Ninja Selling Podcast

Eric Thompson interviews Jacquelyn Krasnikoff of RE/MAX First in Calgary, Alberta, who shares a creative, relationship-centered open house strategy that helped her generate 30 of her first 34 real estate transactions from open houses. Her approach revolves around one simple question: "What do you think this house will sell for?" By turning that question into a fun contest with a $100 gift card, Jacquelyn creates a natural, pressure-free way to engage visitors, collect contact information, and establish relationships.

Jacquelyn walks through her entire process, from welcoming guests with coffee and conversation to following up with personalized videos, market updates, and thoughtful pop-bys. She also shares how her ready-to-go open house kit makes hosting effortless and how Ninja Coaching with Scott Bancroft is helping her build more consistent follow-up systems. Her message is simple: make open houses enjoyable, create genuine connections, and turn every interaction into an opportunity to stay in flow.

Key Takeaways

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Make it a game: Asking visitors to guess the final selling price creates an engaging, non-salesy way to collect contact information.

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Create a welcoming experience: Coffee, refreshments, and thoughtful touches encourage visitors to relax and engage in meaningful conversations.

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Build follow-up into the process: Personalized videos, updates when offers arrive, and final selling-price announcements create multiple natural opportunities for flow.

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Use thoughtful pop-bys: Small gifts and personal visits help turn open house visitors into lasting relationships.

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Systematize your open houses: A fully stocked, portable open house kit makes preparation simple and repeatable.

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Don't let opportunities slip away: A structured follow-up system ensures every new connection receives consistent attention.

Memorable Quotes

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"What do you think this house will sell for?"

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"Now this has become a game."

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"They want to hear from me afterwards."

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"I'm just keeping them informed and on information they ask me for."

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"You're getting directly in front of buyers."

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"Talk to people. Talk to people, talk to people, talk to people."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Jacquelyn Krasnikoff: https://jacquelynk.ca/

Eric Thompson interviews Andrew Liberty of Compass in Studio City, California, about his "Ninja renaissance" and the shift from an unpredictable, seasonal business to one built on consistency and peace of mind. After years of strong months followed by long valleys, Andrew realized he had been operating "on accident," without a repeatable structure connecting his daily activities to his results.

Through Ninja Coaching, Ninja 90, and consistent use of the Weekly Flow Activity Scorecard, Andrew transformed the way he approaches his business. Instead of worrying about where the next transaction will come from, he focuses on the activities he can control: meaningful conversations, handwritten notes, real estate reviews, gratitude, affirmations, and his hot and warm lists. The result is a business projected to grow from $15 million in 2025 to $20–25 million in 2026, but Andrew says the bigger victory is finally having confidence in the process and peace about the future.

Key Takeaways

• Consistency eliminates the dramatic peaks and valleys created by operating "on accident."
• The Weekly Flow Activity Scorecard turns the Ninja Nine from good intentions into measurable daily habits.
• Focus on the activities you control and trust that the results will follow.
• FORD conversations work when the objective is to genuinely learn something new about another person, not search for a transaction.
• Ninja 90 provides structure and habit-building, while one-on-one coaching helps customize the system to your individual business and life.
• Stop making the business about yourself. When you focus on serving people instead of worrying about your next paycheck, both relationships and opportunities expand.

Memorable Quotes

• "I was an on-accident agent."
• "I feel like I was sleepwalking through my business, and now I feel like I'm awake."
• "I was stopping me because I was making it about me."
• "I don't have to worry about the results. The results will take care of themselves."
• "I choose to do it every single day because now it's become a habit for me."
• "I get paid to show up and be in their life. That's incredible."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Andrew Liberty: https://www.compass.com/agents/andrew-liberty/

These People Probably Want to Buy/Sell Real Estate Download: Click Here

In this episode, Rob Nelson and Eric Thompson challenge the idea that 7% mortgage rates mean there is no real estate market. While higher rates certainly affect affordability and transaction volume, people continue to move because life continues to change. Births, deaths, marriages, divorces, career changes, empty nesting, inheritances, and other FORD events create housing needs regardless of the economic environment.

The opportunity for Ninjas is to identify those changes through consistent flow. Rob and Eric explain why roughly 20% of your database should be on your warm list and demonstrate through a live FORD conversation how ordinary discussions about family, work, recreation, and dreams can uncover future real estate opportunities without ever becoming salesy. The message is simple: the opportunity isn't hiding in the market; it's hiding in your relationships.

