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.

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

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

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

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

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

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

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

• "Now this has become a game."

• "They want to hear from me afterwards."

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

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

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

  Links:

  • Website: https://ninjaselling.com/ninja-podcast/
  • Email: [email protected]
  • 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/
  • 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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

• "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: [email protected]
• 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 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.

• 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.

• "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: [email protected]
• 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 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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.

• "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: [email protected]
• 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/
• 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.

• 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.

• "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: [email protected]
• 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/