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/

Can real estate reviews be effective in geographic farming? Join Rob Nelson and Eric Thompson in this candid and unscripted episode of the Ninja Selling Podcast as they tackle this frequently asked question from the Ninja Nation. Inspired by a conversation with fellow Ninja Greg Roeder, Rob and Eric dive into the often-debated topic of incorporating real estate reviews into your farm strategy, sharing personal experiences and actionable insights.

In this open and honest discussion, Rob recounts a personal anecdote of how a simple act of neighborly connection, sparked by a beautifully remodeled home, led to unexpected farming opportunities. Eric expands on this, sharing success stories and cautionary tales of agents using real estate reviews in farming, emphasizing the crucial element of authentic, live interaction. They explore what truly works in geographic farming, moving beyond outdated, ineffective methods to focus on building genuine relationships and long-term investment.

Tune in to gain a fresh perspective on geographic farming and learn how to integrate the power of real estate reviews while staying true to the core Ninja principles of relationship-based selling and avoiding "practicing" on potential clients. Discover the importance of authenticity, long-term vision, and live interaction in creating a successful and meaningful farm.

Episode Highlights:

• Addressing the #1 Question: Real Estate Reviews and Geographic Farming

• Rob's Personal Story: Neighborly Connection and Unsolicited Farming Opportunities

• Is it "Ninja" to Farm with Real Estate Reviews? Balancing Relationships and Farming

• Eric's Insight: Real Estate Reviews as a Neighborhood Icebreaker

• The Importance of Sphere First: Mastering Your Database Before Farming

• Beyond Mailers: The Necessity of Live Interaction in Farming

• What Doesn't Work in Geographic Farming: Generic Mailings and Lack of Connection

• What Does Work: Long-Term Mindset and Authentic Engagement

• Pick Your Pickleball: Finding Your Authentic Way to Connect Live

• Authenticity and Affinity: Farming Neighborhoods You Truly Love

Key Takeaways:

• “The question, the knee jerk reaction to this question is, well, you don't [use real estate reviews for farming]. Right. The real estate reviews are something where you've already established the know you like you, trust you relationship.” - Rob Nelson

• “...there is a ninja way to do a geographic farm.” - Rob Nelson

• “...farming is the icing on the cake. The sphere is the cake. Farming Is icing on the cake…” - Eric Thompson

• “What makes farming work is when you can get live with people.” - Eric Thompson

• “Mailing real estate reviews is completely ineffective without follow up.” - Eric Thompson

• “...you have to get live with people and do things that are authentic to your personality. Do things that you would find to be fun and engaging and enjoyable.” - Eric Thompson

• “Pick your pickleball.” - Rob Nelson

• “You need to farm neighborhoods that you love and that you love the nuance of.” - Rob Nelson

• “...your own neighborhood is a great place to start.” - Eric Thompson

• “FedEx doesn't deliver junk mail.” - Rob Nelson

Links:

Website: www.NinjaSelling.com/Podcast Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: www.facebook.com/TheNinjaSellingPodcast Facebook: 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: www.NinjaSelling.com/course/ninja-coaching/

Join Eric Thompson and Rob Nelson, CEO of Ninja Selling, for a special "Tales from the Road" episode of the Ninja Selling Podcast. Fresh from attending multiple industry conferences, Rob shares his keen observations and actionable takeaways for real estate professionals navigating the current market. This episode explores key themes emerging from these events, including shifting attendance trends, the stark contrast between agents who are thriving and those who are struggling, and the critical role of leadership mindset in shaping company culture and success.

Discover why "showing up" – both physically at industry events and mentally with a positive, opportunity-focused outlook – is more important than ever. Rob highlights the "great divide" among agents and the power of focusing on abundance rather than scarcity. Learn how market dynamics can vary significantly even within similar demographics, emphasizing the need for agents to adapt and pivot their strategies. The discussion also delves into the vital role of leadership in clarifying the future, fostering optimism, and empowering agents to overcome decision fatigue and embrace change.

This episode is a call to action for all real estate professionals, especially leaders, to cultivate a player mindset, embrace opportunities, and guide their clients and teams toward a successful and fulfilling future in real estate.

Episode Highlights:

• Introduction to "Tales from the Road" with Rob Nelson, CEO of Ninja Selling

• Shifting Attendance Trends at Industry Conferences: Who's Showing Up and Why?

