Ninja Selling Podcast

Eric Thompson interviews Gavin Vargas of Windermere Group One in Richland, Washington, who shares the mindset and habits behind building an 80-plus transaction business in a market of just 65,000 people. After attending his first Ninja Installation at age 21, Gavin steadily built his business by committing to the Ninja system, and in 2026 is on pace for his first $100,000 month.

Gavin credits his success to three things: mastering his mindset, maintaining consistent live flow, and treating everyone in his business as a relationship rather than a transaction. His goal is 15 live interviews per day, including clients, vendors, contractors, and community members. He also consistently delivers real estate reviews, hosts open houses with a service mindset, and intentionally nurtures relationships with service providers, who now generate roughly a quarter of his business.

Throughout the conversation, Gavin reflects on the influence of his late grandfather, Jeff Thompson, whose mentorship shaped both his mindset and his approach to serving others. His message is simple: consistent daily activities, grounded in the right mindset, create extraordinary long-term results.

• A strong mindset is the foundation for long-term business success.
• Consistently completing 15 live interviews per day creates remarkable momentum.
• Contractors, vendors, and service providers are valuable referral partners who deserve the same level of flow as clients.
• Real estate reviews provide meaningful opportunities to reconnect and deliver value.
• Open houses are most effective when you become the neighborhood expert rather than simply hosting the event.
• Small daily habits, practiced consistently, compound into extraordinary results.

• "Provide value or make people feel good."
• "Shake the dust off your feet and move on."
• "Get your mindset right first."
• "I can't afford to forget what I learned."
• "The consistency is what matters."
• "You don't have to have a larger-than-life personality to build a great business.

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/
• Gavin Vargas: https://www.windermere.com/directory/agents/gavin-vargas

Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for "something bigger."

Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that diluted his focus. Rather than chasing new tactics, he doubled down on the fundamentals: his hot and warm list, consistent Ninja Nine activities, and staying intentional with the people already in his world. The result was not only a dramatic increase in income but also a greater sense of purpose and confidence.

D.J.'s story is a reminder that sustainable growth often begins with a shift in mindset rather than a new strategy. When he stopped waiting for his ship to come in and fully embraced his role as a professional Realtor, his business followed.

• Lasting business growth begins with a shift in identity and commitment.
• Coaching provides accountability, clarity, and confidence to reach the next level.
• The hot and warm list is one of the most powerful drivers of consistent business.
• Eliminate distractions so you can focus on your highest-value activities.
• The Ninja Nine works when executed consistently with intention.
• Asking for help is often the breakthrough that unlocks new levels of success.

• "I quit waiting for my ship to come in."
• "I wanted to leave nothing in the tank for 2026."
• "I've stopped dating real estate and started marrying it."
• "It doesn't have to be that hard."
• "I finally believed I was capable of more."

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/
• D.J. Farris: https://www.compass.com/agents/d.j.farris/

Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches.

Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new relationships, and reinforces her role as a connector rather than a salesperson. She complements this with an automated post-closing campaign of postcards and emails, along with highly personal outreach when clients experience meaningful life events such as a new baby, a lost pet, or becoming a U.S. citizen.

Throughout the conversation, Alexis emphasizes that the best marketing comes from genuine care. By staying intentional, authentic, and consistent, she has created a business that generates referrals, deepens relationships, and attracts people who naturally fit her personality and values.

• Build client events around your authentic interests rather than forcing traditional appreciation parties.
• A creative community event can generate both stronger relationships and new sphere connections.
• Combine automated post-closing systems with meaningful personal outreach for maximum impact.
• Small, genuine gestures during life's important moments create lasting relationships.
• Coaching helps identify your natural strengths and build a business around them.
• Consistency with simple relationship-building actions creates long-term momentum.

• "Where books find new homes."
• "What is an event you would like to attend?"
• "Some of the most meaningful touches aren't automated."
• "I'm a real person. I'm not just a salesperson."
• "Don't underestimate the small things."

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/
• Alexis Pinter: https://www.instagram.com/alexispinter/?hl=en

In this episode, Eric Thompson interviews Sumina Bhatti of Austin, Texas, about how to take a truly restorative vacation without sacrificing your real estate business. Sumina shares a practical framework she has developed over years of travel, including trips lasting several weeks to several months, while maintaining strong client service and business momentum.

The key is preparation. Sumina explains that successful time away begins with deciding what kind of trip you want to take: fully disconnected, partially working, or fully working from another location. Once that decision is made, everything else becomes easier. She emphasizes building a temporary support team, setting clear client expectations, establishing communication systems, and using technology to minimize interruptions while maintaining excellent service.

A major theme is that many agents avoid taking meaningful vacations because they lack boundaries in their everyday business. The vacation itself becomes an opportunity to build better systems, delegate appropriately, and trust other professionals. By preparing well in advance and leveraging relationships, agents can take extended time away while ensuring clients continue to feel supported.

The conversation also touches on Sumina's journey through multiple Ninja Installations and coaching, highlighting how Ninja continues to serve as her anchor for both business growth and personal fulfillment.

Successful vacations begin with deciding how connected you want to be before the trip starts

Build a temporary support team and prepare them well before you leave

Clear communication and expectation-setting eliminate most client concerns

Technology can support your systems, but preparation matters more than tools

Vacations expose weak boundaries and encourage healthier business practices

The same Ninja systems that create business success can create freedom and flexibility

"If a brain surgeon can take a vacation, we can take a vacation."

"It's setting the right expectations and doing the right preparation."

"Ninja has always been the thing that tethers me back to my purpose."

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 interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections.

Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together around shared interests. These gatherings naturally deepen relationships, generate referrals, and make live flow inevitable. He complements these events with highly targeted content and newsletters designed specifically for his ideal clients.

Over three years, Greg grew his business from roughly $12 million in volume to $40 million while becoming one of the most recognized luxury agents in his market. His story demonstrates that when you build authentic community and create value beyond real estate, business growth follows naturally.

The best prospecting often starts with your passions, not traditional networking

Strategic gatherings create natural opportunities for relationship building and referrals

People connect more deeply through shared experiences than through real estate conversations

Content should be designed for your ideal client, not for the masses

Combining authentic live flow with targeted auto flow creates powerful momentum

Building community positions you as the trusted hub of a growing network

"I could be more than somebody who just lists and sells houses."

"Stop trying to serve everyone."

"You need to find your people."

"The first time I'd laughed in six months."

"Why are we waiting for somebody else to create it?"

"You have to occupy the real estate portion of their brain."

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/
• Greg Roeder: https://www.sellingfortcollins.com/

Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet.

A major component of Cyndi's success is her innovative use of real estate reviews through her local Chamber of Commerce. By combining networking, one-to-many presentations, and personalized real estate reviews, she stays top of mind while providing valuable market information. This system has become a major source of both flow and business.

The second half of the conversation focuses on her premium concierge-style listing service. Rather than simply selling homes, Cyndi coordinates and manages everything from home preparation and repairs to downsizing, packing, moving, and settling clients into their next home. By creating a highly differentiated service model, she is able to confidently charge premium fees because the value she delivers is clear, measurable, and deeply appreciated by her clients.

Throughout the episode, Cyndi emphasizes knowing your value, building authentic relationships, and creating systems that make it easy for people to work with you.

Networking works best when you focus on groups that align with your interests and produce meaningful relationships

Real estate reviews can be an effective networking tool when delivered in a value-driven, educational setting

One-to-many presentations create efficient opportunities for both live flow and auto flow

Premium fees require premium value, and clients willingly pay more when the service solves significant problems

Knowing your value allows you to confidently build a business around your strengths and ideal clients

Coaching helps simplify decisions, refine focus, and create a business that fits your personality and goals

"People see the value that you see in yourself."

"It is possible to have a really good business really quickly."

"I wanted the award for GCI, not volume."

"I had to find a way to make real estate reviews feel natural."

"If you're not tied to the outcome of every single thing, it's easier to choose what's right for you."

"Know your value."

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/
• Cyndi Olmstead: https://concigroup.com/agent/cyndi-olmstead-1

In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine.

A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently.

This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja's true product is not training; it is results, achieved through consistent execution of proven lead measures and activities.

Results, not training, are the true product of Ninja Selling

Most agents know what to do, but need accountability to consistently do it

Lead measures (activities) drive lag measures (results)

The Ninja Nine remains the foundation of business generation

Ninja 90 helps agents bridge the gap between learning and implementation

The new Ninja Installation format combines a three-day training with 12 weeks of guided support

"Our product is results."

"The most expensive gap in our business is the space between knowing and doing."

"It's not a question of whether the system works. The question is whether you will work the system."

"Goals are lag measures. Activities are lead measures."

"The challenge isn't learning the system. The challenge is consistently applying it."

