Rob Nelson is back, and he's starting with the punchline first: our guest today, a rookie in real estate, completed his first year with an incredible 20 transactions and $28 million in volume. That rookie is Koby Bishop, a finalist for RISMedia's Rookie of the Year, and he's here to share exactly how he did it.

Koby unpacks his journey from professional athlete to real estate powerhouse, revealing how the discipline, grit, and competitive drive from his baseball career became the bedrock of his business. He discusses the unique dynamic of learning from his mother, a 20-year industry veteran, and how he proactively built his own sphere by creating immense value for clients outside of the transaction, leading to a powerful organic referral network.

Discover the simple yet profound advice that shaped his approach: "always answer your phone" and "run your business like a 9 to 5 storefront." Koby also shares his strategy for overcoming imposter syndrome through a relentless focus on affirmations and mindset, and how a "dream list" created with his wife provides the ultimate 'why' for pushing past the hard parts. Tune in for an inspiring blueprint on how to launch a real estate career with intention, confidence, and incredible results.

Episode Highlights: Koby’s Journey from Professional Baseball to a Real estate Rookie

Achieving $28M in Volume and 20 Transactions in His First Year

The Dynamics of Working with a Parent as a Mentor

How to Build a Sphere from Scratch, Even When it Overlaps

The Strategy of Creating Value Beyond the Transaction

Why You Should Always Lean on and Learn from Top Producers

The Two Pieces of Advice: "Always Answer Your Phone" and "Run Your Business 9 to 5"

Overcoming Imposter Syndrome with an Athletic Mindset

The Power of Affirmations and Creating a "Dream List" as Your ‘Why’

Developing Grit to Push Past the Hard Parts and Stay Consistent

Key Takeaways: Approach every day with the proactive mindset of "How can I put a deal together?" to fuel your drive and create momentum.

When faced with a challenge, you have a choice: focus on the obstacle or get into flow and actively create new opportunities.

Prioritize creating value for your clients and making their experience your number one focus.

Two foundational rules for success: always answer your phone and run your business with the structure of a 9-to-5 storefront.

Consistent, disciplined mindset work, such as daily affirmations, can rewire your brain for confidence and belief in your goals.

Remember that if a task is hard for you, it's hard for everyone; success comes to those who push past the difficulty.

Create a "dream list" with your partner to clarify your 'why' and provide powerful motivation for your hard work.

Find fulfillment in your daily grind by connecting your hard work directly to achieving the goals on your dream list.

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/

Rob Nelson and Eric Thompson team up for a special co-hosted episode, taking you "back in the locker room" for a powerful halftime conversation about assessing your year and engineering a winning second half. 

Using a sports analogy, they explore why "no team wins a championship in the first half" and what it truly takes to stage a comeback. It’s not about small tweaks, but about fundamentally changing the rhythm of your game. 

Discover the crucial difference between scarcity and abundance, the reality of the opportunities in today's market, and why your energy as a leader is contagious. Tune in for actionable advice whether you feel ahead or behind, and learn the two most powerful words to transform the rest of your year: "I decided."

• A Look Back at The Ninja Halftime Webinar

• The Halftime Analogy and Why No Championship is Won in the First Half

• The Power of a Halftime Lead According to Statistics

• Why Winning from Behind Requires More Than a Small Tweak

• Changing the Rhythm of the Game and Your Business

• A Mindset Check for Swimming in Abundance or Swirling in Scarcity

• Understanding the Reality of the Current Market's Noise vs. Opportunity

• Actionable Advice on Mindset and Flow for Those Feeling Behind

• Harnessing the Power of Fundamentals like ‘F.O.R.D and Record’

• Helpful Advice for Managing Energy with Routines and Boundaries When You're Ahead

• An Important Message for Leaders About Why Your Energy is Contagious

• Uncovering the Two Most Powerful Words You Can Use

"No team wins a championship in the first half."

"It's not a different team. It's actually the exact same team playing a completely different game."

"They change the rhythm of the game."

"Where you are on that spectrum comes down to where you are choosing to focus."

"Flow fixes everything."

"All you have to do is ask questions and listen for change - it just hit me so hard."

"A real estate office will tend to take on the personality of the manager."

"The sentence that I hear from Ninjas who are getting big results always starts with 'I decided'."

