Ninja Selling Podcast

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/

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

This episode opens with a simple question that hits home for many agents: Do you struggle with consistency? Rob Nelson is joined by Larry Kendall and Eric Thompson to review the pattern they found while researching Ninja Coaching clients who had their best year yet in 2025. Across different personalities, markets, and business styles, the common denominator was not a specific lead source or marketing tactic. It was consistency, and the clearest measurable indicator of consistency was turning in a weekly scorecard. They share that 87% of the "Best Year Yet" Ninha Coaching clients consistently turned in a weekly scorecard, making it the strongest correlation they found. The scorecard is positioned as the truth teller and the ultimate tool for tracking, gamifying, and sustaining the Ninja Nine habits over time. Rather than chasing results, the conversation emphasizes managing activities, because activities repeated over time create predictable outcomes. Larry and Eric walk through what the scorecard is, why it works, and how it has evolved, including modern enhancements like daily personal text messages and tracking open house conversations. They explain the five pathways to consistency, track activities, gamify, join a group, hire a coach, and find an encouragement partner, and show how the scorecard supports all five. They also discuss realistic targets and the idea that perfection is not required. A score of 70 out of 100 is the acceleration point where business becomes consistent, while missing one week is a mistake and missing two is the start of a new habit. The episode closes with practical guidance on how to restart after falling off, how to plan for 45 full on weeks and seven recharge weeks, and why keeping scorecards in a binder becomes a powerful way to measure progress and diagnose a slump. Larry reinforces the message with a personal example, his long running pushup log, showing how tracking drives consistency, and consistency drives results. Key Takeaways Consistency is the common denominator behind best year yet results, even when the specific business style varies Turning in a weekly scorecard is the strongest measurable correlation, with 87 percent of best year yet coaching clients doing it Scorecards shift focus from results to activities, which restores control, reduces frustration, and creates momentum The scorecard supports five ways to stay consistent, tracking, gamifying, joining a group, hiring a coach, and using an encouragement partner Missing one week is a mistake, missing two is the start of a new habit, so the goal is to avoid the second miss Managing activities is more effective than managing production, and it is especially useful for managers and sales leaders Modern enhancements include personal text messages with a FORD question and tracking open houses as a major buyer entry point Plan for 45 full on weeks and seven recharge weeks to build consistency with grace, sustainability, and real life flexibility Memorable Quotes Do you struggle with consistency The number one correlation between having a best year yet is that they turn in a weekly scorecard Most people do not fail because they do not know what to do, they fail because they do not do what they know consistently The answer may be you are not keeping score If you do the activities, the production takes care of itself Stop trying to manage production and start managing activity The scorecard is the truth You can miss one, that is a mistake, but if you miss two, that is the start of a new habit Two weeks at a hundred and ten weeks at zero is not the same as twelve weeks at seventy 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/ The Ninja Flow Scorecard: http://www.ninjaselling.com/scorecard