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 Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by.

Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more intentional with the time we already have. Through examples from his own life, he discusses identifying priorities, reducing "leakage" of time, and focusing on the activities and relationships that matter most.

The discussion also ties directly into Ninja concepts like time blocking, P-Time, and living on purpose. Both Rob and Peter emphasize that success is not about squeezing more activity into the day but about aligning time with values, priorities, and meaningful experiences. Ultimately, the episode serves as a reminder that life is not measured by how quickly you respond to emails or how busy you appear, but by how intentionally you spend your time and whether you are present for the moments that matter most.

Time often feels like it is accelerating because attention is fragmented and priorities are unclear

The solution is not finding more time but becoming more intentional about how time is spent

Time blocking and P-Time help align daily activities with long-term priorities and goals

Many people underestimate how much time is lost to distractions, transitions, and low-value activities

Success comes from focusing on what matters most and eliminating unnecessary obligations

Being fully present creates the most meaningful and memorable moments in life

"You can be efficient with process and systems, but you cannot be efficient with people."

"Clarity is kindness."

"Our number one tool is our energy and our consciousness."

"You don't lose 20 pounds at a time. You find 15 minutes here and 15 minutes there."

"Life is not measured by how quickly you respond to emails."

"When I get goosebumps, I know I am fully in the moment."

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 longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: "What if it all went right?" After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life.

What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she previously would have avoided, and embracing life list experiences with trust and optimism. She traveled to Spain for a month, took a spontaneous 7,000-mile road trip across the United States, visited national parks, connected with Ninjas across the country, and fully leaned into the belief that life and business could unfold beautifully.

At the same time, her real estate business flourished. In just six months of active work during the year, Brenda exceeded her annual goals by more than 60 percent. She credits this to the joy, confidence, and flow she carried into every interaction. Her story illustrates how mindset influences energy, energy attracts opportunity, and one powerful question can completely reshape the direction of your life.

A single sentence or idea can completely shift your mindset and trajectory

"What if it all went right?" creates both optimism and intentional action

Mindset changes are powerful when paired with preparation and personal responsibility

Joy and confidence are highly attractive and naturally improve business results

Life list experiences should not wait until "someday" because saying yes creates momentum

Listening to podcasts and surrounding yourself with positive ideas can create breakthrough moments

"What if it all went right?"

"I realized my turn wasn't over."

"I wanted to increase the odds that it could all go right."

"Joy just exudes from you."

"Right attracts right."

"One sentence can open everything wide for you."

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/
• Brenda Fortna: https://www.remax.com/real-estate-agents/brenda-fortna-allentown-pa/100025886

In this episode, Eric Thompson interviews Arwa Armstrong of Heritage First Realty in Wichita, Kansas, along with her coach, Tracy Peterson-Nienaber, to explore how leaders can keep agents engaged, productive, and bought into a company culture. The centerpiece of the conversation is Heritage First's annual anniversary review process, a highly intentional one-on-one meeting system designed to strengthen relationships, support agent growth, and improve retention.

Arwa explains that each anniversary review is a face-to-face meeting held around the agent's joining anniversary. Using a structured but flexible framework inspired by Ninja business planning, she creates personalized conversations focused on both personal and professional growth. The reviews begin with FORD conversations and move into questions about goals, support needs, highlights from the past year, and the agent's vision of an ideal brokerage. The purpose is not evaluation, but connection, clarity, and support.

The process has evolved into one of the defining cultural strengths of Heritage First Realty. While agents were initially hesitant about the meetings, they now actively look forward to them because they know the conversations are truly about helping them succeed. Combined with consistent leadership presence, coaching, and relationship-focused systems, the reviews have contributed to strong retention, a collaborative culture, and rapid brokerage growth.

The episode highlights how Ninja principles apply not only to clients but also to leading agents and building a thriving company culture.

Anniversary reviews create intentional one-on-one time that strengthens engagement and retention

The best leadership conversations focus on both personal and professional growth

FORD conversations help leaders understand and support agents at a deeper level

Leadership is about helping agents achieve their goals, not just monitoring performance

Strong brokerage culture is built through consistency, relationships, and genuine care

The "magic wand" question reveals what agents truly want from their brokerage experience

"They don't recruit. They attract."

"This is really about helping that person."

"You get to know your people better."

"If you learned something new, you had a FORD conversation."

"We're in it for the long game."

"You are Ninjing your 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/
• Arwa Armstrong: https://arwa-associates.com/