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:
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Introducing Mike DePalma (DePalma Realty, South Jersey) and Ninja Coach Mark Johnson
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The Remarkable Journey: From $8,000/year to $308,000/year in 5 Years
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Mike's Background: Reluctant Entry into the Family Real Estate Business
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"Before Ninja": Flailing, Trying Ineffective Tactics, and Near Quitting
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Discovering Ninja Selling: The Book, Early Wins, and the "Trend Bender"
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The Power of Coaching: Mike and Mark's 3.5+ Year Partnership
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Building the Database from Scratch: Strategies and "Aha" Moments
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Mastering Live Flow: 50+ Live Interviews Weekly and "Gamifying" Connections
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The Robust Hot & Warm List: Tracking, Follow-Up, and Proactive Engagement
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Snowballing Success: Consistency, Focus, and the Ninja 9
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Impressive Referral Growth: From 25% to Over 90% Sphere-Based Business
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Controlling the Schedule: Prioritizing Family Time and Working Efficiently
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Scaling the Business: Hiring an Assistant and Expanding into New Ventures
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The One-Page "Quick Business Plan": Keeping Goals Top-of-Mind
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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."
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"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..."
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"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."
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"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."
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"I've gotten really good at focusing during those times because I know from 4:00 to 7:00, it's family."
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"I think consistency is the magic, I would say, and not getting distracted at all."
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"I think if you can, if I can do it here, like where I'm from... you can do this anywhere..."
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"[Mike's] so coachable. Like he does the things he wants to do, but let's focus on the vital few."
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