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/

How do you move beyond the shallow "How's it going?" to have conversations that build deep, meaningful connections? In this insightful episode of the Ninja Selling Podcast, Rob Nelson sits down with one of the Ninja world's OG's and a master of communication, Erik Zimmerman. As a Ninja Selling Coach, Leadership Coach, Instructor, and Leadership Instructor, Erik brings a wealth of experience and a passion for elevating the art of conversation.

Erik shares his philosophy on why he's not a fan of generic pleasantries and how he has intentionally engineered his approach to asking questions that unlock the stories, dreams, and challenges in people's lives. This episode is a deep dive into the nuances of Ninja Habit #8 (50 Live Interviews), moving beyond simply checking a box to creating genuine engagement. Learn the framework for asking better questions: eliminate yes/no queries, use open-ended prompts, let the last answer guide your next question, and get comfortable with silence.

Discover powerful, specific questions like, "What are you most looking forward to?" and how to use follow-up questions to uncover details that allow you to create "wow" experiences for your clients. Erik provides actionable advice and role-play examples that will help you transform your daily interactions, deepen your relationships, and truly change the way you view the world—and how the world views you.

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 Erik Zimmerman: Ninja Coach, Instructor, and "Master Questionnaire"

• Moving Beyond "How's It Going?": The Problem with Shallow Questions

• The Goal of a Great Question: Making the "Film Inside People's Head" Start Rolling

• The Framework for Asking Better Questions: Curiosity, Open-Ended Prompts, and Active Listening

• The Power of Your Reaction: How You Respond to an Answer Drives the Conversation

• Going Deeper with Ninja Habit #8: It's More Than Just 50 "Check-Ins"

• The Role of a "Client Customer Patient Engagement Consultant"

• Specific, Actionable Questions to Start Meaningful Conversations

• The "What Are You Most Looking Forward To?" Question and Its Versatility

• The Importance of Silence: Giving People Space to Think and Share

• Using FORD and Record to Create "Wow" Experiences

• Getting Better at Asking Questions: Practice, Reps, and Listening

Key Takeaways:

• "Stop pretending like you care and just care. If you go into conversations caring, that will be huge."

• "I want this tape inside people's head... called their life to start rolling. I want to hear what's in their head and what's in their heart."

• "Each question, whenever possible, each question is embedded in the answer of the previous question."

• "First think about being in the relationship business and the real estate business will follow."

• "How many questions does it take before I would add somebody to my warm list?"

• "The more the person that's answering the question recognizes my questions are getting more specific, most of the time they sort of... read the room."

• "The questionnaire should be talking no more than 20% of the time. And let's get the person that's hearing the questions to be talking 80% of the time."

• "If you want to get better at anything, what do you do? Practice, practice, practice... Want to be a better question asker? Ask more questions, get more reps, and then really listen to the answer."

• "A great starting place [question is], 'What are you most looking forward to?'"

• "When you ask a good question, be okay with silence."

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/

Happy summer, Ninjas! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, back to the podcast for a special conversation about vision, strategy, and staying in flow. Larry kicks things off with a recap of the annual Guide Camp, a development workshop for Ninja instructors and coaches, highlighting the renewed focus on Ninja Selling's core mission: to change the way the world views salespeople.

The conversation then turns to Larry's big summer project: finishing his highly anticipated new book, Ninja Leadership. Discover Larry's personal strategy for tackling this major endeavor, including how he time blocks his summer, protects his creative energy by working in the early morning hours, and uses a change of scenery to maintain focus and say "no" to distractions.

Finally, Rob and Larry dive into a Q&A session, addressing some of the most common questions from the Ninja Selling Facebook groups. Get Larry's expert advice on how to rebuild a sphere in a new city, what to do when you're struggling to come up with ideas for personal notes (the answer might surprise you), and a powerful, next-level FORD question technique to spark deeper, more meaningful conversations. This episode is packed with inspiration and actionable strategies for your business and life.

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:

• A Recap of Guide Camp 2025 and the Focus on the Ninja Movement

• The Refined Ninja Mission: Changing the Way the World Views Salespeople

• Larry's Summer Project: Announcing the Upcoming Book, Ninja Leadership

• Larry's Strategy for Writing a Book: Time Blocking, Protecting Creative Energy, and Changing Your Environment

• Building Culture in the "Margins" Between Meetings

• Q&A: How to Rebuild Your Sphere After Moving to a New City

• Q&A: The Real Reason You're Struggling to Write Personal Notes (and How to Fix It)

• Q&A: A Next-Level FORD Question to Spark Deeper Conversations ("What's your favorite summertime activity?")