• The "Great Divide" Among Real Estate Agents: Optimism vs. Fear

• Varying Market Dynamics: Understanding the Nuances of Your Local Area

• The Critical Role of Leadership Mindset: Scarcity vs. Abundance

• Company Culture Reflects Leadership Personality: The Contagious Nature of Mindset

• Clarifying the Future: The Leader's Job in Times of Uncertainty

• Embracing Change as the Driver of Real Estate Transactions: 4 million vs 6 million.

• Helping Clients Overcome Decision Fatigue: Coaching Through Uncertainty

• The Power of the Warm List: Identifying and Nurturing Potential Opportunities

• Focusing on Value and Relationships: The Key to Success in Any Market

• Celebrating Industry Events and the Power of Connection

Key Takeaways:

• "People are not showing up the way they once did... attendance [at industry events] was down."

• "There was a little bit of a distillation of who was there...There were so many people that are crushing it... And simultaneously, there are some people that are straight up freaked out."

• "Our sentiments and our mindset as leaders... are more important than ever right now because people are sensitive to what leadership is saying."

• "The company takes on the personality of the leader." - As taught by Larry Kendall

• "The leader's job is to clarify the future." - As taught by Larry Kendall

• "...regardless of my mindset right now, people are going to continue to experience change in their lives. And change is what drives the real estate transaction."

• "Those that can coach their clients through decision fatigue... [are] giving themselves permission to consider that the best loan they ever got in their life... may not be the loan that that helps them live their life."

• "... if you're doing real estate reviews right now, if you're in touch with the buyers and sellers that you served at that period in time, people are surprised what's happened."

• "The people that chose to show up at these conferences were the people that saw the opportunity. The other ones are sitting at home waiting for the opportunity."

• "...if you have that conversation about Ford in somebody's living room and they bought their house during the pandemic, something is going to come up."

Links:

Website: www.NinjaSelling.com/Podcast Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: www.facebook.com/TheNinjaSellingPodcast Facebook: 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: www.NinjaSelling.com/course/ninja-coaching/

In this exciting episode of the Ninja Selling Podcast, host Eric Thompson interviews Fancy Rutherford live from the Ninja Installation! Join them during a lunch break on the final day of the Installation to get a fresh, first-hand perspective on the Ninja Selling experience. Fancy, a successful real estate agent in the Truckee and North Lake Tahoe resort market, shares her initial takeaways and insights as a first-time attendee.

Eric and Fancy delve into her unique background as a professional snowboarder and how the persistence, resilience, and sales skills honed in that career have seamlessly translated to her thriving real estate business. Listeners will hear how Fancy's natural inclination to serve and build relationships, exemplified by her proactive client care during a heavy snowfall season, already embodies Ninja principles. Discover her “light bulb explosion” moment regarding pre-listing packets, and her commitment to integrating the Ninja 5 into her daily routine. Tune in to hear Fancy’s genuine enthusiasm and discover why she believes the Ninja Installation is a must-do for anyone serious about taking their real estate business to the next level.

Find even more inspiration and practical advice within the Ninja Selling Podcast Facebook group. Share your feedback by leaving a voicemail at 1-800-254-1650. Explore upcoming Ninja Selling Events and unlock personalized guidance with Ninja Coaching.

Episode Highlights:

Introduction to Fancy Rutherford and Live from Ninja Installation Market Focus: Truckee and North Lake Tahoe Resort Properties From Professional Snowboarder to Real Estate Success Transferable Skills: Persistence, Resilience, and Self-Promotion $17 Million in Sales Volume and Early Success Being a Ninja Before Knowing Ninja: Client Care During Snowstorms Service and Value Leading to Unexpected Transactions Building Client Relationships Through Lifestyle Connection Becoming a Conduit to the Resort Lifestyle Art Show Client Event: Fostering Community Three Big Takeaways from the Ninja Installation (So Far!) Takeaway 1: Committing to the Ninja 5 Daily Habits Mindset, Skill Set, and Action: Keys to Success Takeaway 2: The Power of Larry Kendall and the Ninja Process Process-Focused Approach for Client Comfort Ninja System Works Across Markets and Personalities Takeaway 3: Pre-Listing Packet Game Changer The Impact of a Printed, Overnighted Pre-Listing Packet Gesture of Care and Standing Out from the Competition Print vs. Digital and Kinesthetic Learning Final Thoughts and Recommendation to Attend Ninja Installation

Key Takeaways:

“Persistence and understanding what challenges are possible to overcome… and not knowing when [clients] have the fear of the unknown, being able to walk them through that next step.”

