Ninja Selling Podcast

As the leaves turn and business planning season kicks into high gear, Rob Nelson sits down with a very special guest, Erik Hardy, the creator of the Ninja Planner. Together, they dive deep into one of the most crucial tools in the Ninja system, exploring its origin story and its role as a cornerstone for success. Rob and Erik discuss the fundamental principles of time management, accountability, and how intentional planning can dramatically increase your income per hour while helping you build a life you love - a masterclass in moving from being busy to being truly productive. In this insightful conversation, you will hear how Erik's own experience on the "hamster wheel of up and down" in his real estate business led to the creation of the planner. He and Rob break down the power of a hybrid system, using a digital calendar for collaboration and a paper planner for deep, personal time blocking and accountability. They explore how the planner is more than just a calendar; it is a comprehensive system for tracking your Ninja Nine, including gratitude, affirmations, and the critical 50 FORD & Record contacts. Learn the practical strategies for using this tool to gain awareness, eliminate distractions, and ensure that the most important tasks get done, ultimately leading to a more focused and fulfilling business and life. Episode Highlights: The origin story of the Ninja Planner, born from the rollercoaster of real estate. Why time blocking with a paper planner is a crucial time management tool. Combining a digital calendar with a paper planner for a powerful hybrid system. Using the planner as your command center for the Ninja Nine habits. Mastering the 50 FORD & Record by documenting conversations and follow-ups. Moving from being busy to being productive through increased awareness. How the planner helps you organize your whole life, not just your business. The different versions of the Ninja Planner and where to find them. Key Takeaways: "Fall marks a lot of things for us, one of them being business planning season." "The system only works with application, and application is the result of accountability." "There is something about when you physically write it down in the planner...it just locks it in your mind." "A task will take as much time as you give it." "Surprises and derailments and unexpected events are pretty infrequent." "If it gets put down on paper in the same place, a place that is sacred, it is not a sticky note." "The goal of Ninja Selling is to help you increase your income per hour so that you can have a life." "You don't have to have this amazing rolodex in your head, you have to have a system." "Please use a tool to make sure and understand how you are spending your time." Links: Website: 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/ Ninja Planner: https://store.ninjaselling.com/ Erik Hardy: https://www.erikhardy.com/

Ninja Coach Lonney Gordon joins Eric today to share his powerful story of transformation, from professional burnout and personal crisis fueled by a high-cost lead system to a thriving, relationship-based business and balanced life. He offers a practical roadmap away from the "hustle" mentality toward a sustainable career built on authentic connections. Listeners will hear how being tethered to his phone 24/7 (even in the shower) brought his family to a breaking point before he eliminated his $8,000/month lead spend and grew his business by over 30%. Lonney unveils his strategy for creating "live, authentic flow" by intentionally deepening existing social circles into a strong network of friends and clients. Today's episode is a must-listen for all real estate professionals, especially those who are feeling overworked and seeking a proven path to success that prioritizes both professional and personal well-being. Episode Highlights: Lonney Gordon's personal journey from lead-dependency and burnout to a thriving, balanced life. The high cost of a transactional mindset on business and family relationships. The step-by-step process of transitioning away from paid leads to a 100% relationship-based model. How to grow your business significantly while reducing stress and working hours. The concept of creating "authentic flow" by being intentional with connections. Actionable strategies for deepening relationships within your existing social groups or "pods." The power of slowing down and making genuine connections in everyday situations. How shifting focus from "the hunt" to authentic service makes business "fall from the sky." Key Takeaways: "Ninja has not only changed my business, like you said, it has changed my life. It changes how I talk to people, changes how I have connected with people, how I have conversations." "I was spending every waking minute on my phone. I was bringing my phone in the shower with me... I was definitely on the verge of a divorce, really was not connected with my kids whatsoever." "Within six months, I had taken an $8,000 Zillow spend to nothing... I was up about 30%." "It felt like business was just falling from the sky. And it wasn't falling from the sky. It was intentional business that was achieved so much easier than this rat race, this chase, this hunt that I was going after." "The Ninja system is just merely creating authentic friendships with a system." "The reason for the call is them." "Slow down in general in life and allow yourself to connect with people everywhere." "I am never eating alone... If I'm going to the car wash, I'm going to ask a dad friend if they want to go and wash cars together." Links: Website: 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/ Lonney Gordon: https://www.lonneygordon.com/

