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.

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

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: [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/
• Dave Hettrick: https://david-hettrick.remax.com/

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.

• 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.

• "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: [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/

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: [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/

Episode Summary

In this episode of the Ninja Selling Podcast, Rob Nelson and Eric Thompson break down "Ninja in a Nutshell", offering a clear, high-level overview of what Ninja Selling is, why it exists, and how it works. Designed for listeners who want a straightforward starting point, this conversation distills the Ninja philosophy into its core components, avoiding jargon and hype.

Rob explains that Ninja Selling is a complete operating system for a sales business, combining proven methods for generating business with a relationship-centered approach to serving clients. Together, Rob and Eric explore the foundations of Ninja (mindset, skillset, and actions) and explain how subtle skills consistently produce big results, regardless of personality, market conditions, or experience level.

Listeners learn how Ninja replaces pressure with value, competition with creation, and transactions with long-term relationships. The episode also shares the origin of the Ninja name, the story behind the original "Ninja," and why the Ninja community has grown into a collaborative movement rooted in abundance, gratitude, and service.

Key Takeaways

• Ninja Is an Operating System: Ninja Selling integrates how to generate business and how to do business, both rooted in relationships and value creation.
• Relationships Are the Business: Ninja focuses on people you already know, not cold calls, door knocking, or chasing strangers.
• Mindset Comes First: Gratitude, abundance, collaboration, and creation-over-competition form the foundation of Ninja success.
• Skills Beat Personality: Great salespeople are developed, not born; Ninja works for every personality type.
• Questions Over Pitching: Ninja conversations are built on asking better questions, listening for feelings, and recognizing change through FORD.
• The Ninja Nine Drive Action: Nine simple, repeatable habits—done consistently—produce extraordinary results.
• Value Replaces Pressure: Education, clarity, and collaboration remove resistance and make decisions easier for clients.
• Income Per Hour Matters: Ninja Selling is designed to help professionals earn more while working less and living fully.
• Ninja Is a Community and Movement: The Ninja Nation thrives on collaboration, shared values, and helping others succeed.

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

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: [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/
• Caroline Bourgeault https://carolinebourgeault.com/

In this episode, Eric Thompson sits down with Stephanie Peterson, a dedicated Ninja Realtor® from Spokane, Washington. With 11 years of experience and an incredible ability to generate over $200,000 annually working just 20 hours a week, Stephanie shares how living intentionally, staying in flow, and focusing on relationships has completely transformed her life and business.

Episode Summary Stephanie Peterson, a long-time Ninja and real estate professional with Windermere City Group, has built a highly efficient and relationship-driven business centered around a select group of 100 people. Rather than expanding endlessly, she focuses on depth by tracking her productivity, staying in consistent contact with her top clients, and living a well-rounded, fulfilling life outside of work. Her systematic and intentional approach enables her to balance a high income with meaningful free time.

This episode delves into Stephanie's annual business planning method, including how she calculates the value of her time, schedules her week around her top priorities, and makes every decision based on ROI, both financial and emotional. Through quarterly pop-bys, annual reviews, and handwritten notes, she has made her business a hub of authentic relationships and genuine care. She also explains the art of managing her time into productive (P), indirectly productive (I), and eliminated (E) activities (she has zero E-time in her calendar).

Listeners will also learn how Stephanie cultivates strong connections with fellow agents through intentional networking, hosting events, and thoughtful follow-up strategies. Whether you're seeking to streamline your business or increase your joy in your career, Stephanie's insights offer a powerful model of simplicity, connection, and purpose.

Key Takeaways

• Focus Beats Volume: You don't need thousands of contacts to succeed; Stephanie generates six figures by serving 100 people with depth and care.
• Work Smarter: She works only 20 hours a week by scheduling her time with precision and tracking income per hour — over $2,000/hour for client time.
• Pop-By Strategy: Personalized quarterly gifts (like homemade salsa or Dad's Root Beer kits) strengthen relationships and generate referrals.
• Annual Reviews = Relationship Gold: She uses annual real estate reviews to provide value, deepen connection, and identify new business opportunities.
• Efficiency Through Systems: Everything, from gift inventory to CRM input, is systematized, allowing her to stay creative without being overwhelmed.
• Intentional Realtor Networking: Stephanie nurtures a nationwide referral network through memorable follow-up, event hosting, and meaningful gifts.
• Living Beyond Work: Embracing creativity, travel, and personal connection, she has built a life where work supports but doesn't define her.