“As a ninja, we don't take a transactional mindset… We take a long term approach. We're always looking at ways to help and to serve and add value. Always looking for ways to be relevant.”

“I have been a peer to my clients. I think truly that's the biggest thing, making these connections… We can just have a human to human conversation as opposed to it being a transactional conversation.”

“Larry Kendall is incredible. The way that he absorbs energy from the people around him and the way that he adjusts for each situation… and has such a process for working with buyers and sellers and community members to really make people comfortable.”

“The idea of… having a listing packet that is professional delivered to their door before you even get over there and see them was earth shaking – a game changer.”

“It's the gesture of wow, you care.”

“Coming together in a room with a hundred people who are all focused on their careers and getting to learn from a ninja master has been eye opening.”

Links:

Website: www.NinjaSelling.com/Podcast Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: www.facebook.com/TheNinjaSellingPodcast Facebook: 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: www.NinjaSelling.com/course/ninja-coaching/

Guest Contact:

Fancy Rutherford Tahoe Mountain Realty

Eric Thompson welcomes Amy Balewicz, a real estate Ninja from the Boston area, to the podcast today for an in-depth discussion regarding strategies for achieving remarkable success. Delving into Amy's journey of making a million dollars in real estate and increasing her business by 43% year over year, our duo focuses on leverage, learning how to create a lifestyle that suits individual needs, and how to get better results by carefully managing time and energy. Today, you will also discover the secrets behind Amy's achievements, learn about actionable steps to elevate real estate sales by setting ambitious yet attainable goals, the importance of affirmations, and how to effectively implement the Ninja Selling systems. 

Amy shares the pivotal moment at the Ninja Installation that inspired her to set a million-dollar income goal, which became a reality through consistent effort and a supportive coach. The conversation digs deep into her strategic team building, specifically how she leveraged buyer's agents and support staff to free up her time. She also shares the effectiveness of intentional client communication and community-focused marketing. Amy's journey is a testament to the power of strategic delegation, intentional client communication, and community-focused marketing, demonstrating how a commitment to personal and professional growth can unlock unparalleled success in the competitive real estate market.

Episode Highlights:

• Goal Setting and Affirmations

• Leveraging Your Time and Team

• Building a Successful Team

• Client Communication Strategy

• High-Value Relationships

• Autoflow Marketing

• The Power of Coaching

• Seller Process Mastery

Key Takeaways:

"I felt that I could do it, and I felt that with the first year that I did the Ninja, I could really dive in and be more intentional."

"Regardless of what your goal is, what your income goal is, or your time commitment goal, what I think is relevant to everyone is how to leverage yourself."

"My strength is the relationships, you know, leaning into the relationships I have, building new relationships, networking."

"But it's more about how can we bring value to people because I don't want to seem too salesy."

"They trusted the process, these clients, and they trusted the process because you laid out a process for them."

"It's hard to have a team that sticks together for longevity, but we've been together, and everyone's happy."

Links:

Links: www.NinjaSelling.com/Podcast Email: [email protected] Phone: 1-800-254-1650 Podcast Facebook Group: www.facebook.com/TheNinjaSellingPodcast FB: www.facebook.com/NinjaSelling Insta: @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: www.NinjaSelling.com/course/ninja-coaching/

Amy Balewicz Homes

This week, host Rob Nelson welcomes back Ninja Instructor Peter Parnegg, fresh off the road from teaching across the Midwest and South. Peter shares his insights into the pervasive "sales paranoia" that plagues many real estate agents, and together, he and Rob break down practical strategies to overcome this fear and build genuine connections with clients. 

This insightful conversation delves into the root causes of sales reluctance, highlighting the fear of being perceived as "salesy." Rob and Peter discuss the power of projection, the importance of shifting focus from self to client, and practical techniques for initiating conversations. The episode provides a deep dive into Ninja Selling Habit #8 (50 Live Interviews), and how that and other habits such as time-blocking and using the F.O.R.D. method can help achieve professional goals. They also go on to demonstrate how the Ninja Selling Success Formula can be used to easily understand and fix your business - an episode you literally cannot afford to miss!