Rob Nelson welcomes the all-star panel of Larry Kendall (Ninja Selling founder), Jack Miller (T3 Sixty CEO), and coach Mike Staver to the podcast today for a lively discussion on real estate industry shifts in light of the recent Compass-Anywhere merger. This episode explores industry consolidation, the psychological impact of change, and the crucial role of relationships in today's evolving real estate landscape, offering vital insights for real estate professionals and leaders navigating these transformations. The discussion meticulously examines whether current real estate market upheaval is an "event" or a sustained "process" of fundamental transformation and industry consolidation. Our experts emphasize an adaptable mindset for agents and effective leadership in directing change management, urging focus on controllables amid uncertainty. Listeners will grasp how robust relationships remain the ultimate currency in real estate brokerage and how effective culture is vital for successful mergers and enduring business growth, equipping them with strategies to thrive in this new era. Episode Highlights: Understanding the nature of current real estate industry shifts: event vs. process. Navigating real estate market consolidation and its long-term implications. The psychological impact of change on real estate agents and leaders. Cultivating a resilient mindset and focusing on the controllable elements. The enduring power of relationships as the core currency in real estate. The critical role of culture in successful mergers and organizational stability. Effective leadership strategies for guiding teams through uncertainty. The importance of talent management and clarity in a transforming real estate industry. Key Takeaways: "This is a process, not an event." "The practitioner real estate will be the least impacted for a while." "The beginning of the disruption is the acceptance that fear is the only emotion we get to choose." "Relationships are the currency. At the end of the day, this acquisition was valued, and all real estate brokerages are valued by the relationships that the agents have with their clients." "Basically, buyers and sellers choose people, and they choose that relationship." "What is happening? Okay, what is my response to what is happening? What can I control, what can I influence? Let's focus on that." "I think the companies that nail it are companies that go in with questions and an opportunity to learn, to get better themselves…humility and a curious heart, and the desire to understand what our new partners are doing better than us, and then integrating that." Links: Website: 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/ Larry Kendall: https://www.linkedin.com/in/larry-kendall-1078b61/ Jack Miller: https://www.linkedin.com/in/jackcmiller/ Mike Staver: https://www.linkedin.com/in/mike-staver/

In today's episode, host Eric Thompson interviews Allen Seigler of Greater Athens Properties in Georgia, about his career transition from a cruise travel agency owner to a massively successful real estate professional. Allen shares how COVID-19 severely impacted his cruise business, canceling over $4 million in vacations, and how this prompted him to pursue a real estate license. He describes his decision to commit fully to real estate after concluding he was settling in his previous role, and this commitment led to significantly higher earnings in the first four months of 2025 than in all of 2024. Now projected to more than double his previous year's income, Allen credits this progress to the Ninja Selling system. Given its focus on Live Flow with four to six in-person lunches and coffees weekly, alongside a consistent postcard autoflow every 10 days to his database, Ninja Selling enables Allen to stay authentic to his personal values while enjoying exponential success. Tune in now and learn how it can do the same for you! Episode Highlights: Allen's career shift from travel to real estate, prompted by major setbacks. Pursuing long-held career goals during unexpected crises. Achieving initial success through focused effort and strategic learning. Allen's "lid off" decision to fully commit to real estate. Strategies for rapid and substantial results using an "all-in" system. Consistent engagement in Live Flow activities. Establishing an authentic, regular autoflow system for client communication. Using a personal brand and business plan to guide decisions and reduce distractions. The critical role of coaching and system adoption for balanced success. Key Takeaways: "Coaching gets you further faster." "The lid is on the jar, and I am settling for mediocrity." "It always starts with a decision... I just decided. I decided it was time. I decided I was going to take the lid off. I decided I was going to commit. I decided I was going to be all in." "If I just do the Ninja Nine, there will be an abundance." "The best flow is authentic flow." "You can have the high production and have the great life." "All we need is the Ninja Nine. The system works." "TSW, TSW, TSW." (The System Works) Links: Website: 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/ Allen Seigler: https://theseiglergroup.com/