In this Best Year Yet episode, Eric Thompson interviews Belle Caplis, a Brooklyn based Compass agent on the Bateman Fields team. Belle shares how she grew from 9 million in sales volume to 23.6 million in 2025, increasing from 11 to 25 sales transactions, while also expanding rentals and referral business. Belle's story is especially compelling because her real estate career began in March of 2020, just days before New York City shut down. With the city locked down and her new career uncertain, she found structure and community through a Compass recovery meeting that led her to Ninja Selling and a powerful accountability practice called the 10 at 10. Three times a week, Belle joined a Zoom session, started with gratitude, then turned cameras off and called 10 people using FORD questions before regrouping to report back. That early rhythm gave her confidence, listening skills, and the ability to build trust fast, which later made her highly effective even with Zillow leads, where she routinely stayed on calls 30 to 40 minutes to deepen connection. Belle explains that her 2025 growth came from two main shifts. First, she became much better at follow up after open houses, using specific, personalized follow up tied to what the person said and continuing to deliver value through listings, pricing strategy, and education rather than generic check ins. Second, she leaned fully into education and service across her sphere by giving real estate advice freely, offering to find answers when she did not know them, and becoming the person people consult for clarity. Belle's approach is rooted in what she calls rigorous honesty, transparency, and risk analysis. She promises clients she cannot control outcomes, but she can control how honest and clear she is, and she builds deep trust by pointing out both pros and potential risks so clients can make confident decisions. She closes by encouraging listeners to be imperfect, take small steps, be honest about what they are not doing, and start again tomorrow. Key Takeaways Accountability creates momentum and Belle's early 10 at 10 practice built confidence, consistency, and relationship skills fast FORD questions are a business builder because they shift the focus to people, create trust, and help you listen for what matters Attraction over promotion works because you do not need to announce you are an agent, you just lead with curiosity and care Trust building beats pretending and the phrase "I'm not one hundred percent on that, so I'll get back to you very soon" protects credibility and creates natural follow up Longer first conversations create faster trust and Belle's ability to stay connected for 30 to 40 minutes helped her convert leads at a higher level Open house follow up is a growth lever when it is specific, personal, and value based rather than generic check ins Education is a referral engine when you freely explain pricing strategy, negotiation, and why listings sell or do not sell Service creates opportunity because you never know where the next referral will come from, so treat everyone like they matter Define your A list as the people you are rooting for and call them to reset your mindset and get out of your own head Humor and personality can be part of flow and Belle uses memes, "real estate gossip," and stories to stay top of mind while reinforcing expertise Rigorous honesty builds lifetime clients and Belle's promise is transparency, not outcomes she cannot control Risk analysis is a differentiator because clients feel protected, informed, and confident in their decisions Progress matters more than perfection and small daily improvements compound into big years Memorable Quotes "I onboarded at Compass on a Wednesday in March of 2020 and on Friday the entire city shut down." "I don't know how to do real estate, but I know how to go to a meeting." "This is attraction, not promotion." "I'm not one hundred percent on that and I don't want to answer until I am, so I'm going to get back to you very soon." "My goal was to gain trust before I got off that phone call." "I'm not a gatekeeper." "My A's are the people that I am rooting for." "The fastest way for me to reset to factory settings is to focus on other people." "I'm going to tell you no way more than I'm going to tell you yes." "I give you permission to not do it well today. Just do it." "Make one or two baby steps of progress today, then start over tomorrow." 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/ Belle Caplis: https://www.compass.com/agents/belle-caplis/ Belle's Instagram: https://www.instagram.com/belleclosing

Episode Summary In this special live episode of the Ninja Selling Podcast, Eric Thompson records in front of a live audience at the first Ninja Installation of 2026 in Fort Collins, Colorado. Eric is joined by Denver agent Dave Hettrick of RE/MAX Professionals and Dave's Ninja Coach, Julie WIll. Dave had his best year yet in 2025, growing his business 62% year over year in a market that was essentially flat, and he broke through a major income milestone by earning just over $300,000 for the year. The central theme of the conversation is flow, specifically hyper flow, and how Dave creates massive results without asking for referrals. Dave is known in the coaching community as Mr. Gratitude, and he shares how leading every coaching call with wins and gratitude keeps him in a powerful mindset that helps him see opportunities, stay positive, and show up better for clients. Eric and Julie highlight that Dave's breakthrough came as he learned to trust the process, lean into consistency, and stay committed to incremental progress rather than perfection. Dave explains how he has structured his life around live flow through intentional networking groups, coffees, lunches, and social time with friends, turning everyday connection into a predictable business engine. He shares how he built clarity and focus by knowing his numbers, maintaining a database of 426 people, and identifying a top 100 "client base" who receive extra attention and meaningful experiences such as an intimate annual pie party. He also shares the strategy that made his pie party so effective, emphasizing that the real power is in the touches before and after the event, including calls, texts, handwritten notes, and personal deliveries. Julie shares how Dave's growth accelerated when he stopped rushing out of conversations to handle lower value tasks, and instead stayed present in relationship building while delegating operational and marketing tasks to his wife, Christine, who now works full time in the business. Dave closes by sharing his 2026 goal of 95 transactions, along with the visual accountability anchors he is using, and the creation of a "President's Club" travel reward system that celebrates their success and reinforces the life they are building. Key Takeaways Gratitude is a performance advantage and Dave uses it intentionally to fuel mindset, energy, and opportunity awareness Trusting the process creates momentum and Dave's results grew when he stopped forcing what he thought he should do and committed to what works consistently Flow fixes everything and live flow in particular becomes a predictable engine when it is scheduled and protected on the calendar Hyper flow does not require asking for referrals when relationships are nurtured with genuine care and consistent connection Incremental progress beats perfection and Dave does not miss twice because anything missed gets scheduled and corrected the following week Know your numbers because your database is your primary asset and Dave can immediately state his database size and what matters most within it Focus on a top 100 client base and give them extra love through deeper experiences and more intentional touches Events work best when you maximize the before and after touches because invitations, reminders, thank you calls, notes, and follow up visits create multiple flow opportunities Personal delivery creates outsized impact and Dave generated seven referrals from delivering cookies and handwritten notes to people who could not attend his event Networking groups are only the beginning and the real value comes from turning brief interactions into coffees, lunches, dinners, and deeper relationships Delegation increases flow capacity and Dave's wife took over tasks that do not require a license, freeing Dave to stay in high value conversations A strong warm list is built by listening for change in FORD and Dave is consistently adding people each week because he is in frequent live conversation Anchors increase accountability and a simple visual reminder can keep a goal present and actionable every day Coaching becomes leverage when it shifts from cost thinking to value thinking and when the cadence is customized to what keeps momentum alive Memorable Quotes It was not a strategy. It was a way of life Trust the process The most powerful form of flow is live flow Consistency and just doing the same things every week If you miss it once it is a mistake, miss it twice it is the start of a new habit Consistency brings power It is not just about the event, it is about what happens before and after the event What is it worth, not what does it cost 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/ Dave Hettrick: https://david-hettrick.remax.com/