Key Takeaways

• There is always a real estate market because life changes regardless of mortgage rates.
• Economic conditions influence transactions, but FORD events often create the underlying reason people actually move.
• Approximately 20% of your database should be on your warm list based on life changes you uncover through conversations.
• Don't enter FORD conversations looking for business. Enter them genuinely curious about what is happening in someone's life.
• A full warm list creates an abundance mindset by making the opportunities within your relationships visible.
• Different segments of the market respond differently to interest rates, so understand which people and opportunities are less rate-sensitive. Pasted text

Memorable Quotes

• "There's always a market."
• "The question today is not, is there a market? The question is, who's the market?"
• "The reason why there's always a market is because there's always change."
• "The mission isn't to see if I can get this person on my warm list. The mission is to see what I can learn."
• "The opportunity is not hiding in the market. The opportunity is hiding in your relationships."
• "Don't buy into the headlines. Control what you can control."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Rob Nelson and Larry Kendall take a real-world challenge from a recent Ninja Installation and turn it into a 90-day business plan. A newer agent, currently working full-time as a CPA, wants to build $75,000 in reserves before leaving his corporate career and committing to real estate full-time. Larry's message is straightforward: focus less on the $75,000 and more on consistently executing the activities that produce it.

Using the Ninja 9, the weekly scorecard, real estate reviews, live flow, auto flow, and open houses, Larry lays out how someone with a full-time job can aggressively build a real estate pipeline over 12 weeks. The biggest challenge may be trusting the process through the inevitable lag between activity and results. The first several weeks may feel slow, but consistent activity compounds, and the payoff often arrives toward the end of the 90-day period.

Key Takeaways

• Make the outcome your destination, but make the activities your goal.
• Commit to consistently scoring 80–90+ points on the Ninja Scorecard for 12 weeks.
• Fifty weekly FORD conversations create opportunities by uncovering change already happening within your relationships.
• Use real estate reviews strategically. The phone call, mail, phone call approach can turn them into meaningful live flow and business opportunities.
• If you're transitioning from another career, use consistent auto flow to reposition yourself in people's minds as a real estate professional.
• Expect the lag. Don't quit planting seeds because results haven't appeared yet, and don't stop planting once the closings begin.

Memorable Quotes

• "The $75,000 is the outcome. The goal is the activities."
• "If you do the activities, the production takes care of itself."
• "If he needs $75,000 in the next 90 days, all he needs to do is do the work."
• "Realtors like to have instant mashed potatoes."
• "When the payoff starts to come, don't stop planting the seeds."
• "The scorecard is the key to this entire thing."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Eric Thompson interviews Jeff Feldman of Premier Plus Realty in Naples, Florida, alongside his Ninja Coach, Steve Mangelson, about a remarkably simple strategy that generates half of Jeff's business: building meaningful relationships with other real estate agents. Jeff is on pace for $20 million in volume this year, with approximately 50% coming from agent referrals.

At the center of Jeff's strategy is a consistent birthday and anniversary card campaign. He sends at least 50 handwritten cards every month, roughly 70% to fellow Realtors. But the power isn't simply sending a card. Jeff records important dates, personalizes each card, mails it early, and uses it as an opportunity for genuine follow-up. For roughly $1,000 per year and a few hours each month, he has built a memorable system that keeps him connected to agents across the country.

The bigger lesson is that referral relationships don't require elaborate marketing. They require authentic care delivered consistently. Jeff's handwritten notes, imperfect handwriting, personal touches, and disciplined process make people feel remembered, and make him memorable when those agents have a referral to Naples.

Key Takeaways

• Agent referrals can become a major business pillar when those relationships are nurtured intentionally and consistently.
• Birthday and anniversary cards create highly personal reasons to stay in flow without ever feeling salesy.
• Record what you learn. Remembering the specific anniversary or milestone demonstrates that you actually listened.
• Small details make simple touches memorable, from mailing early to personalizing and handwriting each card.
• Authenticity matters more than perfection. Even Jeff's distinctive handwriting has become part of what makes his cards recognizable.
• Start small and build the system over time. Consistency matters far more than immediately sending hundreds of cards.

