-based confidence. Episode Highlights: Why systems are necessary for maintaining confidence in changing markets. How to navigate the four stages of competence to build skill. How to turn nervous energy into excitement through preparation. Actionable methods to build confidence, like affirmations and practice. How to reframe your perspective on failure and rejection for career growth. How to manage the "catastrophizer" mindset in client interactions. Why deep transactional knowledge increases confidence. The goal of becoming "My Realtor" to 100 people in your sphere. Key Takeaways: "When there's a lot of success and money rolling around, it hides things." "Insecurity is one of the gigantic underminers of all people's personal and business, interpersonal success." "Confidence is earned through preparation. And if you're not confident, you're probably not prepared enough." "Feeling nervous is your mind asking for more certainty." "We have not spent enough time talking about what failure is and what failure isn't." "Confidence feels like, 'I plan to.'" "If you don't have a system, you're going to just be chasing emotions. With a system, you guide them." "What would it look like to be so prepared that I feel excited instead of nervous? And that is confidence." "Confidence, I think, is learning to balance the sense of failure is always possible, but is it terminal?" "I need a hundred people to think of me as 'my realtor.'" Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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From Classroom to Closing: How a College Course Launched a Ninja Career
08/14/2025
From Classroom to Closing: How a College Course Launched a Ninja Career
Rob Nelson hosts an inspiring episode with Alex Griffin, a successful broker in Vail, Colorado, who shares his unique journey of starting his career with Ninja Selling principles from day one - through a college course taught by Larry Kendall himself. This episode is a masterclass in building a real estate career with intention. Alex recounts his incredible start, transitioning from a university classroom directly into a high-stakes role at The Ritz-Carlton Residences in Vail during a pivotal time in the market. He shares the invaluable lessons learned from mentors like Larry Kendall and Matt Blake and breaks down the strategies he uses to thrive in the complex Vail resort market. From building a powerful referral network to navigating roles as a sales assistant, top-producing agent, and managing broker, Alex’s story proves that the Ninja system is a powerful foundation for success in any market, at any stage of your career. Discover why deep-seated relationships and creating value are the keys to a sustainable business, and learn how the "Return on Enjoyment" can be the most important metric for clients in a luxury market. Episode Highlights: An Introduction to Vail Broker Alex Griffin Starting a Real Estate Career the Ninja Way... in College! The Inside Story of Selling The Ritz-Carlton Residences, Vail Thriving in a High-End, Luxury Resort Market The Power of Mentorship with Larry Kendall and Matt Blake Transitioning Through Roles: From Sales Assistant to Top Agent to Managing Broker How to Build a Powerful Referral Network in Feeder Markets The Difference Between ROI (Return on Investment) and ROE (Return on Enjoyment) Why the Right Referral Partner Matters More Than the Brand Key Takeaways: "I say that it was like getting my master's degree in high-end new development, luxury condominium sales in a resort market." "One of my favorite terms to use is your ROE, your ‘return on enjoyment’." "He always said, 'Find a mentor, find a mentor,' and someone that you really look up to and want to become." "You work backwards from the client's best interest." "It doesn't matter what jersey they wear. What matters most is that they're the right agent for the right people." "There's a difference between proactive and reactive, of being on accident as opposed to on purpose. Where's the blend? Where's the middle?" "I was a Ninja in name only because I didn't know what I didn't know." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Alex Griffin:
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Matthew Gardner's Housing Market Talking Points
08/04/2025
Matthew Gardner's Housing Market Talking Points
Eric Thompson hosts a very special episode featuring none other than Matthew Gardner, one of North America's leading real estate economists. Together, they dive deep into the real estate market at the halfway point of the year, providing clarity and data-driven insights to help you navigate the current landscape. Matthew cuts through the noise of media headlines, explaining why today’s market isn't crashing and what key metrics you should really be watching. From the surprising strength of home prices to the truth about inventory levels, this conversation provides the perspective needed to be a proactive, trusted advisor. Discover the real driver behind mortgage rates (it’s not what you think!), learn about the impact of tariffs on new construction, and get Matthew’s forecast on transaction volume and interest rates for the coming years. This episode is packed with takeaways you can share directly with your clients to position yourself as a true market authority. Episode Highlights: An Introduction to Leading Real Estate Economist Matthew Gardner A Mid-Year Check-In on the Market’s Vital Signs Why Prices are at an All-Time High and What It Means The Importance of Comparing Today’s Inventory to 2019, Not Last Year Unpacking Why the Market is Not Going to Crash The True Connection Between 30-Year Mortgage Rates and the 10-Year Treasury Understanding the “Spread” and Why It’s Wider Than Normal A Look Ahead at Where Interest Rates and Transaction Volume are Headed How Tariffs and Global Economics are Impacting Housing Costs Why New Construction is Now Directly Competing with the Resale Market The Biggest Challenge Facing the Next Generation of First-Time Homebuyers Key Takeaways: "For well-priced and well-positioned houses, there is still demand." "The terminal rate for 30-year fixed-rate mortgages is going to be around that 6 percent level." "New construction is competing with the resale market." "My biggest worry out there are our first-time buyers." "If there was a crash, I would be screaming it from the rooftops, as I was in 2005. But I just don't see it." "Twenty-seven percent of the things that go into a new-build home are imported from China." "The median age of a first-time buyer last year was 38. It's supposed to be around 30, 31... Why? Because, again, affordability." "It's not the amazing market that you saw over the course of coming out of COVID, but there is still a market." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching: Matthew Gardner’s LinkedIn and Facebook: mjdgardner Matthew Gardner’s Email:
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How a Rookie Did $28M in His First Year: Koby Bishop's Blueprint for Success
07/28/2025
How a Rookie Did $28M in His First Year: Koby Bishop's Blueprint for Success
Rob Nelson is back, and he's starting with the punchline first: our guest today, a rookie in real estate, completed his first year with an incredible 20 transactions and $28 million in volume. That rookie is Koby Bishop, a finalist for RISMedia's Rookie of the Year, and he's here to share exactly how he did it. Koby unpacks his journey from professional athlete to real estate powerhouse, revealing how the discipline, grit, and competitive drive from his baseball career became the bedrock of his business. He discusses the unique dynamic of learning from his mother, a 20-year industry veteran, and how he proactively built his own sphere by creating immense value for clients outside of the transaction, leading to a powerful organic referral network. Discover the simple yet profound advice that shaped his approach: "always answer your phone" and "run your business like a 9 to 5 storefront." Koby also shares his strategy for overcoming imposter syndrome through a relentless focus on affirmations and mindset, and how a "dream list" created with his wife provides the ultimate 'why' for pushing past the hard parts. Tune in for an inspiring blueprint on how to launch a real estate career with intention, confidence, and incredible results. Episode Highlights: Koby’s Journey from Professional Baseball to a Real estate Rookie Achieving $28M in Volume and 20 Transactions in His First Year The Dynamics of Working with a Parent as a Mentor How to Build a Sphere from Scratch, Even When it Overlaps The Strategy of Creating Value Beyond the Transaction Why You Should Always Lean on and Learn from Top Producers The Two Pieces of Advice: "Always Answer Your Phone" and "Run Your Business 9 to 5" Overcoming Imposter Syndrome with an Athletic Mindset The Power of Affirmations and Creating a "Dream List" as Your ‘Why’ Developing Grit to Push Past the Hard Parts and Stay Consistent Key Takeaways: Approach every day with the proactive mindset of "How can I put a deal together?" to fuel your drive and create momentum. When faced with a challenge, you have a choice: focus on the obstacle or get into flow and actively create new opportunities. Prioritize creating value for your clients and making their experience your number one focus. Two foundational rules for success: always answer your phone and run your business with the structure of a 9-to-5 storefront. Consistent, disciplined mindset work, such as daily affirmations, can rewire your brain for confidence and belief in your goals. Remember that if a task is hard for you, it's hard for everyone; success comes to those who push past the difficulty. Create a "dream list" with your partner to clarify your 'why' and provide powerful motivation for your hard work. Find fulfillment in your daily grind by connecting your hard work directly to achieving the goals on your dream list. Links: Website: Email: Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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Your Mid-Year Halftime Huddle
07/21/2025
Your Mid-Year Halftime Huddle
Rob Nelson and Eric Thompson team up for a special co-hosted episode, taking you "back in the locker room" for a powerful halftime conversation about assessing your year and engineering a winning second half. Using a sports analogy, they explore why "no team wins a championship in the first half" and what it truly takes to stage a comeback. It’s not about small tweaks, but about fundamentally changing the rhythm of your game. Discover the crucial difference between scarcity and abundance, the reality of the opportunities in today's market, and why your energy as a leader is contagious. Tune in for actionable advice whether you feel ahead or behind, and learn the two most powerful words to transform the rest of your year: "I decided." Episode Highlights: A Look Back at The Ninja Halftime Webinar The Halftime Analogy and Why No Championship is Won in the First Half The Power of a Halftime Lead According to Statistics Why Winning from Behind Requires More Than a Small Tweak Changing the Rhythm of the Game and Your Business A Mindset Check for Swimming in Abundance or Swirling in Scarcity Understanding the Reality of the Current Market's Noise vs. Opportunity Actionable Advice on Mindset and Flow for Those Feeling Behind Harnessing the Power of Fundamentals like ‘F.O.R.D and Record’ Helpful Advice for Managing Energy with Routines and Boundaries When You're Ahead An Important Message for Leaders About Why Your Energy is Contagious Uncovering the Two Most Powerful Words You Can Use Key Takeaways: "No team wins a championship in the first half." "It's not a different team. It's actually the exact same team playing a completely different game." "They change the rhythm of the game." "Where you are on that spectrum comes down to where you are choosing to focus." "Flow fixes everything." "All you have to do is ask questions and listen for change - it just hit me so hard." "A real estate office will tend to take on the personality of the manager." "The sentence that I hear from Ninjas who are getting big results always starts with 'I decided'." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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The Art of the Question: Next-Level Conversations with Erik Zimmerman
07/14/2025
The Art of the Question: Next-Level Conversations with Erik Zimmerman
How do you move beyond the shallow "How's it going?" to have conversations that build deep, meaningful connections? In this insightful episode of the Ninja Selling Podcast, Rob Nelson sits down with one of the Ninja world's OG's and a master of communication, Erik Zimmerman. As a Ninja Selling Coach, Leadership Coach, Instructor, and Leadership Instructor, Erik brings a wealth of experience and a passion for elevating the art of conversation. Erik shares his philosophy on why he's not a fan of generic pleasantries and how he has intentionally engineered his approach to asking questions that unlock the stories, dreams, and challenges in people's lives. This episode is a deep dive into the nuances of Ninja Habit #8 (50 Live Interviews), moving beyond simply checking a box to creating genuine engagement. Learn the framework for asking better questions: eliminate yes/no queries, use open-ended prompts, let the last answer guide your next question, and get comfortable with silence. Discover powerful, specific questions like, "What are you most looking forward to?" and how to use follow-up questions to uncover details that allow you to create "wow" experiences for your clients. Erik provides actionable advice and role-play examples that will help you transform your daily interactions, deepen your relationships, and truly change the way you view the world—and how the world views you. 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 Erik Zimmerman: Ninja Coach, Instructor, and "Master Questionnaire" Moving Beyond "How's It Going?": The Problem with Shallow Questions The Goal of a Great Question: Making the "Film Inside People's Head" Start Rolling The Framework for Asking Better Questions: Curiosity, Open-Ended Prompts, and Active Listening The Power of Your Reaction: How You Respond to an Answer Drives the Conversation Going Deeper with Ninja Habit #8: It's More Than Just 50 "Check-Ins" The Role of a "Client Customer Patient Engagement Consultant" Specific, Actionable Questions to Start Meaningful Conversations The "What Are You Most Looking Forward To?" Question and Its Versatility The Importance of Silence: Giving People