Episode Highlights:

• Understand the common fear of being "salesy" and how it hinders real estate agent performance

• Shift the focus from personal anxieties to the needs and lives of clients to foster authentic relationships

• Recognize how personal fears can be projected onto clients, and learn to attract positive interactions

• Master the art of initiating conversations without feeling intrusive, using the F.O.R.D. method (Family, Occupation, Recreation, Dreams)

• The importance of intentional connection 

• Ninja Selling Habit #8 - 50 Live Interviews: Learn how to integrate this crucial habit into your weekly routine, even with a busy schedule

• Discover the components of autoflow and live flow

• Use social media platforms like LinkedIn to connect with clients authentically and maintain top-of-mind awareness

• Embracing "Flow" and making it about other people, not you

Key Takeaways:

"Everybody loves to buy, but nobody wants to be sold. Crack that code."

"Fear and guilt stem from making calls about yourself, not the other person."

"We attract the objection we are most afraid of. It's all about energy."

"Every time you think of someone, they probably just thought of you."

"Flow fixes everything. It fixes your business and your soul."

"Make it about them, not you. They'll find your calls and items of flow valuable."

"A good opening move is crucial. Make your intentions clear and honest."

"Intentionality and recording are key. Get it off your to-do list and into your calendar."

"The Ninja Success system reduces business planning to a formula, not a mystery."

Links:

www.TheNinjaSellingPodcast.com

Email: [email protected]

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Join Eric Thompson on the Ninja Selling Podcast as he welcomes back three-time guest Joe Robert of Rev Real Estate in New Orleans, along with his Ninja Coach, Mark Johnson. This episode is a deep dive into building and leveraging your hot and warm list, revealing strategies that have fueled Joe's incredible success. You'll learn how Joe and his business partner, Brett, have amassed over $23 million in potential volume within their hot, warm, and "hot and confused" lists, and the actionable tactics they use to convert these prospects into clients.

Joe shares his top takeaway from the Ninja Now workshop – using social media to "pull" information about clients rather than "pushing" marketing messages. Discover how he uses this strategy to engage with his sphere on a personal level, build authentic connections, and stay top-of-mind. The episode also covers "Mansion Mondays," Joe and Brett's creative approach to matching properties with potential buyers, fostering a mindset of service and opportunity.

Mark Johnson provides the coaching perspective, highlighting the importance of understanding the "why" behind a client's placement on the warm list and the steps to move them towards their goals. He emphasizes the power of consistent follow-up, building trust, and being a valuable resource for your network. This episode is a must-listen for any agent seeking to enhance their lead generation, build stronger client relationships, and maximize the potential of their hot and warm lists.

Episode Highlights:

• Welcome back to three-time guest Joe Robert, and introduction to Ninja Coach Mark Johnson

• The Power of the Hot and Warm List: $23 Million in Potential Volume

• Defining the Hot, Warm, and "Hot and Confused" Client Categories

• Joe's Ninja Now Takeaway: "Pulling" Information from Social Media

• Building Authentic Connections through Personalized Outreach

• "Mansion Mondays": Matching Properties with Potential Buyers

• The Importance of Consistent Follow-Up: Calls, Texts, and Video Messages

• Understanding the "Why" Behind a Client's Placement on the Warm List

• Mark Johnson's Coaching Perspective: Accountability, Strategy, and Mindset

• Moving Clients from "Warm" to "Hot": Providing Value and Building Trust

• The Power of Referrals: Building a Network of Advocates

• Joe's 300-Email Challenge: Engaging with the Ninja Nation

Key Takeaways:

• "People don't always raise their hand when they need help, but a great teacher knows the ones that do."

• "It's much easier to make those calls and connect with them if you're connecting with them through [social media] instead of pushing out, you know, hey, I had this great month of production… It's better to be interested than interesting." 

• "Instead of 60 or 70 transactions, you know, it's 60 or 70 families that we're going to serve this year. You know, it's not 50 contacts. It's 50 people I get to have conversations with." 

• "I will just put that down on my list of the live interactions that I'm supposed to have. We're supposed to be, you know, talking with 50 people a week and making sure that we're involved in their lives." 

• "I think a lot of people have a misconception that if I'm looking on social media and then I call you, it's a. It's an odd thing, but really all it is is just showing interest."

• "I know that you're super busy...I just wanted to say I'm proud of you, super pumped for you. If you have time, maybe let's get together afterwards and you can talk me through what that was like, what the experience was." - Joe Robert on his video text strategy.