Memorable Quotes

• "Life is about connecting."
• "People always remember how you made them feel."
• "You only have one chance to make a first impression."
• "The conversation is the relationship."
• "You never know when you make someone's day."
• "You don't have to do everything, but you have to do something."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Jeff Feldman: https://www.naplesrealestateisgreat.com/

Eric Thompson interviews Jeff Hansen of Helen Adams Realty in Charlotte, North Carolina, about how the Ninja Weekly Flow Activity Scorecard has helped him create greater consistency in his business. After years of experiencing strong months followed by slower periods, Jeff began using the scorecard alongside coaching with Ninja Coach Bob Sutton to create structure, accountability, and a clear weekly blueprint.

By consistently targeting at least 80 points per week, Jeff has increased his live flow, become more intentional in his FORD conversations, improved his real estate review process, and built a stronger pipeline. One simple question on the scorecard, "What did I learn?", has transformed the quality of his conversations by forcing him to listen beyond surface-level interaction. After several months of consistent activity, Jeff began seeing the payoff with a fuller pipeline and more predictable closings.

Key Takeaways

• The scorecard turns the Ninja Nine into a clear weekly structure with measurable activities.
• Aim for consistency rather than perfection. Jeff uses 80 points as his personal weekly minimum.
• Ask "What did I learn?" after live conversations to move beyond small talk and become a better listener.
• Don't be afraid to call your sphere. If people are busy, they simply won't answer; if they answer, they want to talk to you.
• Turn real estate reviews into live flow by texting before you send them and scheduling a follow-up call afterward.
• Expect a lag between activity and results. Consistent scorecard activity today can produce a stronger pipeline 30 to 90 days later.

Memorable Quotes

• "The scorecard works when you work the scorecard."
• "What did I learn?"
• "If they answer the phone, they want to talk to you."
• "You're not bothering anybody."
• "You can't hide from it."
• "The business will follow if you stay consistent with your scorecard."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Jeff Hansen: https://jeffhansen.helenadamsrealty.com/

Eric Thompson interviews Brookelynn Cardenas of ERA Live Moore about how leaders can create more productive, engaged agents by building a culture of coaching, accountability, and genuine personal investment. The results are compelling: while her overall market is up just 1.29% in volume, ERA Live Moore is up 8.74%, and its Ninja agents are up an impressive 41%.

As VP of Growth, Brookelynn works alongside managers to coach agents, reinforce Ninja habits, and create clear development opportunities. Her philosophy is that agents are more than production numbers. Great leaders understand what their people are working toward personally and help them build businesses capable of funding those dreams. She uses the Ninja Manager Scorecard to ensure leadership consistently focuses on the activities that drive coaching, retention, and recruiting.

Brookelynn's message is simple: if you want agents to embrace the system, leadership has to model it. Know your people, stay in flow with them, measure the right activities, and create an environment where they feel seen, supported, and challenged to grow.

Key Takeaways

• Great leadership starts with understanding each agent's personal definition of success and what fuels their motivation.
• Use a leadership scorecard to create consistency around the three critical activities of coaching, retention, and recruiting.
• Don't assume agents need more leads. Ask whether they actually need better conversations.
• The agent scorecard helps diagnose the real problem: insufficient activity or ineffective conversations.
• Leaders must model the behaviors they expect from their agents. You can't create a Ninja culture without personally living the principles.
• Broker owners should identify talented leaders, invest in their development, and give them the freedom and authority to grow.

Memorable Quotes

• "Are we fueling their success or are we failing them?"
• "These agents are not just a number."
• "If they feel seen by you and feel understood by you, they're likely to give you their all."
• "Do you need more leads or do you need better conversations?"
• "How can I ask my agents to do something that I'm not willing to do myself?"
• "If you have somebody special, encourage and empower them."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Brookelynn Cardenas: https://eralivemoore.com/2026/03/11/vice-president-of-growth-brookelynn-cardenas

Eric Thompson interviews Dan Dodd of Vanguard Properties in San Francisco about the dramatic shift that took him from a scarcity mindset in 2025 to one of the strongest years of his 22-year career. After closing $15 million in 2025, Dan had already closed $33 million by mid-August 2026, with $90 million in his funnel and a projected year of $65–80 million.

Dan explains that the breakthrough wasn't a new lead-generation strategy. With help from Ninja Coach Mark Johnson, he stopped simply checking the boxes of his Ninja habits and began focusing on the feelings and mindset behind them. A meaningful daily affirmation became the catalyst, helping him see possibilities he had previously overlooked, reconnect with clients, act on his warm and hot lists, and recognize opportunities already around him. The lesson is powerful: the circumstances may be the same, but an abundant mindset allows you to see and act on possibilities that scarcity causes you to miss.

Key Takeaways

• Scarcity and abundance can produce completely different results from the exact same market conditions.
• Don't simply check the boxes of the Ninja habits; engage with them in a way that creates genuine feeling and action.
• A meaningful affirmation can become a powerful tool for changing your internal dialogue and behavior.
• Abundance helps you recognize opportunities already hiding within your existing relationships and warm list.
• Focus on the activities and behaviors you control rather than obsessing over production outcomes.
• You don't have to execute Ninja perfectly. Consistency and intentionality matter far more than perfection.

Memorable Quotes

• "I wasn't kind of in scarcity. I was in full scarcity."
• "It was like wearing a different set of glasses."
• "I consistently perform the activities that propel me to the top 1%."
• "The behaviors are what leads to the volume."
• "I'm worthy of love and all of the wonderful things that life has to offer."
• "It's all about what we can control."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Dan Dodd: https://vanguardproperties.com/agents/dan-dodd

Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased.

The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance of slowing down before making decisions, and the power of accepting reality without necessarily approving of it. Ultimately, navigating crazy means knowing what matters most and consistently filtering your choices through that lens.

Key Takeaways

• You can't eliminate the crazy, but you can become better at navigating through it.
• Control what you can control and stop spending energy trying to manage outcomes you cannot.
• Strong boundaries and clearly defined values create an anchor when circumstances become chaotic.
• Anxiety is often a prediction of a negative future outcome, so returning attention to the present can reduce its power.
• Slow down before making decisions. Even a short pause can interrupt the pattern of reacting from fear or overwhelm.
• Accept reality as it is. Acceptance doesn't mean approval; it gives you a truthful starting point for deciding what to do next.

Memorable Quotes

• "The work is about moving through it, not overcoming it."
• "Anxiety is always a prediction."
• "Acceptance is not approval."
• "The beginning of all struggle is the misalignment with expectations and reality."
• "The day before your life changes forever will be just an ordinary day. Don't waste ordinary days."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Mike Staver: https://mikestaver.com/
• Navigating Crazy book: https://www.amazon.com/dp/B0H9P9JBJJ

In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions.

The conversation explores the Platinum Rule, the importance of asking rather than telling, and the sequence of connection, foundational, diagnostic, and closing questions. Larry also shares one of his favorite coaching tools, the "magic wand" question, and the personal story of how asking that question helped him and his wife discover and ultimately purchase their dream home.

Key Takeaways

• Great communication starts by creating connection before trying to communicate information.
• Asking questions is more powerful than telling because it builds trust, uncovers needs, and creates clarity.
• Match the other person's communication style, personality, and learning modality to build rapport.
• Follow the sequence of connection, foundational, diagnostic, and closing questions.
• The "magic wand" question helps people think freely and uncover what they truly want.
• Focus on helping clients make great decisions rather than trying to sell them.

Memorable Quotes

• "Connect first, then communicate."
• "Treat others the way they want to be treated."
• "Asking is better than telling."
• "It matters who says it."
• "If you could wave your magic wand…"
• "The market is the bad guy. We're on the seller's team."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: https://www.facebook.com/groups/theninjasellingpodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Eric Thompson interviews Gavin Vargas of Windermere Group One in Richland, Washington, who shares the mindset and habits behind building an 80-plus transaction business in a market of just 65,000 people. After attending his first Ninja Installation at age 21, Gavin steadily built his business by committing to the Ninja system, and in 2026 is on pace for his first $100,000 month.

Gavin credits his success to three things: mastering his mindset, maintaining consistent live flow, and treating everyone in his business as a relationship rather than a transaction. His goal is 15 live interviews per day, including clients, vendors, contractors, and community members. He also consistently delivers real estate reviews, hosts open houses with a service mindset, and intentionally nurtures relationships with service providers, who now generate roughly a quarter of his business.

Throughout the conversation, Gavin reflects on the influence of his late grandfather, Jeff Thompson, whose mentorship shaped both his mindset and his approach to serving others. His message is simple: consistent daily activities, grounded in the right mindset, create extraordinary long-term results.