Memorable Quotes

"The system is simple if you work the system."

"I work 20 hours a week, earn over $200K, and focus on just 100 people."

"If I want a big crop, I have to take care of my plants: I weed, water, and prune. That's how I treat my database."

"Real estate has given me some of the best friendships in my life."

"Don't just brush your teeth once; don't just go to one Ninja Installation. Keep brushing your business."

"Busy doesn't equal productive. It's the right activities that bring results."

"Who are your vital few? And what are the vital few activities?"

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/
• Stephanie Peterson: https://stephaniesellsspokane.com/

In this episode of the Ninja Selling Podcast, Northern Virginia Realtor and Ninja, April Myers, explores what it really looks like to stay magnetic, consistent, and growth-minded when life gets very real.

Based in Arlington, Virginia, with @properties in the DC suburbs, April shares how her background as a recruiting leader and VP of strategic growth helped her become fearless in sales and build powerful relationships with agents across her market. Those relationships are now a major asset in her real estate business.

But the heart of this episode is deeply personal. In late 2024, April's husband, who has epilepsy, experienced a seizure after more than 10 years without one, and then another in early 2025. He lost his driver's license for nearly a year, which meant April became the full-time driver for her husband, her young son, and her clients… all while working in a volatile DC-area market with layoffs, uncertainty, and a government shutdown.

Despite all of that, April is on track to grow her business by roughly 20% over last year in a market that is not up 20%. She walks through, very candidly, how she did it: mindset work, strict time blocking, non-negotiable morning routines, consistent FLOW (both live and auto), and a refusal to become a victim of her circumstances. This episode is a powerful example of Ninja principles in action when life is anything but easy.

Key Takeaways

• Mindset first, always. April made a conscious decision early on: "I will not be a victim of my circumstances." That choice, to be a player instead of a victim, became the foundation for everything that followed.
• Systems let your business run while you're running. Before her family crisis hit, April had already built a solid Ninja business plan, a database, and consistent habits. When life got harder, those systems kept the business moving even when time shrank.
• Time blocking is self-preservation, not punishment. April blocks her calendar for real estate reviews, monthly emails, FLOW activities, and even which clients get a review each month. By deciding ahead of time, she removes the thinking burden from "future April" and just executes.
• FLOW is her superpower: auto + live.
  • About 225–240 people in her database, with ~150 local in the DMV.
  • At least two emails per month: one local lifestyle/events email and one real estate/market update from her Gmail.
  • Regular mailings: quarterly newsletters, postcards, topical or seasonal pieces, plus tools like Homebot, and a vendor guide.
  • Live FLOW: birthday calls, home anniversaries, client service calls every week, and at least one client dinner a month. April rarely "misses a beat" with her FLOW, even in a chaotic year.
• Recruiting experience turned into a massive advantage. Years of recruiting 175–200 agents made her fearless on the phone, great at conversations, and deeply connected to top agents in her market. These relationships now help her get offers accepted in competitive situations.
• Look for silver linings in hard seasons. When her husband lost his license, April chose to use extra time at school pickups, games, and events to go deeper with other parents, neighbors, and community members. That intentional presence has led to unexpected, high-quality clients in a tough year.
• Consistency beats "doing it all." April openly admits she didn't do as many open houses as she "should" have, but she stayed consistent on the core Ninja activities she could execute. The result: her business is up in a down market.

Memorable Quotes

"I refused to become a victim of my circumstances."

"I still look back on the last 10 or 11 months and think, 'I don't know how I did it.' But I knew I needed a plan and a system to run my business like a business."

"Those years recruiting agents made me fearless. If you can call Realtors every day who don't want to talk to you, it's a lot easier to talk to people who actually do want to talk to you."

"I wanted to be an anomaly. I was already going to be, so why let this stop me?"

"I started getting up a half hour to an hour earlier every day. I needed that time for affirmations and mindset because it keeps me grounded and sane."

"It's like going to the gym. It's hard at first, and you don't see changes, but change doesn't happen overnight. You start to see results, and that keeps you going."

"Trust the silver linings. Something hard might be happening, but there might be something better around the corner that you can't see yet."

"We say the three keys to success are mindset, skill set, and action, in that order. I couldn't control what happened, but I could control my response to what happened."

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/
• April Myers: https://www.atproperties.com/agents/13000/april-myers

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: [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/
• 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: [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/

• 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: [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/

• Create Change Realty: https://ccrealty.org/

• Steve Mangelson: https://givebackhomes.com/agent/steve-mangelson