In this inspiring episode, Eric Thompson welcomes Martin "Marty" Gallant, the Managing Partner and Broker at Creativ Realty in Moncton, New Brunswick. Marty shares the incredible story of how his company achieved a remarkable 72% growth in volume and nearly doubled its agent count from 25 to 42 in just two years, all within a smaller market of under 600 agents. Marty attributes this rapid success to a strong focus on company culture, which prioritizes agent well-being, teamwork over competition, and comprehensive, open-to-all training. He details their innovative "Mission Momentum" program, a gamified internal challenge that significantly boosts agent engagement and productivity. Beyond brokerage-wide initiatives, Marty also reveals his personal strategy for managing a thriving real estate business while overseeing a growing company: niching down his personal sphere to a "VIP list" of 72 key clients for highly focused, impactful service. This is one episode that is absolutely packed with actionable insights for any real estate professional looking to foster growth and increase efficiency. Episode Highlights: Marty's company saw 72% growth and doubled its agent count (25 to 42) in a small market over two years. Success is built on a strong culture of teamwork and comprehensive, open training for all. "Mission Momentum," a gamified internal challenge with weekly behavior-based missions, drove 85% agent engagement. Creativ Realty offers a free, 21-module training program, open to the entire market, reflecting a "Go-Giver" philosophy. Marty manages his personal business by focusing on a VIP list of 72 clients, providing highly dedicated service. This niche strategy, inspired by the "magic wand" question, enhances efficiency, reduces stress, and maintains volume. Key Takeaways: "We want to make it the best place possible for agents to work." "Everyone's one degree of separation away from each other. So those personal relationships go a lot further." "Culture was always number one." "If they do the behaviors - and it's very much a Ninja Nine - it will lead to results." "Letting yourself down is one thing, but letting down your team is a totally different thing." "The way to do it is to get teams of people focused on activities that will then lead to the results that you want." "If you could wave your magic wand, what would it look like? And then just start yourself on a path to do that." Links: Website: 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/ Martin (Marty) Gallant: https://www.realtor.ca/agent/1953858/martin-gallant-37-archibald-street-moncton-new-brunswick-e1c5h8

Chris Purser, a Ninja-powered agent from the beautiful city of Asheville, North Carolina, joins host Eric Thompson to share the story of his incredible success and pull back the curtain on a powerful strategy for getting a stalled listing sold. Chris details his journey from being a brand-new agent with no business to closing nearly $4 million in a single week, attributing his rapid growth to the Ninja system and dedicated coaching. The main event, however, is a deep dive into the "seller's offer," also known as the "reverse offer." Eric and Chris walk through a real-life case study of a luxury property that had been on the market for months with dwindling activity. Chris explains how he identified a motivated seller and an interested - but hesitant - buyer and used the seller's offer strategy to break the stalemate. He provides a step-by-step account of how he presented the concept to his clients, communicated with the buyer's agent, and used standard paperwork to get the ball rolling. Listen in for valuable insights into this creative tactic that can restart a conversation, give buyers a tangible starting point, and ultimately move a challenging property to the closing table. Episode Highlights: A seller's offer is a proactive strategy to engage a hesitant but interested buyer. Use this tactic when a listing is stalled, sellers are motivated, and a specific buyer is "kicking the tires" but won't make an offer. Present the strategy to your sellers as a creative, outside-the-box way to "move the needle." The process uses the same standard offer paperwork you would use for a buyer-initiated offer, just with the seller initiating and signing first. This approach removes the buyer's fear of offending the seller with a low offer and provides a concrete starting point for negotiations. Clear communication with your broker, your seller, and the other agent is essential for success. This strategy can create a sense of urgency for other potential buyers by letting them know an offer is in play. Key Takeaways: "There had to be something that needed to be thought of outside the box to try to figure out how can we get this buyer off the fence and make a decision." "The explanation that we gave was, 'Let's try to do something to try to get them to move the needle.'" "There was from the buyer an appreciation for us doing that, which was not something that I thought that would have happened, to be quite honest." "It did start a conversation that probably wouldn't have happened had we not gone ahead and made a reverse offer." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/ Chris Purser: https://www.allentate.com/Agent/Detail/Chris-Purser/120535

Brett Blanchard, a top-producing real estate agent from Louisiana and Ninja coaching client, shares transformative insights for real estate success. He discusses how a simple mindset shift can boost your commission by 20%. Brett highlights the importance of delegating admin tasks to avoid burnout and reignite passion in your work. After lifestyle changes, he found authentic networking methods at places like the farmer's market. With practical tips, he emphasizes the joy of connecting with clients and the value of knowing your worth.

In this engaging discussion, Peter Parnegg, a seasoned real estate professional and Ninja Selling instructor, shares insights on building unshakable confidence in agents. He emphasizes that confidence is a skill developed through preparation and understanding market shifts. Peter explores the psychology of insecurity and offers actionable strategies like affirmations and mental rehearsal. The duo also highlights how reframing failure and cultivating a strong support network can elevate an agent's competence and success.