Key Takeaways

• A strong mindset is the foundation for long-term business success.
• Consistently completing 15 live interviews per day creates remarkable momentum.
• Contractors, vendors, and service providers are valuable referral partners who deserve the same level of flow as clients.
• Real estate reviews provide meaningful opportunities to reconnect and deliver value.
• Open houses are most effective when you become the neighborhood expert rather than simply hosting the event.
• Small daily habits, practiced consistently, compound into extraordinary results.

Memorable Quotes

• "Provide value or make people feel good."
• "Shake the dust off your feet and move on."
• "Get your mindset right first."
• "I can't afford to forget what I learned."
• "The consistency is what matters."
• "You don't have to have a larger-than-life personality to build a great business.

Links

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Gavin Vargas: https://www.windermere.com/directory/agents/gavin-vargas

Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for "something bigger."

Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that diluted his focus. Rather than chasing new tactics, he doubled down on the fundamentals: his hot and warm list, consistent Ninja Nine activities, and staying intentional with the people already in his world. The result was not only a dramatic increase in income but also a greater sense of purpose and confidence.

D.J.'s story is a reminder that sustainable growth often begins with a shift in mindset rather than a new strategy. When he stopped waiting for his ship to come in and fully embraced his role as a professional Realtor, his business followed.

Key Takeaways

• Lasting business growth begins with a shift in identity and commitment.
• Coaching provides accountability, clarity, and confidence to reach the next level.
• The hot and warm list is one of the most powerful drivers of consistent business.
• Eliminate distractions so you can focus on your highest-value activities.
• The Ninja Nine works when executed consistently with intention.
• Asking for help is often the breakthrough that unlocks new levels of success.

Memorable Quotes

• "I quit waiting for my ship to come in."
• "I wanted to leave nothing in the tank for 2026."
• "I've stopped dating real estate and started marrying it."
• "It doesn't have to be that hard."
• "I finally believed I was capable of more."

Links

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• D.J. Farris: https://www.compass.com/agents/d.j.farris/

Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches.

Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new relationships, and reinforces her role as a connector rather than a salesperson. She complements this with an automated post-closing campaign of postcards and emails, along with highly personal outreach when clients experience meaningful life events such as a new baby, a lost pet, or becoming a U.S. citizen.

Throughout the conversation, Alexis emphasizes that the best marketing comes from genuine care. By staying intentional, authentic, and consistent, she has created a business that generates referrals, deepens relationships, and attracts people who naturally fit her personality and values.

Key Takeaways

• Build client events around your authentic interests rather than forcing traditional appreciation parties.
• A creative community event can generate both stronger relationships and new sphere connections.
• Combine automated post-closing systems with meaningful personal outreach for maximum impact.
• Small, genuine gestures during life's important moments create lasting relationships.
• Coaching helps identify your natural strengths and build a business around them.
• Consistency with simple relationship-building actions creates long-term momentum.

Memorable Quotes

• "Where books find new homes."
• "What is an event you would like to attend?"
• "Some of the most meaningful touches aren't automated."
• "I'm a real person. I'm not just a salesperson."
• "Don't underestimate the small things."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Alexis Pinter: https://www.instagram.com/alexispinter/?hl=en

In this episode, Eric Thompson interviews Sumina Bhatti of Austin, Texas, about how to take a truly restorative vacation without sacrificing your real estate business. Sumina shares a practical framework she has developed over years of travel, including trips lasting several weeks to several months, while maintaining strong client service and business momentum.

The key is preparation. Sumina explains that successful time away begins with deciding what kind of trip you want to take: fully disconnected, partially working, or fully working from another location. Once that decision is made, everything else becomes easier. She emphasizes building a temporary support team, setting clear client expectations, establishing communication systems, and using technology to minimize interruptions while maintaining excellent service.

A major theme is that many agents avoid taking meaningful vacations because they lack boundaries in their everyday business. The vacation itself becomes an opportunity to build better systems, delegate appropriately, and trust other professionals. By preparing well in advance and leveraging relationships, agents can take extended time away while ensuring clients continue to feel supported.

The conversation also touches on Sumina's journey through multiple Ninja Installations and coaching, highlighting how Ninja continues to serve as her anchor for both business growth and personal fulfillment.