In this New Year's episode, Rob Nelson and Eric Thompson unpack one of the most powerful, and deceptively simple, Ninja coaching tools: "If you could wave your magic wand…" What sounds playful on the surface is actually a strategic question that fosters psychological safety, removes invisible limits, and enables people to access what they truly want without fear, risk, or "yeah-but" thinking. Rob and Eric explain how the magic wand question puts people into a pretend state where there's no ceiling and no consequences, allowing clarity, emotion, and authentic motivation to surface. They explore how the tool applies to business planning for 2026, coaching oneself through challenging moments, and guiding clients to make better decisions in emotionally charged transactions. The episode also delves into how the magic wand works in real estate, uncovering genuine priorities for buyers and sellers, anchoring clients back to their original "why" during negotiations, and helping agents build trust by asking questions that go beyond must-haves and logistics. Eric shares his personal magic wand goal—buying a home in the Colorado mountains—and connects it to Ninja's broader framework of designing life first, then setting goals to fund it. They close by tying the concept to the Ninja "Word of the Year" as an anchor for focus and growth in 2026. Key Takeaways The Magic Wand Creates Possibility: It removes ceilings and risk, quiets defensive thinking, and unlocks clearer, more creative truth. Pretend State = Psychological Safety: Clients (and you) feel safe to share what they want, not just what seems practical or "reasonable." Clarity Beats Logic Lists: With buyers, the magic wand gets you beyond "must-haves" into how they want to live—which reveals what matters most. Meaning Fuels Motivation: Goals aren't about transactions or income—they're about the emotion and life those outcomes create. Anchor Back During Conflict: In inspection drama or negotiation gridlock, the magic wand helps clients reconnect to the bigger purpose and regain perspective. Coach Yourself the Same Way: When you feel bogged down, return to your magic wand vision, ask "Has anything changed?", then recommit with clarity. Use "Tell Me More About That": This follow-up deepens meaning and uncovers the real "why" beneath the goal. Works Beyond Real Estate: It's a powerful conversation starter with spouses, kids, friends, and teams, helping people dream out loud. Word of the Year as an Anchor: A single word can reconnect you to your magic wand vision and align your mindset, skillset, and actions. Memorable Quotes "It's cute, but it is really powerful." "In a pretend state, there's no ceiling and there's no risk." "It diffuses the little voice that says, 'Yeah, but…' and 'What if…'" "It's not about the property. It's about what it means." "What's on the other side isn't a number; it's an emotion." "Begin with the end in mind." "Tell me more about that." "Buying or selling a home is emotional, even if people insist that it's not." "Your word of the year can be the ultimate anchor." "My word of the year is Elevate." 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/