Join Rob Nelson and Peter Parnig on this "intellectual safari" as they explore a timely and crucial topic: how to effectively discuss pricing with sellers by understanding and addressing their inherent risk tolerance. Moving beyond traditional, often adversarial, pricing conversations, Peter introduces a Ninja-inspired approach that positions the agent as a trusted advisor and partner, helping sellers navigate their two primary fears: leaving money on the table and the property not selling at all.

Triggered by observations during the pandemic and the current market shift where price reductions are common, Peter breaks down how sellers' pricing desires are often an expression of their individual tolerance for risk. This episode offers a fresh perspective on visual pricing and the "choices and consequences" framework, empowering agents to guide sellers toward informed decisions rather than dictating a price. Through insightful role-play and discussion, Rob and Peter demonstrate how to reframe the pricing conversation to be collaborative, reduce conflict, and ultimately help sellers achieve their goals.

Learn how to ask the pivotal question that uncovers a seller's dominant fear, leverage market data effectively, and dust off underutilized tools like the "buyer's eyes" conversation (with some caveats!). This episode provides actionable strategies to transform your listing presentations and build stronger, more trusting relationships with your sellers in today's dynamic market.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Don't forget to subscribe to the Ninja Weekly Action Tip at ninjaselling.com (upper left corner) for more great insights!

Episode Highlights:

• The Genesis: Pandemic Lessons and Evolving Seller Risk Tolerance

• Seller's Three Greatest Fears (and How They Relate to Price)

• The Problem with Traditional Pricing: An Adversarial Approach

• The "Aha!" Moment: Overpricing as an Expression of Risk Tolerance

• Visual Pricing and Choices & Consequences: Partnering with Sellers

• Role-Play: Asking the Key Question – "Which Risk Pings on You Harder?"

• Managing Seller Expectations: The "Try Price" and Price Reduction Strategy

• Using Real-Time Market Data to Guide Decisions

• Dusting Off Seller Tools: The "Buyer's Eyes" Conversation (and its Nuances)

• The Importance of Homogeneous Properties for Effective Comparisons

• Reframing the "Overpricing" Dialogue: Understanding Seller Motivation

• The Power of Reminding Sellers of Their Initial Investment (Subtly)

• Controlling the Process, Not the Decision: The Ninja Way

Key Takeaways:

• Recognize that every seller has a unique tolerance for risk, and frame pricing discussions around helping them manage this.

• Understand that a seller's desire to "overprice" often stems from their fear of leaving money on the table, not just being unrealistic.

• Utilize visual pricing tools (like scattergrams) to empower sellers to make informed pricing decisions collaboratively.

• Ask sellers directly which fear is greater for them: leaving money on the table or the property not selling at all.

• Educate sellers that a more aggressive initial pricing strategy can attract multiple offers and potentially drive the price up.

• Position your value by offering a "pricing strategy" designed to achieve top market value, rather than just a "CMA."

• If sellers want to test a higher price, establish a clear timeframe and data points for reassessment based on market feedback.

• Shift from "convincing" sellers to guiding them with data and helping them understand market dynamics and their choices.

• View sellers who seem "unreasonable" or "unrealistic" as individuals managing their fear of loss, and approach them with empathy.

• Subtly reminding sellers of their initial investment can help frame the current market value more positively.

Links:

Links:

• Website: http://www.NinjaSelling.com/Podcast 

• Email: [email protected] 

• Phone: 1-800-254-1650 

• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

• Facebook: http://www.facebook.com/NinjaSelling 

• Instagram: @NinjaSellingOfficial

• LinkedIn: https://www.linkedin.com/company/ninjaselling 

• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Join Eric Thompson on the Ninja Selling Podcast as he welcomes John Newman, a dynamic Ninja from Greensboro, North Carolina, and his Ninja Leadership Coach, Tracy Peterson-Nienaber. Recorded while John was in the Dominican Republic for his daughter's wedding, this episode is a testament to dedication and offers a deep dive into building a successful real estate business and team with "The Heart of a Ninja." Discover how John's 37 years of experience, combined with a passion for teamwork honed through a lifetime in sports, has shaped his approach to leadership and client service.

John shares his journey in real estate, from starting in a small company to owning his own and now thriving with Alan Tate Real Estate. Learn about his team's impressive production (44 transactions for John individually and 6 for the team in a "slower" year) and his focus on first-time homebuyers and investors. John emphasizes the importance of team collaboration, individual strengths (everyone brings a "secret sauce"), and fostering a positive, growth-oriented environment. He also provides a unique perspective on navigating industry changes, drawing parallels to the evolving landscape of college sports and the "transfer portal."

This episode is packed with actionable insights, including John's innovative "handwritten note parties" and "real estate review events" designed to build camaraderie, reinforce Ninja principles, and have fun while generating business. Hear how John, with Tracy's coaching, has cultivated a team culture where everyone feels valued and inspired, and how he aims for each team member to surpass his own success.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Introducing John Newman (Greensboro, NC Ninja) & Tracy Peterson-Nienaber (Ninja Leadership Coach)

• John's Impressive 37-Year Real Estate Career and Team Performance

• Life Before Real Estate: Construction, Sports, and the Foundation of Teamwork

• The "Transfer Portal" Analogy: Adapting to Constant Change in Real Estate

• Building a Diverse Team: Recognizing and Leveraging Individual "Secret Sauces"

• Innovative Team Events: Handwritten Note Parties and Real Estate Review Sessions

• Fostering Fun and Camaraderie While Building Business

• The Impact of Ninja Principles on Team Culture and Client Service

• John's Vision for Team Growth and Individual Success

• The Value of Coaching: Gaining Perspective, Accountability, and Pushing for Growth

• Tracy's Perspective: John's "Heart of Gold" and Leadership Evolution

• John's Proud (and Bittersweet) Moment: His Daughter's Wedding

Key Takeaways:

• "When a team wins, everyone wins."

• "My mindset and my goal is I want each of my teammates to be a better agent than me."

• "[We had] a basically handwritten note party... The rules were you needed to bring in at least five to 10 names of people who you just wanted to thank or write them a note."

• "...sometimes [experience] can limit you because you think just because you've done it that way, you think that's the only way to do it."

• "My mindset is that I want my people to outgrow the team. If they do that, that means I've been a great leader, and that's such an abundance mindset." - As shared by Tracy about John.

• "I learn and grow every day from [my team], and I look forward to talking to them every day."

• "We want to teach our kids to leave the nest and be, you know, give back in the community and be a blessing to someone."

Links:

• Website: http://www.NinjaSelling.com/Podcast 

• Email: [email protected] 

• Phone: 1-800-254-1650 

• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

• Facebook: http://www.facebook.com/NinjaSelling 

• Instagram: @NinjaSellingOfficial

• LinkedIn: https://www.linkedin.com/company/ninjaselling 

• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Get ready for an inspiring story of transformation! Eric Thompson is joined on the Ninja Selling Podcast by Mike DePalma of DePalma Realty in South Jersey, and his Ninja Coach, Mark Johnson. This episode dives deep into Mike's incredible journey from earning $8,000 a year to over $308,000 in just five years – all while maintaining control of his schedule and prioritizing family time. Discover how Mike, initially hesitant about real estate despite his family's legacy in the business, found his path and built a thriving, referral-based business through the Ninja Selling system.

Mike shares his "before Ninja" struggles – feeling lost, trying various lead-gen tactics that felt inauthentic, and nearly quitting the industry multiple times. Learn how discovering the Ninja Selling book in 2020 became a "trend bender" moment, leading him to embrace simple yet powerful habits like writing personal notes, which immediately yielded positive results. He discusses the evolution of his business, the crucial role of building a robust database, the power of live flow, and how consistent application of the Ninja 9, even without being "perfect," has been the cornerstone of his success.

This episode is a testament to the power of systems, consistency, and coaching. Hear how Mike, with Mark's guidance, built a business where over 90% of his transactions now come from his sphere and referrals, allowing him to work efficiently, enjoy his life, and even explore new ventures like flipping and development.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Introducing Mike DePalma (DePalma Realty, South Jersey) and Ninja Coach Mark Johnson

• The Remarkable Journey: From $8,000/year to $308,000/year in 5 Years

• Mike's Background: Reluctant Entry into the Family Real Estate Business

• "Before Ninja": Flailing, Trying Ineffective Tactics, and Near Quitting

• Discovering Ninja Selling: The Book, Early Wins, and the "Trend Bender"

• The Power of Coaching: Mike and Mark's 3.5+ Year Partnership

• Building the Database from Scratch: Strategies and "Aha" Moments

• Mastering Live Flow: 50+ Live Interviews Weekly and "Gamifying" Connections

• The Robust Hot & Warm List: Tracking, Follow-Up, and Proactive Engagement

• Snowballing Success: Consistency, Focus, and the Ninja 9

• Impressive Referral Growth: From 25% to Over 90% Sphere-Based Business

• Controlling the Schedule: Prioritizing Family Time and Working Efficiently

• Scaling the Business: Hiring an Assistant and Expanding into New Ventures

• The One-Page "Quick Business Plan": Keeping Goals Top-of-Mind

• The Value of Coaching: Systems, Accountability, and Personal Growth

Key Takeaways:

• "I just didn't want to do it. I thought, well, this is what it is. And if you're not going to do it, you don't deserve to be an agent. Just quit."

• "If you were in the grocery store and you saw them and they knew your name and you knew theirs and you waved and it was positive, write them down..."

• "If you only do live flow and you don't do auto flow, you're just going to be a friend... But if you only do auto flow, now you're just a salesperson."

• "Ninja is so great because you get to be a really good friend. It's kind of teaching you how to be a good person."

• "I've gotten really good at focusing during those times because I know from 4:00 to 7:00, it's family."

• "I think consistency is the magic, I would say, and not getting distracted at all."

• "I think if you can, if I can do it here, like where I'm from... you can do this anywhere..."

• "[Mike's] so coachable. Like he does the things he wants to do, but let's focus on the vital few."

Links:

• Website: http://www.NinjaSelling.com/Podcast 

• Email: [email protected] 

• Phone: 1-800-254-1650 

• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

• Facebook: http://www.facebook.com/NinjaSelling 

• Instagram: @NinjaSellingOfficial

• LinkedIn: https://www.linkedin.com/company/ninjaselling 

• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Eric Thompson hosts Julianne Rawlins, a Sotheby's agent from Southern Oregon, who recounts her discovery of Ninja Selling after a poor initial real estate experience, calling it a perfect fit. Hear about her "Ninja 9 Challenge" from Nov '24, where, seeking a strong start to the year, she gamified a 3-week push for herself and colleagues, focusing intensely on Ninja 9 tasks. The result? An incredible 700% business increase in Q1 2025! 

Julianne discusses pushing past comfort zones (like hitting 50+ weekly calls), shifting her mindset from obligation to the joy of service, and her powerful mantra, "If you're invited, go." She highlights the impact of handwritten notes, insights from the Ninja Now course (like the "corporate athlete" idea), and how coaching provides crucial accountability and consistency. Tune in today to learn how Julianne's commitment and Ninja principles led to extraordinary results, and how it can do the same for you!

Episode Highlights:

• Julianne's Introduction & Market Area

• Julianne's Ninja Story: Finding the Right Fit

• Q1 2025 Success: A 700% Increase

• The Ninja 9 Challenge: Genesis and Structure

• Pushing from 35 to 50 Forward Conversations

• Using the Tracker & Overcoming Call Reluctance

• "If You're Invited, Go"

• Monumental Mindset Shift

• What Kept Her Going: Competition and Commitment

• The Power of Handwritten Notes

• Success as a Tapestry: It's All the Things Working Together

• Ninja Sailing Cruise & Ninja Now Experience Insights

• The Value of Ninja Coaching with Mark Johnson

• Final Message: Slow and Steady Wins the Race

Key Takeaways:

"Okay, if I can do real estate this way, then I can definitely do real estate."

"I am not going to have that happen in 2025. So what can I do to set up my first quarter to be more successful?"

"I know I can get 50 forward conversations in... because I've done it, so why can't I do it every week?"

"I just ignored that voice in my head and did it anyways. And no one was mad that I called them."

"I heard a great phrase that said, if you're invited, go. And that has been very powerful and has kind of been my new mantra..."

"I need to be doing these activities out of that, with that mindset that I am helping them and that I love helping them and not 'I have to do this'."

"It's hard to really pinpoint that because it's such a tapestry of everything all working together."

"...he called us corporate athletes. And I've been pondering that a lot and about what that means to be an athlete and how we need to train and perform..."

"My story is pretty much just slow and steady wins... the race, that's just really my mantra."

"I love that Ninja has taught me to dream... it's given me the life of my dreams, honestly."

Links:

• Website: http://www.NinjaSelling.com/Podcast 

• Email: [email protected] 

• Phone: 1-800-254-1650 

• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

• Facebook: http://www.facebook.com/NinjaSelling 

• Instagram: @NinjaSellingOfficial

• LinkedIn: https://www.linkedin.com/company/ninjaselling 

• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Want to know how to build an engaged community of raving fan clients who feel truly connected to your business? You're in the right place! Eric Thompson welcomes Michigan Ninja extraordinaire, Jon Zickert, and his Ninja Leadership Coach, Tracy Peterson-Nienaber, to the Ninja Selling Podcast. Jon shares the innovative strategies that have not only fueled impressive business growth (increasing volume by 38% in one year!) but have also fostered a vibrant team culture and a loyal client following.

Dive deep into the concept of the "Z Crew," Jon's exclusive client community designed to maintain connection and provide ongoing value long after the transaction closes. Learn how this initiative, born from a desire to reconnect with past clients, utilizes branded events, targeted communication (including two monthly postcards!), and exclusive perks to make clients feel special and valued. Jon details the structure, benefits, and reception of the Z Crew, offering a replicable model for building your own client tribe.

Beyond the Z Crew, Jon discusses the importance of team culture, starting meetings with gratitude, focusing on process over results, and the impact of consistent Ninja practices. He also shares takeaways from attending Ninja Now and the profound effect Ninja coaching with Tracy has had on making him feel truly "on purpose" in his business, leading to greater success and more personal time off.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Introducing Jon Zickert (Michigan Ninja) & Tracy Peterson-Nienaber (Ninja Leadership Coach)

• Jon's Impressive Team Growth & Performance (120+ transactions, $55M+ volume)

• Building Team Culture: Starting Weekly Meetings with Gratitude

• The Core Question: How Will This Provide Value to the Recipient?

• Introducing the "Z Crew": Creating an Exclusive Client Community

• The Origin Story: Reconnecting with Past Clients Post-Installation

• Z Crew Mechanics: Invites, Events, Branding, and Exclusivity

• Benefits of Z Crew Membership: Gifts, Flow Plan (Email & 2x Postcards/Month), Events, Referrals, Vendor Access

• The Power of Invitation & Connection (Even if Clients Can't Attend Events)

• Jon's Ninja Now Takeaways: Doubling Down on the Ninja 9, Process Over Results

• The Impact of Ninja Coaching: Feeling "On Purpose" and Achieving Work-Life Balance

• Jon's "House" Analogy: Mindset (Foundation), Skillset/Ninja 9 (Roof), Action/Relationships (Framing)

Key Takeaways:

• "...finished 24, serving 120 clients, but our volume went up 38% to 55 and a half million. So attribute a lot of that to the Ninja System."

• "We started off each meeting with sharing one gratitude... it kind of just starts that meeting out on that great mindset."

• "...anything we do with our business, we ask ourselves one question... how will it provide value to the recipient...?"

• "We wanted to create a community where past clients, friends or neighbors... we can stay connected, feel part of the journey."

• "...it's the thought of us inviting them to be part of something different and the ability for us to reach out to them..."

• "It doesn't matter even if they come or not. We want them to come... but all the people that can't... they're still feeling very connected to you. And that was... the intent of the task."

• "I don't need anything else, shiny or new... I just need to double down on the Ninja 9."

• "...my team has always been process focused, not results focused."

• "...for the first time in my career, I feel like I'm on purpose..."

• "Mindset's the foundation, skill set are the Ninja 9... actions really are your interactions with your people..."

• "Surround yourself with good people and good things are going to happen."

Links:

• Website: http://www.NinjaSelling.com/Podcast 
• Email: [email protected] 
• Phone: 1-800-254-1650 
• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 
• Facebook: http://www.facebook.com/NinjaSelling 
• Instagram: @NinjaSellingOfficial 
• LinkedIn: https://www.linkedin.com/company/ninjaselling 
• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Eric Thompson welcomes a truly special guest and esteemed industry leader to the Ninja Selling Podcast today: Jennifer Lind, Regional President for the West Region at Coldwell Banker. Overseeing 120 offices and 11,000 agents across Washington, Oregon, Northern California, Southern California, and Hawaii, Jennifer brings a wealth of experience and a unique perspective shaped by her journey from agent to manager, owner, and now top executive. Get ready for an inspiring conversation packed with insights for navigating today's real estate landscape.

Jennifer shares her perspective on the crucial elements driving success right now, emphasizing the interconnectedness of Mindset, Skillset, and Action. She highlights why this period is a "Level Up Moment" for dedicated professionals and discusses the importance of intentionally cultivating a positive mindset, even amidst industry noise and change. Learn Jennifer's strategies for maintaining her own focus and energy, the power of surrounding yourself with "winners," and how leaders can effectively guide their teams through change by embracing innovation and providing clarity.

The discussion explores building agent engagement, the evolution of the real estate industry over the past 20 years, and predictions for the next five – focusing on refinement, sophistication, and the enduring value of the agent-client relationship. Jennifer also reflects on her remarkable career path, sharing key inflection points and the importance of leaning in, making an impact, staying connected to the field, and understanding the powerful link between momentum and morale.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Introducing Jennifer Lind, Regional President at Coldwell Banker

• Jennifer's Impressive Career Journey: Agent, Manager, Owner, Executive

• The Current Market: Why It's a "Level Up Moment"

• The Trifecta for Success: Mindset, Skillset, and Action

• Cultivating a Winning Mindset: Intention, Consumption, and Association

• Leadership Insights: Leading Through Change vs. Managing Change

• The Power of Clarity: Knowing Who You Are For (and Who You're Not)

• Strategies for Building Agent Engagement and Office Culture

• Industry Evolution: What's Changed and What Remains Constant Since 2003

• The Future of Real Estate: Predictions for the Next Five Years

• Jennifer's Career Growth: Leaning In, Making an Impact, and Staying Connected

• The Connection Between Momentum and Morale

Key Takeaways:

• "I don't think there's anything we can do in this business that creates any success without mindset."

• "...managing your mindset is pretty tough... what you consume and who you're around and where you spend your time and where you spend your energy... those all really feed into that."

• "...this is a level up moment. There's an opportunity."

• "...whoever is successful right now, it is because they have found a way to get much, much better at the job that they were already good at."

• "Leading through change is very different than managing the change that's coming to you."

• "...nobody likes change, but everybody loves innovation."

• "...if you don't have a good strategy on what change you're going to navigate moving forward, someone will come up with something for you that you may not love."

• "I personally don't care how many names are on our roster. I want to know that we have the best names on our roster."

• "There's a lot of strength and a lot of power in clarity."

• "Agents don't come into the office to do their work. They come in for something much more meaningful... engagement and that connection, that collaboration..."

• "...wanting to connect and delight and create an emotional connection with your clients... that hasn't changed."

• "It's about being in the people's lives... when you're in a market like we are, where it's life events..."

• "...moving forward, this isn't just like a hobby industry. I think there's too much on the line for it to be that moving forward."

• "[The industry] will get more refined and more sophisticated, which again, I think is great."

• "...helping [clients] leverage [options]... great news is we're in a market where people have equity and they've got options."

• "Momentum and morale are very closely connected. You cannot have one without the other..."

Links:

• Website: http://www.NinjaSelling.com/Podcast 
• Email: [email protected] 
• Phone: 1-800-254-1650 
• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 
• Facebook: http://www.facebook.com/NinjaSelling 
• Instagram: @NinjaSellingOfficial 
• LinkedIn: https://www.linkedin.com/company/ninjaselling 
• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Giveaway Winner Announcement: Congratulations to Kelsey Loftis (Crystal Peak Properties, Colorado) and Dustin Gilbert (eXp Realty, Kentucky/Tennessee)! You've won the all-expense-paid trip to the Ninja Installation taught by Larry Kendall in Fort Collins this May! We'll be in touch soon. Thank you to everyone who entered!

Welcome back to the Ninja Selling Podcast! In today's episode, Eric Thompson is joined by Ninja Coach extraordinaire, Brady Smith, to introduce a simple yet powerful tool for resetting your perspective: The One Sheet of Paper Exercise. If you find yourself weighed down by industry noise, personal challenges, or general negativity, this practical exercise is designed to help you physically and mentally discard distractions and refocus on what truly matters – gratitude and actionable steps within your control.

Brady shares the origin of this exercise, born from observing a sense of "heaviness" among agents and friends, and his desire to create a tangible way to shift focus. He then walks listeners step-by-step through the process: identifying something you're grateful for, acknowledging something that's bothering you, determining a controllable action step to address the concern, and then physically ripping away and discarding the negative element. What remains is a powerful reminder of your blessings and your commitment to positive action.

This episode is a hands-on guide to minimizing distractions, taking control of your focus, and immediately shifting your mindset towards a more positive and productive state. It's a testament to the Ninja principle that simple, intentional actions can yield significant results.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Giveaway Winner Announcement!

• Introducing Ninja Coach Brady Smith and his background

• The Inspiration: Addressing the "Heaviness" and Need for a Mindset Shift

• Introducing the "One Sheet of Paper Exercise"

• Step 1: Folding the Paper & Identifying Gratitude (Right Side)

• Step 2: Identifying What's Bothering You (Left Side)

• Step 3: Determining a Controllable Action Step (Right Side)

• Step 4: The Physical Act - Ripping and Discarding the Negative

• Step 5: Focusing on What Remains - Gratitude and Action

• The Power of Letting Go of What You Can't Control

• Connecting Gratitude to Your "Why" for Taking Action

• The Immediate Impact: Feeling the Weight Lift

• Repeating the Exercise as Needed for a Lasting Shift

Key Takeaways:

• "Mindset skill set actions, I feel like it's first for a reason. The other two don't really... if you don't have your mindset in the right place, it's really hard to do for the other two to be successful."

• "It just seemed like the air was really heavy for a minute there... really struggling... to get out of their head."

• "Can you control [the thing bothering you]? No."

• "...on the right side, you're going to write down one thing, one action item that you could do to move the needle to reduce or minimize that thing that you're bothered about."

• "We're going to rip it in half down the spine... Those big bad interest rates... we're just going to wad up that sheet of paper... and we're literally going to throw it away."

• "What's left is the right side... What I'm grateful for and what I'm going to do."

• "You could almost physically see the weight lift off their shoulders."

• "Do it as much as you need to until you can let go of the control that you don't have over the thing that's got you all anxious or bothered or frustrated or upset."

• "What you focus on expands."

Links:

• Website: http://www.NinjaSelling.com/Podcast 
• Email: [email protected] 
• Phone: 1-800-254-1650 
• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 
• Facebook: http://www.facebook.com/NinjaSelling 
• Instagram: @NinjaSellingOfficial 
• LinkedIn: https://www.linkedin.com/company/ninjaselling 
• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Special Announcement: We're kicking things off with something we've never done before! One lucky listener will win a trip to a Ninja Installation in Fort Collins, Colorado (May 6th-9th), taught by Larry Kendall himself! The prize includes the course fee waived, roundtrip airfare (US/Canada), ground transport from Denver, and four nights' hotel. Rules: Must be a first-time attendee and a legal resident of the US or Canada. Enter now at NinjaSelling.com/giveaway. The winner will be announced on the podcast on April 14th!

Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down with a key figure behind the scenes at Ninja Selling and The Group Real Estate, Tom Flanagan. While Tom serves as Chief Innovation Officer at The Group and President of Group Financial Partners (GFP), today's conversation dives into a completely different realm: his passion project writing the story of the legendary New England rock band, Max Creek.

Tom shares the fascinating journey of documenting a band with a five-decade history and a fiercely loyal community. Discover how Max Creek's "slow burn," grassroots approach to building a following – utilizing newsletters, fan hotlines, and authentic connection long before the digital age – holds powerful lessons for today's real estate professionals. Learn about the importance of finding your unique superpower, redefining success beyond vanity metrics, fostering genuine community, and prioritizing authenticity over fleeting trends.

This episode explores how the principles that allowed Max Creek to thrive for 50 years, focusing on creating a "place to call home" for their fans, can be applied by real estate agents and brokerages to build lasting relationships, cultivate loyalty, and create a business that transcends mere transactions.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Special Giveaway Announcement: Win a Trip to a Larry Kendall Taught Installation!

• Introducing Tom Flanagan: CIO at The Group, President of GFP, and Ninja Board Member

• Tom's Passion Project: Writing the Biography of the Band Max Creek

• From Fan to Author: The Serendipitous Story Behind the Book

• Lessons from Max Creek's 50-Year Journey Presented at LeadingRE

• Grassroots Marketing Gold: Newsletters, Hotlines, and Word-of-Mouth Power

• Innovation Born from Necessity: Building Their Own Tech

• Finding Your Unique Superpower: Insights from Phish's Bass Player

• Redefining Success: Beyond Commercial Metrics to Community Impact

• Max Creek's "Why": Giving People a Place to Call Home

• The Power of Community: How True Connections Form from Within

• Authenticity vs. Trends: The Value of a "Slow Burn" Approach

• Avoiding the "Bragging" Trap: Professionalism vs. Vanity Metrics

• Building Community by Design: Lessons for Real Estate Agents

• Tom's Book Title and Max Creek Music Recommendations

Key Takeaways:

• "What I really uncovered is that they've been a band for five decades and built this amazing community which really has really just surpassed commercial success."

• "Find your unique superpower. Everybody's different, but find that one thing that you can bring to the table that nobody else has and lean into that."

• "I don't think those vanity metrics resonate with consumers... just imagine redefining that success and saying, hey, we served 1200 families in 2024..."

• "[Max Creek's co-founder said] one of the reasons why I started the band was to give people a place to call home."

• "True communities thrive when the connections are from within."

• "Grassroots movements organically are not get rich quick movements. It takes time, it takes energy. You need to be in it for the long haul. You need to have the authenticity..."

• "...real estate agents are the backbone of communities."

• "I would rather have 1000 true fans who are passionately involved... than I would say 10,000 people who could care less."

• "...they made decisions that maybe weren't the best business decisions, but certainly favored the community itself."

• "You can't have it both ways. They can't boast about those things and also want to be treated as an elevated professional."

Links:

• Giveaway Entry: NinjaSelling.com/giveaway

• Website: http://www.NinjaSelling.com/Podcast 
• Email: [email protected] 
• Phone: 1-800-254-1650 
• Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 
• Facebook: http://www.facebook.com/NinjaSelling 
• Instagram: @NinjaSellingOfficial 
• LinkedIn: https://www.linkedin.com/company/ninjaselling 
• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

How does a real estate agent more than triple their business in a single year, especially when the market isn't necessarily booming? Join Eric Thompson on the Ninja Selling Podcast as he sits down with Jim Knight of Dielmann Sotheby’s International Realty in St. Louis and his Ninja Coach, Brady Smith. Recorded live during a Ninja Installation in Fort Collins, this episode unpacks the incredible journey Jim undertook to achieve remarkable growth in 2024 compared to 2023.

Jim openly shares the practical steps and pivotal shifts that fueled his success, framed through Ninja Selling's three keys: Mindset, Skillset, and Action. Discover how Jim moved from inconsistent planning to intentional weekly scheduling using the Ninja Planner, boosted his consistency with the Ninja 9 (even while acknowledging imperfection!), and refined his buyer consultation process to increase efficiency and success rates. Learn about the crucial role accountability played through his coaching relationship with Brady.

Perhaps most powerfully, Jim reveals the mindset transformation sparked by a simple yet profound question from Brady: "What if everything went right?" Hear how this shift, combined with strategies like creating a detailed, handwritten vision board, helped Jim cultivate a more positive outlook, overcome challenges, and ultimately achieve not just his best professional year, but his best year personally as well. This episode is packed with actionable insights for any agent looking to elevate their business and life.

Episode Highlights:

• Introduction to Jim Knight (Dielmann Sotheby's, St. Louis) and Ninja Coach Brady Smith

• The Incredible Result: Tripling Business from 2023 to 2024

• Breaking Down Success: Mindset, Skillset, and Action (in Reverse!)

• Action: The Power of Intentional Weekly Planning with the Ninja Planner

• Action: Improving Consistency with the Ninja 9 (Progress, Not Perfection)

• Action: Accountability Through Coaching (Sharing the Weekly Plan)

• Skillset: Increasing "Flow" - Boosting Live Interactions Consistently

• Skillset: Refining the Buyer Process and Setting Clear Expectations

• Skillset: Enhancing Efficiency to Free Up Time for Growth

• Mindset: Aligning Income Goals with Life Vision (Pushing Past Limiting Beliefs)

• Mindset: The Transformative Question: "What If Everything Went Right?"

• Mindset: Jim's Unique Handwritten Vision Board Strategy

• Mindset: Cultivating Positivity and Showing Up with Great Energy

• The Value of Coaching: Accountability, Encouragement, and Strategic Partnership

Key Takeaways:

• "...consistency on that Ninja 9 really started kicking in." - Jim Knight

• "...when you become more intentional in your business, it's amazing how much more you get done..." - Jim Knight

• "...the weeks I planned, I had incredible weeks, and the weeks I didn't plan, all of a sudden my business was falling apart." - Jim Knight

• "...flow fixes everything." - Jim Knight

• "It's so important to set expectations with clients. You know, here's what you can expect from me. Here's what it looks like." - Brady Smith

• "[Brady asked] Jim, what if everything went right?... And you know what, it all went right and it was a lot more enjoyable to go through life that way..." - Jim Knight

• "...if you don't identify as that person or see as that person, it's going to make it more challenging to get there, I think." - Brady Smith

• "I'm improving. I'm a work in progress. I'm not done." - Jim Knight

Links:

Website: http://www.NinjaSelling.com/Podcast 

Email: [email protected] 

Phone: 1-800-254-1650 

Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

Facebook: http://www.facebook.com/NinjaSelling 

Instagram: @NinjaSellingOfficial 

LinkedIn: https://www.linkedin.com/company/ninjaselling 

Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/

Ready to spring forward? Join Rob Nelson, Peter Parnegg, and Larry Kendall here today as they discuss how to leverage the momentum of the spring real estate market. 

As Q1 results come in, it's time to shake off any lingering winter blues and ignite your motivation for a successful second and third quarter. Discover practical strategies for staying on track, reconnecting with your "why," and reigniting your mojo to achieve peak performance in your real estate business using Ninja Selling techniques. This episode delves into tangible habits and mindset shifts to capitalize on the prime selling season, focusing on real estate sales skills and the importance of the Ninja Selling system.

The conversation tackles the common pitfalls that can derail agents, such as dwelling on past performance or lowering aspirations. Larry emphasizes the power of routine and tracking key activities like exercise, sleep, and Ninja 9 adherence, while Peter shares insights on overcoming fear and guilt by reaching out to contacts and reigniting connections. The team also breaks down the significance of updating your database, focusing on identifying clients' dream homes, and implementing "Matching Mondays" to create valuable engagement. Tune in now to uncover proven techniques for maximizing your real estate potential this spring!

Episode Highlights:

• Dominate Q2 & Q3: It's Prime Time!

• Routine is King: Sleep, Eat, Conquer

• Ninja 9: Activate Agent Awesomeness

• Track it or Trash it: Measure Your Moves

• Fear? Call Anyway: Unlock the Win

• Rediscover Your ‘Why’: Ignite the Fire

• Gratitude Attitude: Thrive, Don't Strive

• Database Gold: Dream Homes = Deals

Key Takeaways:

"Spring marks the end of hibernation. It's time to emerge and seize opportunities."

"Routine is key. Stick with it, measure it, and the results will follow."

"Flow fixes everything. Reach out to those you've been avoiding. The reward is worth it."

"Momentum isn't explosive. It's built gradually through small, compounding habits."

"Double down on your activities. More notes, more calls, more results."

"Poor records rob you of success. Track your activities to reveal the truth."

"Reconnect with your ‘why’. Don't lower your goals; recommit to them."

"Update your database. It's the source of your warm list and fuels your business."

"80% of the market is ahead. You don't have to be average; aim higher."

"Work the system, and the system will work for you. Consistent activities yield results."

Links:

Website: http://www.NinjaSelling.com/Podcast 

Email: [email protected] 

Phone: 1-800-254-1650 

Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast 

Facebook: http://www.facebook.com/NinjaSelling 

Instagram: @NinjaSellingOfficial 

LinkedIn: https://www.linkedin.com/company/ninjaselling 

Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public 

Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/