• The "What's in Your Hand?" Follow-Up Question Technique

• How to Use FORD and Record to Create "Wow" Experiences

Key Takeaways:

• Focus on building relationships, not just chasing transactions, to thrive in any market shift.

• To change how the world views salespeople, you must first change how salespeople view themselves and the world.

• Protect the first hours of your day for your most important creative work, as they are often your most productive.

• Physically changing your location can be an effective strategy for saying "no" and creating space for deep work.

• If you're struggling for note-writing ideas, the root problem is likely a lack of "live flow"; increase your conversations.

• To start deeper conversations, ask specific, open-ended questions like "What's your favorite summertime activity?" instead of generic ones.

• Practice active listening by letting a person's last answer guide your next question, allowing you to go deeper.

• The goal of FORD and Record is to uncover details that allow you to create a personalized, high-value "wow" experience.

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/

How do you build a real estate brokerage where 81% of your agents increase their business by an average of 65% in a single year, especially when the overall market is down? You build a Ninja company. Join Eric Thompson as he sits down with Jenny Usaj, the innovative owner of Usaj Realty in Denver, Colorado, and a new addition to the Ninja Coaching team. Jenny provides a masterclass on how she has intentionally and systematically infused the Ninja Selling philosophy into every aspect of her brokerage, creating a culture of incredible support, accountability, and success.

Jenny pulls back the curtain on her proven strategies, detailing the non-negotiable systems that have transformed her company. Learn why every agent is required to attend a Ninja Installation within their first year (and why they pay for it themselves), and how this sets the foundation for a shared language and business approach. Discover how Jenny creates an immersive Ninja environment, from a neon "The System Works" sign on the wall and a "Why Fridge" in the kitchen, to company-supported auto-flow and a game-changing process where her staff prepares real estate reviews for the agents.

This episode is a practical blueprint for any brokerage owner, manager, or team leader who wants to go beyond just introducing Ninja concepts and truly build a high-performance Ninja culture. Jenny shares her weekly sales meeting agenda, her approach to skills-building workshops, and her number one piece of advice for leaders looking to start this journey: get your staff on board first.

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 Jenny Usaj, Owner of Usaj Realty and Ninja Coach

• The Incredible Results: 81% of Agents Increased Business by an Average of 65% in a Down Market

• Why Attending Multiple Installations is Key to Growth and Training

• The Mandatory Ninja Installation Requirement for All New Agents

• Creating an Immersive "Ninja Office" Culture (Neon Sign, "Why Fridge," Note Cards)

• The Structure of a Consistent, High-Energy Weekly Sales Meeting

• Company-Supported Auto-Flow (Newsletters, Emails) and Live-Flow (Event Support)

• The Game-Changing System: Preparing Real Estate Reviews for Agents to Execute

• The Importance of Regular Skills Practice Sessions as a Team

• Jenny's Blueprint for Leaders: Start by Getting Your Staff on Board

Key Takeaways:

• "It's literally on the wall. It says 'the system works' in neon letters."

• "We have a business or sales meeting every Tuesday... Larry said to do it every week. So we've done it every week."

• "Our meetings start with gratitude. We always raise that energy up."

• "I found when it's their own money and it's their own time away from their family... it was a very different experience for them."

• "If the staff or myself can take it off the agent's plate in an administrative way, we want to do it for them so that they are just spending time on their people."

• "The year I adopted real estate reviews was the year I became a listing agent."

• "We have everyone's 'why' on the fridge... it's oftentimes a bit of a collage of everyone's family or a trip they want to take."

• "Having time to practice as a team, to practice and hear what other people are doing has been so invaluable to our agents."

• "Start with your staff, get your staff on board, get some traction there, and then slowly bring it to the agents with one nugget at a time."

• "Ninja has changed my life and I am so grateful and honored to have the opportunity to help other people have that experience."

Links:

• Usaj Realty: https://usajrealty.com/

• 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/

Welcome back to the Ninja Selling Podcast! Today, Rob Nelson sits down with Joseph Chiavatti – Ninja, brokerage owner, and tech entrepreneur – to discuss a common challenge in the real estate industry: the friction involved in sending and receiving referrals. Joseph Chiavatti shares his personal experience of struggling to connect with qualified Ninja agents for outbound referrals, a frustration that led him to develop a groundbreaking solution.

