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

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

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

Key Takeaways

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

Memorable Quotes

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

Links

• Website: https://ninjaselling.com/ninja-podcast/
• Email: [email protected]
• Phone: 1-800-254-1650
• Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast
• Facebook: http://www.facebook.com/NinjaSelling
• Instagram: https://www.instagram.com/ninjasellingofficial/
• LinkedIn: https://www.linkedin.com/company/ninjaselling
• Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
• Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
• Gavin Vargas: https://www.windermere.com/directory/agents/gavin-vargas