Rob Nelson hosts an inspiring episode with Alex Griffin, a successful broker in Vail, Colorado, who shares his unique journey of starting his career with Ninja Selling principles from day one - through a college course taught by Larry Kendall himself. This episode is a masterclass in building a real estate career with intention. Alex recounts his incredible start, transitioning from a university classroom directly into a high-stakes role at The Ritz-Carlton Residences in Vail during a pivotal time in the market. He shares the invaluable lessons learned from mentors like Larry Kendall and Matt Blake and breaks down the strategies he uses to thrive in the complex Vail resort market. From building a powerful referral network to navigating roles as a sales assistant, top-producing agent, and managing broker, Alex's story proves that the Ninja system is a powerful foundation for success in any market, at any stage of your career. Discover why deep-seated relationships and creating value are the keys to a sustainable business, and learn how the "Return on Enjoyment" can be the most important metric for clients in a luxury market. Episode Highlights: An Introduction to Vail Broker Alex Griffin Starting a Real Estate Career the Ninja Way... in College! The Inside Story of Selling The Ritz-Carlton Residences, Vail Thriving in a High-End, Luxury Resort Market The Power of Mentorship with Larry Kendall and Matt Blake Transitioning Through Roles: From Sales Assistant to Top Agent to Managing Broker How to Build a Powerful Referral Network in Feeder Markets The Difference Between ROI (Return on Investment) and ROE (Return on Enjoyment) Why the Right Referral Partner Matters More Than the Brand Key Takeaways: "I say that it was like getting my master's degree in high-end new development, luxury condominium sales in a resort market." "One of my favorite terms to use is your ROE, your 'return on enjoyment'." "He always said, 'Find a mentor, find a mentor,' and someone that you really look up to and want to become." "You work backwards from the client's best interest." "It doesn't matter what jersey they wear. What matters most is that they're the right agent for the right people." "There's a difference between proactive and reactive, of being on accident as opposed to on purpose. Where's the blend? Where's the middle?" "I was a Ninja in name only because I didn't know what I didn't know." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/ Alex Griffin: https://www.linkedin.com/in/alexanderhgriffin/

Eric Thompson hosts a very special episode featuring none other than Matthew Gardner, one of North America's leading real estate economists. Together, they dive deep into the real estate market at the halfway point of the year, providing clarity and data-driven insights to help you navigate the current landscape. Matthew cuts through the noise of media headlines, explaining why today's market isn't crashing and what key metrics you should really be watching. From the surprising strength of home prices to the truth about inventory levels, this conversation provides the perspective needed to be a proactive, trusted advisor. Discover the real driver behind mortgage rates (it's not what you think!), learn about the impact of tariffs on new construction, and get Matthew's forecast on transaction volume and interest rates for the coming years. This episode is packed with takeaways you can share directly with your clients to position yourself as a true market authority. Episode Highlights: An Introduction to Leading Real Estate Economist Matthew Gardner A Mid-Year Check-In on the Market's Vital Signs Why Prices are at an All-Time High and What It Means The Importance of Comparing Today's Inventory to 2019, Not Last Year Unpacking Why the Market is Not Going to Crash The True Connection Between 30-Year Mortgage Rates and the 10-Year Treasury Understanding the "Spread" and Why It's Wider Than Normal A Look Ahead at Where Interest Rates and Transaction Volume are Headed How Tariffs and Global Economics are Impacting Housing Costs Why New Construction is Now Directly Competing with the Resale Market The Biggest Challenge Facing the Next Generation of First-Time Homebuyers Key Takeaways: "For well-priced and well-positioned houses, there is still demand." "The terminal rate for 30-year fixed-rate mortgages is going to be around that 6 percent level." "New construction is competing with the resale market." "My biggest worry out there are our first-time buyers." "If there was a crash, I would be screaming it from the rooftops, as I was in 2005. But I just don't see it." "Twenty-seven percent of the things that go into a new-build home are imported from China." "The median age of a first-time buyer last year was 38. It's supposed to be around 30, 31... Why? Because, again, affordability." "It's not the amazing market that you saw over the course of coming out of COVID, but there is still a market." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/ Matthew Gardner's LinkedIn and Facebook: mjdgardner Matthew Gardner's Email: m.gardner@gardnereconomics.com