This episode unveils Referral Flow, a new platform designed to streamline the entire referral process for all real estate agents, and its integrated component, the new Find a Ninja tool. Discover how Referral Flow addresses the pain points of finding, vetting, and managing referral partners. Learn about the "Confidence Score" that ranks agents based on experience, production, and platform activity, and how the platform facilitates seamless referral agreements and milestone tracking.

For Ninjas, this is especially exciting! Joseph Chiavatti explains how FindaNinja.com now leverages the power of Referral Flow, offering Ninja Installation graduates and active coaching clients a complimentary premium subscription. This enhanced tool allows Ninjas to easily connect with like-minded professionals who understand and practice the Ninja Selling system. Learn how to claim your account, update your profile, and start building a robust, reliable referral network.

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 Joseph Chiavatti: Ninja, Brokerage Owner, and Tech Entrepreneur

• The Problem: Friction and Frustration in the Real Estate Referral Process

• Joseph Chiavatti's "Aha!" Moment: The Need for a Better Way to Connect Agents

• Introducing Referral Flow: A Platform for All Agents

• Key Features: Confidence Score, Verified Sales Data, Peer Reviews

• Streamlining the Process: Automated Referral Agreements and Milestone Tracking

• The New Find a Ninja: Powered by Referral Flow for Enhanced Ninja-to-Ninja Connections

• Complimentary Premium Access for Ninja Installation Graduates and Coaching Clients

• How to Claim Your Account and Get Started on FindaNinja.com

• The Vision for Referral Flow: Removing Friction and Adding Value for the Entire Industry

• The Importance of Building Your Professional Referral Network

Key Takeaways:

• "I want my clients to have great representation and have a great experience."

• "For the modern real estate agent, it's worthy of consideration to build not just your client relationship, but your professional relationships so that you can make referrals a part of your business model."

• "When you pick up the phone, [you want to] get the same vibe from them that I give to my clients. Because not only is my reputation on the line... but also I have a referral fee on the line as well."

• "Find a Ninja just didn't have the capability to help with [managing the referral process]."

• "[Referral Flow has a] professional database of verified people that they actually get a positive benefit from going in and keeping information up to date."

• "[Referral Flow has a] dashboard experience, and then being able to track all the referrals that you have coming in and out of your business as well."

• "Referral Flow is completely agnostic to brokerage. It's completely agnostic to referral networks. So we welcome all agents."

• "Ninja Selling owns now findaninja.com and findaninja.com gives you a, within our platform, gives you a specific experience that ninjas will be familiar with."

• "Anybody who has been through a Ninja installation, we already have your account ready for you. You just have to come and claim it."

• "Don't neglect referrals in your business. Have conversations with your clients that you have an amazing network of people that you can connect them with..."

Links:

• Find a Ninja: FindaNinja.com

• Referral Flow: ReferralFlow.co (Use [email protected] for assistance)

• 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 sits down with "Ninja Jack" Affleck, a top-producing real estate broker with Slifer, Smith & Frampton in beautiful Vail, Colorado. Recorded on location in Vail, this episode explores how to successfully apply Ninja principles in a unique resort market. Jack shares his inspiring journey, from his previous career as the iconic resort photographer for Vail Resorts to becoming a leading real estate professional, and how he's achieved his best year ever and best start to a year by embracing authentic Ninja practices.

Discover how Jack leverages his stunning photography in his marketing, creating a genuine connection with clients who love Vail. Learn about his creative "hospitality satchels" – fun, personalized gifts for people he meets on the ski lift or golf course – and how these simple gestures build rapport and open doors. Jack also discusses the challenges and strategies for staying in flow with clients who are often not in town, emphasizing the importance of consistent, authentic communication and sharing his passion for the Vail lifestyle.

This episode delves into Jack's evolution with real estate reviews, from initial apprehension to a breakthrough approach of asking for feedback and focusing on providing value without immediate valuation. He also highlights the critical role of Ninja Coaching with Lisa Connors in his success, focusing on accountability, support, and refining his systems. Whether you're in a resort market or not, Jack's story is packed with actionable takeaways on building genuine relationships, leveraging your unique strengths, and finding joy and success in your real estate business.

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 "Ninja Jack" Affleck from Slifer, Smith & Frampton in Vail, Colorado

• Jack's Record-Breaking Success: Best Year Ever and Best Start to a Year

• The Power of Authentic Flow: Connecting Genuinely with Clients

• Jack's Unique Background: From Vail Resorts Photographer to Top Real Estate Broker

• Leveraging Personal Brand: Using Iconic Vail Photography in Marketing

• Creative Connection: "Hospitality Satchels" for Ski Lifts and "Birdie Bags" for Golfers

• Staying in Flow in a Resort Market: Connecting with Part-Time Residents

• The Hot & Warm List Business Tracker: Maintaining a Realistic Dashboard and Motivation

• Jack's Evolution with Real Estate Reviews: From RPRs to Value-Focused Market Updates

• The Breakthrough: Asking for Feedback on Real Estate Reviews

• The Importance of Personalized, Authentic Marketing (vs. "Canned" Content)

• The Value of Ninja Coaching: Accountability, Support, and System Refinement

• Jack's Commitment to Ninja: Multiple Installations and Ninja Now Attendee

Key Takeaways:

• "The thing that I began much, much more of is to become more and more in flow with my people because they're not in town."

• "[Lisa Connors] has encouraged me to really be me with my people and share who I am with them and be genuine."

• "If it's gonna be a postcard, if it's gonna be something that's gonna be in their inbox, it has a piece of me. It's with my voice, and it's not something that's canned."

• "I really enjoy my clients become my friends. And they enjoy hearing from me and I enjoy reaching out and sharing my life with them..."

• "[The hospitality satchel is] basically a survival kit if you fall in a tree well... everything you need to survive is right here and oh, so there may be a need for my card as well."

• "When you think about somebody, call them. Write something, text them. Let them know that you're thinking about them."

• "By looking at the business tracker, what it does is it helps me find out where they are in their mindset and help me understand how I can best serve them."

• "[The breakthrough with real estate reviews was] asking them for their opinion on it... I need you to help me to be better."

• "If you have the opportunity to make something that is truly genuine to you... that is what your people want."

• "Accountability is so, so critical because we think that we're doing all the things that we are."

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 exciting new chapter in the Ninja Selling community! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, to the podcast for a special episode. They reminisce about the legendary sales meetings at The Group Real Estate, which were instrumental in building its high-performance culture and achieving remarkable productivity (averaging 52 transactions per associate!). Larry shares the core principles behind those impactful meetings – ethos, logos, and pathos – and how they fostered energy, collaboration, and real business results for attendees.

The conversation then pivots to an exciting announcement: Ninja Selling is launching a monthly, complimentary, 30-minute "Ninja Sales Meeting," hosted by Larry Kendall himself! Starting July 7th at 8:00 AM Mountain Time, this live online meeting aims to provide ninjas with actionable takeaways, skill-building insights, and a valuable return on their time investment. Larry outlines the vision for these meetings, focusing on addressing current market challenges (like pricing strategies), helping ninjas improve their business and life, and fostering a stronger sense of community within the Ninja Nation.

Learn how these meetings will be structured, how to submit questions for Larry to address, and why now is the perfect time to bring back this powerful tradition in a new format. This episode is a must-listen for any Ninja looking to gain regular insights from Larry, connect with the broader community, and continuously elevate their business.

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. To register for the Ninja Sales Meeting and subscribe for updates, visit ninjaselling.com and look for the subscribe link in the upper left corner, and follow Ninja Selling on Facebook and Instagram.

Episode Highlights:

• Reminiscing with Larry Kendall: The Legendary Sales Meetings at The Group Real Estate

• The Impact of Sales Meetings: Building Culture and Driving Productivity

• Larry's Philosophy: The Three Keys to Persuasion in Meetings (Ethos, Logos, Pathos)

• How Sales Meetings Make Agents Money: Collaboration and Deal Creation

• The Evolution of Meetings: Adapting to Changes in Technology and the Industry

• Larry's "List": Revisiting Powerful Practices That Were Discontinued

• Exciting Announcement: The Launch of the Monthly Ninja Sales Meeting with Larry Kendall!