Space to Think and Share Using FORD and Record to Create "Wow" Experiences Getting Better at Asking Questions: Practice, Reps, and Listening Key Takeaways: "Stop pretending like you care and just care. If you go into conversations caring, that will be huge." "I want this tape inside people's head... called their life to start rolling. I want to hear what's in their head and what's in their heart." "Each question, whenever possible, each question is embedded in the answer of the previous question." "First think about being in the relationship business and the real estate business will follow." "How many questions does it take before I would add somebody to my warm list?" "The more the person that's answering the question recognizes my questions are getting more specific, most of the time they sort of... read the room." "The questionnaire should be talking no more than 20% of the time. And let's get the person that's hearing the questions to be talking 80% of the time." "If you want to get better at anything, what do you do? Practice, practice, practice... Want to be a better question asker? Ask more questions, get more reps, and then really listen to the answer." "A great starting place [question is], 'What are you most looking forward to?'" "When you ask a good question, be okay with silence." Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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Larry Kendall's Summer Plans
07/07/2025
Larry Kendall's Summer Plans
Happy summer, Ninjas! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, back to the podcast for a special conversation about vision, strategy, and staying in flow. Larry kicks things off with a recap of the annual Guide Camp, a development workshop for Ninja instructors and coaches, highlighting the renewed focus on Ninja Selling's core mission: to change the way the world views salespeople. The conversation then turns to Larry's big summer project: finishing his highly anticipated new book, Ninja Leadership. Discover Larry's personal strategy for tackling this major endeavor, including how he time blocks his summer, protects his creative energy by working in the early morning hours, and uses a change of scenery to maintain focus and say "no" to distractions. Finally, Rob and Larry dive into a Q&A session, addressing some of the most common questions from the Ninja Selling Facebook groups. Get Larry's expert advice on how to rebuild a sphere in a new city, what to do when you're struggling to come up with ideas for personal notes (the answer might surprise you), and a powerful, next-level FORD question technique to spark deeper, more meaningful conversations. This episode is packed with inspiration and actionable strategies for your business and life. 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: A Recap of Guide Camp 2025 and the Focus on the Ninja Movement The Refined Ninja Mission: Changing the Way the World Views Salespeople Larry's Summer Project: Announcing the Upcoming Book, Ninja Leadership Larry's Strategy for Writing a Book: Time Blocking, Protecting Creative Energy, and Changing Your Environment Building Culture in the "Margins" Between Meetings Q&A: How to Rebuild Your Sphere After Moving to a New City Q&A: The Real Reason You're Struggling to Write Personal Notes (and How to Fix It) Q&A: A Next-Level FORD Question to Spark Deeper Conversations ("What's your favorite summertime activity?") The "What's in Your Hand?" Follow-Up Question Technique How to Use FORD and Record to Create "Wow" Experiences Key Takeaways: Focus on building relationships, not just chasing transactions, to thrive in any market shift. To change how the world views salespeople, you must first change how salespeople view themselves and the world. Protect the first hours of your day for your most important creative work, as they are often your most productive. Physically changing your location can be an effective strategy for saying "no" and creating space for deep work. If you're struggling for note-writing ideas, the root problem is likely a lack of "live flow"; increase your conversations. To start deeper conversations, ask specific, open-ended questions like "What's your favorite summertime activity?" instead of generic ones. Practice active listening by letting a person's last answer guide your next question, allowing you to go deeper. The goal of FORD and Record is to uncover details that allow you to create a personalized, high-value "wow" experience. Links: Website: Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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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: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: Facebook: Instagram: @NinjaSellingOfficial LinkedIn: Upcoming Public Ninja Installations: Ninja Coaching:
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