Links:

• Joe Robert's previous Ninja Selling Podcast episode: https://ninjaselling.com/?post_type=podcast&s=joe+robert

• Joe Robert's Agent Profile: https://reverealtors.com/agents/Joe_Robert/8374308

• www.TheNinjaSellingPodcast.com
• Email: [email protected]
• Leave a voicemail at (208) MY-NINJA
• Ninja Selling
• www.NinjaSelling.com
• @ninjasellingofficial
• Ninja Coaching:
• www.NinjaCoaching.com
• @ninja.coaching
• Ninja Events
• www.NinjaSelling.com/Events
• The Ninja Selling Podcast Facebook Group
• Ninja Coaching Book Study
• Ninja Mastery
• Ninja Selling by Larry Kendall
• Ninja Sailing

Get ready to be inspired! On this episode of the Ninja Selling Podcast, Eric Thompson welcomes Ninja agent Lori Chamberlain and her coach, Lisa Connors, to uncover the powerful strategies behind Lori's consistent success. Prepare to learn how Lori turned a commitment to real estate reviews and client events into a thriving business and a loyal client base. This episode is packed with actionable insights for anyone looking to boost their transaction numbers and cultivate raving fans through genuine connection and value.

Lori shares her incredible story of how she transformed her approach to real estate reviews, turning 80 mailed reviews into an impressive 15 transactions in just a few months! Lisa Connors, Lori's Ninja Coach, provides context on the "40 Real Estate Review Challenge" that sparked Lori's ambitious goal. You'll hear Lori's journey from initial hesitation to becoming a real estate review convert, and the simple yet effective follow-up system that made all the difference.

Beyond reviews, Lori reveals her secrets to creating memorable client events that build deep relationships and generate lasting loyalty. From her legendary annual Easter egg hunt drawing 500 people to creative events like taco trucks and outdoor movie nights, Lori demonstrates how to authentically connect with her community and turn events into opportunities for meaningful touchpoints and forward conversations. Learn how to replicate Lori's success and turn your real estate reviews and client events into powerful engines for business growth and client advocacy.

Episode Highlights:

• Meet Ninja Agent Lori Chamberlain and Ninja Coach Lisa Connors

• Lori’s Remarkable Real Estate Review Results: 80 Reviews Yield 15 Transactions!

• The Ninja Coaching "40 Real Estate Review Challenge" and Lori's Exceeding of that Goal

• Overcoming Fear and Embracing Real Estate Reviews: Lori's Mindset Shift

• The Power of Mailed Real Estate Reviews vs. Email: Why Paper Makes a Difference

• Lori's Simple Follow-Up System: Texting for Feedback and Engagement

• Turning Real Estate Reviews into a Repeatable and Manageable System

• Building Raving Fans Through Client Events: The Legendary Easter Egg Hunt

• Creating Meaningful Touchpoints at Events: Popcorn Machines and Ticket Strategies

• Mixing Up Events: Taco Trucks, Movie Nights, and More Creative Ideas

• The Value of Ninja Coaching: Accountability, Strategic Ideas, and Encouragement

• Why Lori is a Coachable Client and the Keys to Coaching Success

• The Importance of Gratitude in Business and Life

Key Takeaways:

• “I had been to Ninja Installations and I had been through all of the training… but I would get to the point of printing them off and then go to call them to set up the appointment, and that's where I'd stumble. And it was literally just fear of making the next step to calling.”

• “I just ripped off the band aid and did four with people I knew would love it no matter what it was… it wasn't that hard.”

• “Consistency over time yields results. And real estate reviews are not a quick fix… but you're planting seeds and you're bringing value to your people, and that's the key.”

• “We send out invitations to the Easter egg hunt. We'll put it on social media for the neighbors that are not my A clients. We'll text the A plus clients to make sure they're. They've got the invitation.”

• “I usually stand by the popcorn machine because everybody can come up and get as much popcorn as they want, but it's lit there, so I can see their faces a little bit better. Then we can carry on full conversations.”

• “Having [Lisa] consistently there with me, knowing I could count on her to not be judgmental at all, that I hadn't done anything for weeks, but to be able to be encouraging and understanding, that was super helpful.”

• “Lori is coachable. She is open to being accountable to learning to really digging in and figuring things out. And she's open to creativity and like she said, strategic ideas.”

Links:

www.TheNinjaSellingPodcast.com

Email: [email protected]

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing