In this Best Year Yet episode, Eric Thompson interviews Belle Caplis, a Brooklyn based Compass agent on the Bateman Fields team. Belle shares how she grew from 9 million in sales volume to 23.6 million in 2025, increasing from 11 to 25 sales transactions, while also expanding rentals and referral business. Belle's story is especially compelling because her real estate career began in March of 2020, just days before New York City shut down. With the city locked down and her new career uncertain, she found structure and community through a Compass recovery meeting that led her to Ninja Selling and a powerful accountability practice called the 10 at 10. Three times a week, Belle joined a Zoom session, started with gratitude, then turned cameras off and called 10 people using FORD questions before regrouping to report back. That early rhythm gave her confidence, listening skills, and the ability to build trust fast, which later made her highly effective even with Zillow leads, where she routinely stayed on calls 30 to 40 minutes to deepen connection.
Belle explains that her 2025 growth came from two main shifts. First, she became much better at follow up after open houses, using specific, personalized follow up tied to what the person said and continuing to deliver value through listings, pricing strategy, and education rather than generic check ins. Second, she leaned fully into education and service across her sphere by giving real estate advice freely, offering to find answers when she did not know them, and becoming the person people consult for clarity. Belle's approach is rooted in what she calls rigorous honesty, transparency, and risk analysis. She promises clients she cannot control outcomes, but she can control how honest and clear she is, and she builds deep trust by pointing out both pros and potential risks so clients can make confident decisions. She closes by encouraging listeners to be imperfect, take small steps, be honest about what they are not doing, and start again tomorrow.
Key TakeawaysAccountability creates momentum and Belle's early 10 at 10 practice built confidence, consistency, and relationship skills fast
FORD questions are a business builder because they shift the focus to people, create trust, and help you listen for what matters
Attraction over promotion works because you do not need to announce you are an agent, you just lead with curiosity and care
Trust building beats pretending and the phrase "I'm not one hundred percent on that, so I'll get back to you very soon" protects credibility and creates natural follow up
Longer first conversations create faster trust and Belle's ability to stay connected for 30 to 40 minutes helped her convert leads at a higher level
Open house follow up is a growth lever when it is specific, personal, and value based rather than generic check ins
Education is a referral engine when you freely explain pricing strategy, negotiation, and why listings sell or do not sell
Service creates opportunity because you never know where the next referral will come from, so treat everyone like they matter
Define your A list as the people you are rooting for and call them to reset your mindset and get out of your own head
Humor and personality can be part of flow and Belle uses memes, "real estate gossip," and stories to stay top of mind while reinforcing expertise
Rigorous honesty builds lifetime clients and Belle's promise is transparency, not outcomes she cannot control
Risk analysis is a differentiator because clients feel protected, informed, and confident in their decisions
Progress matters more than perfection and small daily improvements compound into big years
Memorable Quotes"I onboarded at Compass on a Wednesday in March of 2020 and on Friday the entire city shut down."
"I don't know how to do real estate, but I know how to go to a meeting."
"This is attraction, not promotion."
"I'm not one hundred percent on that and I don't want to answer until I am, so I'm going to get back to you very soon."
"My goal was to gain trust before I got off that phone call."
"I'm not a gatekeeper."
"My A's are the people that I am rooting for."
"The fastest way for me to reset to factory settings is to focus on other people."
"I'm going to tell you no way more than I'm going to tell you yes."
"I give you permission to not do it well today. Just do it."
"Make one or two baby steps of progress today, then start over tomorrow."
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/
- Belle Caplis: https://www.compass.com/agents/belle-caplis/
- Belle's Instagram: https://www.instagram.com/belleclosing