From Lead-Gen Team to Ninja Approach

In this Best Year Yet episode, Eric Thompson interviews Derek Walden, a Wichita, Kansas–based agent with At Home Wichita, who more than doubled his business in 2025. Derek closed 56 transactions for approximately 15 million in volume while raising a large family of eight children, with another on the way. He shares how shifting away from a lead heavy, grind based team model and embracing the Ninja approach transformed both his results and his quality of life.

Derek describes his early years on a lead generation focused team as a hamster wheel that did not align with his values or his family priorities. Discovering Ninja Selling introduced a relationship centered model built on service, trust, and depth rather than volume and pressure. In 2025, Derek produced his best year yet by staying persistent, tracking his numbers closely, prioritizing meaningful live conversations, and building business with people who know, like, and trust him.

A key theme of the conversation is depth over small talk. Drawing from his military background, Derek explains how he naturally gravitates toward substantive conversations and emotional connection, which has become a differentiator in his real estate business. He focuses on long, intentional one on one interactions rather than high frequency surface level contacts, creating an integrated business that feels natural rather than exhausting. With the support of Ninja Coaching and Coach Mark Johnson, Derek also shares how coaching helped him live more on purpose, stay inspired, and remain accountable to the fundamentals that drive consistent growth.

• Relationship based business scales better than lead based grinding when aligned with your values and life priorities.
• Persistence compounds over time and momentum builds like adding cars to a train year after year.
• Deep conversations outperform small talk by creating trust, emotional connection, and long term loyalty.
• Tracking your numbers creates clarity and confidence in decision making and business planning.
• Live conversations do not need to be high volume if they are meaningful, intentional, and unhurried.
• Auto flow can be simple and personal through consistent mail, newsletters, and authentic updates.

"If you work hard and do the right things, good things will happen."

"I hate small talk."

"When it's a friend calling, it doesn't feel like work."

"This year didn't feel like a treadmill."

"I believe an integrated life is a powerful life."

"I was created to love and serve others."

"Just relax, take a deep breath, and focus on what you can control."

"Coaching helped me move from living on accident to living on purpose."

"I've never had a conversation where I wished I hadn't had it."

Links:

• Website: https://ninjaselling.com/ninja-podcast/
• Email: TSW@NinjaSelling.com
• 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/
• Derek Walden: https://www.athomewichita.com/agent/derek-walden/