• Format and Goals: 30 Minutes, Complimentary, ROI-Focused, Actionable Takeaways

• Topics to be Covered: Addressing Current Challenges (e.g., Pricing), Business & Life Improvement

• Q&A Segment: Submit Your Questions for Larry

• How to Register and Stay Informed About the Ninja Sales Meeting

• Why Now? The Need for Connection, Community, and Continuous Learning

Key Takeaways:

• "A sales meeting is the culture point of your office. If you have great meetings, attendance will soar, tribe gets bigger, stronger, they get more connected."

• "I come to that meeting and that meeting makes me money. I do deals based upon what happens in that room."

• "There are three keys to persuasion, ethos, logos and pathos."

• "The goal [of the Ninja Sales Meeting] is return on investment... when you're done, you're going to say that was a really valuable 30 minutes to me. I got an idea that's going to put a transaction together for me."

• "How can we help somebody improve their business or their life? What can we do? What are some takeaways that they can have...?"

• "The most productive [teams]... meet many of them daily... They certainly meet on a weekly basis. That tells me they find the value in having a get together."

• "If you get a group of really good salespeople together and they start sharing what they have and what they know... deals will start to occur."

• "[The Ninja Sales Meeting] will further our mission of helping to change the industry, change the way salespeople are perceived, build a culture and a tribe of ninjas..."

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/

Is it possible to achieve your biggest results yet while actually working less? Absolutely! Join Eric Thompson on the Ninja Selling Podcast as he welcomes Deanna Foreman of Coldwell Banker Vanguard Realty in Jacksonville, Florida, and her Ninja Coach, Jon Hill. Deanna shares her inspiring journey of how she achieved her best first quarter ever (17 closings!) and is on pace for her best second quarter, all while reclaiming her time and creating better work-life harmony.

Deanna, a dedicated Ninja who has attended six installations and Ninja Now, discusses the pivotal decision to "level up" her business and engage with coaching. Learn how, with Jon's guidance, she shifted from working "25/8" (as her daughter affectionately put it) to implementing intentional business hours, taking Sundays off, and focusing her efforts. This episode explores the power of mindset, the importance of setting clear expectations with clients, and the courage to say "no" to situations that don't align with your value (like requests for commission discounts).

Discover Deanna's practical strategies, such as her "monthly admin day" for proactive planning, and how simple tools like a timer can create focus and urgency. Jon Hill shares the coach's perspective on Deanna's remarkable progress, highlighting her commitment as a "100% implementer" and her willingness to step outside her comfort zone. This conversation is packed with actionable takeaways for any agent looking to boost their productivity, protect their time, and build a more fulfilling business.

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 Deanna Foreman (Coldwell Banker Vanguard Realty, Jacksonville, FL) & Ninja Coach Jon Hill

• Deanna's Record-Breaking Q1 2025: 17 Closings and on Pace for Best Q2

• The "Why" Behind Deanna's Multiple Installation Attendances: Mindset Reset and Continuous Learning

• The Decision to Level Up: Deanna's Commitment to Growth

• From "25/8" to Work-Life Harmony: Implementing Business Hours and Taking Sundays Off

• Setting Expectations with Clients: Communicating Availability and Value

• The Power of Intentionality: Working Smarter, Not Harder

• Deanna's "Monthly Admin Day": A Strategy for Proactive Planning

• Red Flags: Recognizing and Addressing Requests for Commission Discounts

• The "100% Implementer": Deanna's Commitment to Taking Action

• The Value of Coaching: Accountability, Mindset Shifts, and Strategic Guidance

Key Takeaways:

• "This is my fifth installation. I have increased my business every year since... I'm gonna take my business to the next level."

• "[The installation is] a complete reset... you're getting different things from it because depending on where you are in your business and in your life, you're going to take different things from it."

• "I'm my own biggest competitor, and I'm just constantly striving for whatever I feel is next."

• "In order to... go to the next level... we need to go slower to go faster. We need to fill your cup."

• "[My daughter] would say, 'Mama, you work 25/8. Like, what are you doing?'"

• "I'm much more intentional during the time that I am working."

• "[Using a timer] makes you focus and keep things going. And you're always racing the clock. So it's almost like a game."

• "If someone is asking for a discount, they don't recognize the value, the true value you bring to the table."

• "She is someone that, once we agree on a call, I have zero doubt that... she will go out there and try. She will take what we talk about and put it into action."

• "I recognize that all growth happens outside of your comfort zone."

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 Rob Nelson and Peter Parnegg  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/