Key Takeaways

Successful vacations begin with deciding how connected you want to be before the trip starts

Build a temporary support team and prepare them well before you leave

Clear communication and expectation-setting eliminate most client concerns

Technology can support your systems, but preparation matters more than tools

Vacations expose weak boundaries and encourage healthier business practices

The same Ninja systems that create business success can create freedom and flexibility

Memorable Quotes

"If a brain surgeon can take a vacation, we can take a vacation."

"It's setting the right expectations and doing the right preparation."

"Ninja has always been the thing that tethers me back to my purpose."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Rob Nelson interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections.

Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together around shared interests. These gatherings naturally deepen relationships, generate referrals, and make live flow inevitable. He complements these events with highly targeted content and newsletters designed specifically for his ideal clients.

Over three years, Greg grew his business from roughly $12 million in volume to $40 million while becoming one of the most recognized luxury agents in his market. His story demonstrates that when you build authentic community and create value beyond real estate, business growth follows naturally.

Key Takeaways

The best prospecting often starts with your passions, not traditional networking

Strategic gatherings create natural opportunities for relationship building and referrals

People connect more deeply through shared experiences than through real estate conversations

Content should be designed for your ideal client, not for the masses

Combining authentic live flow with targeted auto flow creates powerful momentum

Building community positions you as the trusted hub of a growing network

Memorable Quotes

"I could be more than somebody who just lists and sells houses."

"Stop trying to serve everyone."

"You need to find your people."

"The first time I'd laughed in six months."

"Why are we waiting for somebody else to create it?"

"You have to occupy the real estate portion of their brain."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Greg Roeder: https://www.sellingfortcollins.com/

Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet.

A major component of Cyndi's success is her innovative use of real estate reviews through her local Chamber of Commerce. By combining networking, one-to-many presentations, and personalized real estate reviews, she stays top of mind while providing valuable market information. This system has become a major source of both flow and business.

The second half of the conversation focuses on her premium concierge-style listing service. Rather than simply selling homes, Cyndi coordinates and manages everything from home preparation and repairs to downsizing, packing, moving, and settling clients into their next home. By creating a highly differentiated service model, she is able to confidently charge premium fees because the value she delivers is clear, measurable, and deeply appreciated by her clients.

Throughout the episode, Cyndi emphasizes knowing your value, building authentic relationships, and creating systems that make it easy for people to work with you.

Key Takeaways

Networking works best when you focus on groups that align with your interests and produce meaningful relationships

Real estate reviews can be an effective networking tool when delivered in a value-driven, educational setting

One-to-many presentations create efficient opportunities for both live flow and auto flow

Premium fees require premium value, and clients willingly pay more when the service solves significant problems

Knowing your value allows you to confidently build a business around your strengths and ideal clients

Coaching helps simplify decisions, refine focus, and create a business that fits your personality and goals

Memorable Quotes

"People see the value that you see in yourself."

"It is possible to have a really good business really quickly."

"I wanted the award for GCI, not volume."

"I had to find a way to make real estate reviews feel natural."

"If you're not tied to the outcome of every single thing, it's easier to choose what's right for you."

"Know your value."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Cyndi Olmstead: https://concigroup.com/agent/cyndi-olmstead-1

In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine.

A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently.

This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja's true product is not training; it is results, achieved through consistent execution of proven lead measures and activities.

Key Takeaways

Results, not training, are the true product of Ninja Selling

Most agents know what to do, but need accountability to consistently do it

Lead measures (activities) drive lag measures (results)

The Ninja Nine remains the foundation of business generation

Ninja 90 helps agents bridge the gap between learning and implementation

The new Ninja Installation format combines a three-day training with 12 weeks of guided support

Memorable Quotes

"Our product is results."

"The most expensive gap in our business is the space between knowing and doing."

"It's not a question of whether the system works. The question is whether you will work the system."

"Goals are lag measures. Activities are lead measures."

"The challenge isn't learning the system. The challenge is consistently applying it."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Rob Nelson and Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by.

Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more intentional with the time we already have. Through examples from his own life, he discusses identifying priorities, reducing "leakage" of time, and focusing on the activities and relationships that matter most.

