Ninja Selling Podcast

In this engaging conversation, real estate agent Dave Hetrick shares his journey of achieving a remarkable 62% growth in business. Known as 'Mr. Gratitude,' Dave emphasizes the power of a positive mindset and building relationships without overtly asking for referrals. He discusses the importance of networking, maintaining clarity through a detailed database, and focusing on his top 100 clients. Dave's success stems from trusting the process and engaging in consistent, incremental actions—transforming everyday connections into a thriving business.

In this wide-ranging conversation, Rob Nelson is joined by longtime mentor, friend, and Ninja partner Peter Parnegg to explore what sits at the very foundation of Ninja Selling: personal mastery. As the first of the four cornerstones of Ninja, personal mastery isn't a destination or a checklist; it's a lifelong path of alignment between mindset, skills, and daily actions. Peter and Rob discuss what it means to live from abundance instead of scarcity, to choose creation over competition, and to take full responsibility for how we present ourselves in the world. They move beyond business planning and tactics to examine character, emotions, habits, and the behaviors that either move us forward or hold us back. The conversation weaves together neuroscience, gratitude, ego, confirmation bias, leadership, and the discipline of consistency, especially when things are hard. They challenge listeners to stop chasing perfection, embrace grace, and recognize that executing at 50–70% consistently can radically transform life and business. The episode closes with a powerful reflection on Word of the Year, daily routines, and how personal mastery is ultimately about becoming a better human, not just a better salesperson. Key Takeaways Personal Mastery Is a Path, Not a Destination: It's a continual practice of aligning mindset, skills, and actions with who you want to become. Creation Over Competition: Ninja is built on the belief that the world is abundant and that we are here to create, not compete or take. Responsibility Is Foundational: Personal mastery requires taking responsibility for outcomes, emotions, and how you show up. Gratitude Is the Reset Button: Gratitude is the fastest way to move out of scarcity and reframe mindset, even in difficult moments. Upward vs. Downward Spirals: What you focus on expands; choose the upward spiral intentionally. Consistency Beats Perfection: Dramatic improvement comes from consistent execution, not flawless performance. Grace Over Perfectionism: Perfectionism is not mastery; progress and grace are. Character Before Results: Personal mastery is about how you show up: as a leader, partner, parent, and human, before any business outcome. Word of the Year as an Anchor: A meaningful word can guide daily decisions and reconnect you to what truly matters. Daily Habits Matter: Small, repeatable routines (gratitude, reflection, practice) compound into fulfillment and growth. Memorable Quotes "We are here not to compete, but to create." "Personal mastery isn't a destination...it's a path." "Abundance doesn't just mean more money; it can mean more joy, love, and fulfillment." "When you are afraid, you are usually thinking about yourself." "Gratitude is the fastest way out of scarcity." "What you focus on expands." "It's easy when it's easy, mastery shows up when it's hard." "Perfectionism is a form of self-abuse." "Most wildly successful people execute at 50–70% consistently." "Progress is the ultimate motivator." "Personal mastery is a character issue, not a goal." "Be graceful with yourself." 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/

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/

Discover the essence of a relationship-centered sales approach designed to generate business without pressure. The philosophy emphasizes gratitude and collaboration, replacing competition with creation. Learn about the Ninja skillset, including the art of asking questions, which opens doors to life-changing opportunities. Explore the nine repeatable habits that lead to consistent results and the supportive community that fosters abundance. Delve into the origins of the name 'Ninja' and how this movement revolutionizes sales.

Caroline Bourgeault, a Ninja Realtor® in Pueblo, Colorado, became the #1 agent in her market in just two and a half years. A mother of four (including a newborn) and a recent Ninja Installation graduate, Caroline shares how intentionality, discipline, and deep care for her "extended family" of clients have fueled her rapid rise, without a traditional assistant. Caroline, originally from Australia and now thriving in Pueblo, Colorado, has built a high-production, relationship-based business on pace for 100 transactions in 2025, following 91 transactions in her first full year. She discovered Ninja through the Ninja Selling book, then flew to the Installation seven months pregnant, choosing to double down on her commitment by also enrolling in Ninja Coaching with Steve Mangelson. Shortly after her Installation, Caroline experienced a complicated C-section and a ruptured uterus, yet she continued her affirmations, gratitudes, and even wrote contracts from the hospital. Guided by her mantra of "God and gratitude before the grind," she built work/life harmony by scheduling what matters most first: breastfeeding, family, mindset, then layering her Ninja Nine and client work around those priorities. Caroline treats her 350-person database as extended family, organizing detailed FORD notes and staying in consistent flow through texts, personalized touches, and thoughtfully designed 8-in-8 campaigns. She also leverages housewarming parties, staging expertise, and hyper-personal gifts to make real estate deeply relational, not transactional. Steve adds powerful insight into how her success comes not from tactics alone, but from who she has become: a person whose business is simply an expression of service and love. Key Takeaways Momentum Is Consistency, Not Noise: Caroline's success is built on the belief that "momentum isn't loud, it's consistent," and that small, steady habits compound. Ninja Your Way: She customizes Ninja, leaning on staging skills, math strengths, and an internal scoreboard for her Ninja Nine. Database as Extended Family: Her 350-person "extended family" is tracked with detailed FORD notes and regularly updated insights, not just static contact records. Structured 8-in-8 Follow-Up: After meeting someone (often at a housewarming party), she runs a pre-planned eight-touch sequence of texts, calls, reviews, and face-to-face meetings. Housewarming Parties as Flow Engines: Streamlined, repeatable celebrations for buyers deepen relationships, generate introductions, and create natural reasons to stay in flow. Work–Life Harmony Through Scheduling: "Priorities don't fight for space; they get scheduled," she built her calendar around feeding a newborn, family, mindset, and then business. Service as the Business Model: Caroline's guiding question is: How can I use this to serve more people? The relationship itself is the leverage. Memorable Quotes "Momentum isn't loud. It's consistent." "Discipline doesn't disappear, it adapts." "God and gratitude before the grind." "Priorities don't fight for space; they get scheduled." "Show up, serve up, and keep swimming." "This is not transactional, this is relational." "If you love on people, you will serve them like no other." 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/ Caroline Bourgeault https://carolinebourgeault.com/

Stephanie Peterson, a Ninja Realtor® from Spokane, has mastered the art of working smart, earning over $200K by connecting deeply with just 100 people while only putting in 20 hours a week. She discusses her intentional approach to business, focusing on productivity and emotional ROI. Stephanie shares insights on her unique planning strategies, including P, I, E time management, and quarterly pop-bys to strengthen client relationships. Listeners will love her methods for cultivating authentic connections and maintaining a fulfilling work-life balance.

April Myers, a Northern Virginia real estate agent and former VP of strategic growth, shares her inspiring journey of resilience while managing family challenges and a volatile market. She discusses how her background in recruiting helps her forge powerful relationships in real estate. April emphasizes the importance of a strong mindset, strict time blocking, and non-negotiable morning routines. Despite personal hardships, including her husband's health issues, she is on track for a remarkable 20% business growth, showcasing the power of consistency and determination.

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: 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/ Jeremy and Shanon Johnson: https://journeyhomerealtyllc.exprealty.com/index.php

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: 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/ Spears Group: https://spearsgroupfl.com/ MyOps AI: https://myops.ai/#home Larry Kendall: https://www.linkedin.com/in/larry-kendall-1078b61/

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: 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/ Create Change Realty: https://ccrealty.org/ Steve Mangelson: https://givebackhomes.com/agent/steve-mangelson