The discussion also ties directly into Ninja concepts like time blocking, P-Time, and living on purpose. Both Rob and Peter emphasize that success is not about squeezing more activity into the day but about aligning time with values, priorities, and meaningful experiences. Ultimately, the episode serves as a reminder that life is not measured by how quickly you respond to emails or how busy you appear, but by how intentionally you spend your time and whether you are present for the moments that matter most.

Key Takeaways

Time often feels like it is accelerating because attention is fragmented and priorities are unclear

The solution is not finding more time but becoming more intentional about how time is spent

Time blocking and P-Time help align daily activities with long-term priorities and goals

Many people underestimate how much time is lost to distractions, transitions, and low-value activities

Success comes from focusing on what matters most and eliminating unnecessary obligations

Being fully present creates the most meaningful and memorable moments in life

Memorable Quotes

"You can be efficient with process and systems, but you cannot be efficient with people."

"Clarity is kindness."

"Our number one tool is our energy and our consciousness."

"You don't lose 20 pounds at a time. You find 15 minutes here and 15 minutes there."

"Life is not measured by how quickly you respond to emails."

"When I get goosebumps, I know I am fully in the moment."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/

Eric Thompson interviews longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: "What if it all went right?" After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life.

What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she previously would have avoided, and embracing life list experiences with trust and optimism. She traveled to Spain for a month, took a spontaneous 7,000-mile road trip across the United States, visited national parks, connected with Ninjas across the country, and fully leaned into the belief that life and business could unfold beautifully.

At the same time, her real estate business flourished. In just six months of active work during the year, Brenda exceeded her annual goals by more than 60 percent. She credits this to the joy, confidence, and flow she carried into every interaction. Her story illustrates how mindset influences energy, energy attracts opportunity, and one powerful question can completely reshape the direction of your life.

Key Takeaways

A single sentence or idea can completely shift your mindset and trajectory

"What if it all went right?" creates both optimism and intentional action

Mindset changes are powerful when paired with preparation and personal responsibility

Joy and confidence are highly attractive and naturally improve business results

Life list experiences should not wait until "someday" because saying yes creates momentum

Listening to podcasts and surrounding yourself with positive ideas can create breakthrough moments

Memorable Quotes

"What if it all went right?"

"I realized my turn wasn't over."

"I wanted to increase the odds that it could all go right."

"Joy just exudes from you."

"Right attracts right."

"One sentence can open everything wide for you."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.ninjaselling.com/course/ninja-coaching/
• Brenda Fortna: https://www.remax.com/real-estate-agents/brenda-fortna-allentown-pa/100025886

In this episode, Eric Thompson interviews Arwa Armstrong of Heritage First Realty in Wichita, Kansas, along with her coach, Tracy Peterson-Nienaber, to explore how leaders can keep agents engaged, productive, and bought into a company culture. The centerpiece of the conversation is Heritage First's annual anniversary review process, a highly intentional one-on-one meeting system designed to strengthen relationships, support agent growth, and improve retention.

Arwa explains that each anniversary review is a face-to-face meeting held around the agent's joining anniversary. Using a structured but flexible framework inspired by Ninja business planning, she creates personalized conversations focused on both personal and professional growth. The reviews begin with FORD conversations and move into questions about goals, support needs, highlights from the past year, and the agent's vision of an ideal brokerage. The purpose is not evaluation, but connection, clarity, and support.

The process has evolved into one of the defining cultural strengths of Heritage First Realty. While agents were initially hesitant about the meetings, they now actively look forward to them because they know the conversations are truly about helping them succeed. Combined with consistent leadership presence, coaching, and relationship-focused systems, the reviews have contributed to strong retention, a collaborative culture, and rapid brokerage growth.

The episode highlights how Ninja principles apply not only to clients but also to leading agents and building a thriving company culture.

Key Takeaways

Anniversary reviews create intentional one-on-one time that strengthens engagement and retention

The best leadership conversations focus on both personal and professional growth

FORD conversations help leaders understand and support agents at a deeper level

Leadership is about helping agents achieve their goals, not just monitoring performance

Strong brokerage culture is built through consistency, relationships, and genuine care

The "magic wand" question reveals what agents truly want from their brokerage experience

Memorable Quotes

"They don't recruit. They attract."

"This is really about helping that person."

"You get to know your people better."

"If you learned something new, you had a FORD conversation."

"We're in it for the long game."

"You are Ninjing your people."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://ninjaselling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Arwa Armstrong: https://arwa-associates.com/