Ninja Selling Podcast

Brett Blanchard, a top-producing real estate agent from Louisiana and Ninja coaching client, shares transformative insights for real estate success. He discusses how a simple mindset shift can boost your commission by 20%. Brett highlights the importance of delegating admin tasks to avoid burnout and reignite passion in your work. After lifestyle changes, he found authentic networking methods at places like the farmer's market. With practical tips, he emphasizes the joy of connecting with clients and the value of knowing your worth.

In this engaging discussion, Peter Parnegg, a seasoned real estate professional and Ninja Selling instructor, shares insights on building unshakable confidence in agents. He emphasizes that confidence is a skill developed through preparation and understanding market shifts. Peter explores the psychology of insecurity and offers actionable strategies like affirmations and mental rehearsal. The duo also highlights how reframing failure and cultivating a strong support network can elevate an agent's competence and success.

Rob Nelson hosts an inspiring episode with Alex Griffin, a successful broker in Vail, Colorado, who shares his unique journey of starting his career with Ninja Selling principles from day one - through a college course taught by Larry Kendall himself. This episode is a masterclass in building a real estate career with intention. Alex recounts his incredible start, transitioning from a university classroom directly into a high-stakes role at The Ritz-Carlton Residences in Vail during a pivotal time in the market. He shares the invaluable lessons learned from mentors like Larry Kendall and Matt Blake and breaks down the strategies he uses to thrive in the complex Vail resort market. From building a powerful referral network to navigating roles as a sales assistant, top-producing agent, and managing broker, Alex's story proves that the Ninja system is a powerful foundation for success in any market, at any stage of your career. Discover why deep-seated relationships and creating value are the keys to a sustainable business, and learn how the "Return on Enjoyment" can be the most important metric for clients in a luxury market. Episode Highlights: An Introduction to Vail Broker Alex Griffin Starting a Real Estate Career the Ninja Way... in College! The Inside Story of Selling The Ritz-Carlton Residences, Vail Thriving in a High-End, Luxury Resort Market The Power of Mentorship with Larry Kendall and Matt Blake Transitioning Through Roles: From Sales Assistant to Top Agent to Managing Broker How to Build a Powerful Referral Network in Feeder Markets The Difference Between ROI (Return on Investment) and ROE (Return on Enjoyment) Why the Right Referral Partner Matters More Than the Brand Key Takeaways: "I say that it was like getting my master's degree in high-end new development, luxury condominium sales in a resort market." "One of my favorite terms to use is your ROE, your 'return on enjoyment'." "He always said, 'Find a mentor, find a mentor,' and someone that you really look up to and want to become." "You work backwards from the client's best interest." "It doesn't matter what jersey they wear. What matters most is that they're the right agent for the right people." "There's a difference between proactive and reactive, of being on accident as opposed to on purpose. Where's the blend? Where's the middle?" "I was a Ninja in name only because I didn't know what I didn't know." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com 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/ Alex Griffin: https://www.linkedin.com/in/alexanderhgriffin/

Eric Thompson hosts a very special episode featuring none other than Matthew Gardner, one of North America's leading real estate economists. Together, they dive deep into the real estate market at the halfway point of the year, providing clarity and data-driven insights to help you navigate the current landscape. Matthew cuts through the noise of media headlines, explaining why today's market isn't crashing and what key metrics you should really be watching. From the surprising strength of home prices to the truth about inventory levels, this conversation provides the perspective needed to be a proactive, trusted advisor. Discover the real driver behind mortgage rates (it's not what you think!), learn about the impact of tariffs on new construction, and get Matthew's forecast on transaction volume and interest rates for the coming years. This episode is packed with takeaways you can share directly with your clients to position yourself as a true market authority. Episode Highlights: An Introduction to Leading Real Estate Economist Matthew Gardner A Mid-Year Check-In on the Market's Vital Signs Why Prices are at an All-Time High and What It Means The Importance of Comparing Today's Inventory to 2019, Not Last Year Unpacking Why the Market is Not Going to Crash The True Connection Between 30-Year Mortgage Rates and the 10-Year Treasury Understanding the "Spread" and Why It's Wider Than Normal A Look Ahead at Where Interest Rates and Transaction Volume are Headed How Tariffs and Global Economics are Impacting Housing Costs Why New Construction is Now Directly Competing with the Resale Market The Biggest Challenge Facing the Next Generation of First-Time Homebuyers Key Takeaways: "For well-priced and well-positioned houses, there is still demand." "The terminal rate for 30-year fixed-rate mortgages is going to be around that 6 percent level." "New construction is competing with the resale market." "My biggest worry out there are our first-time buyers." "If there was a crash, I would be screaming it from the rooftops, as I was in 2005. But I just don't see it." "Twenty-seven percent of the things that go into a new-build home are imported from China." "The median age of a first-time buyer last year was 38. It's supposed to be around 30, 31... Why? Because, again, affordability." "It's not the amazing market that you saw over the course of coming out of COVID, but there is still a market." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com 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/ Matthew Gardner's LinkedIn and Facebook: mjdgardner Matthew Gardner's Email: m.gardner@gardnereconomics.com

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: TSW@NinjaSelling.com 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." Episode Highlights: 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 Key Takeaways: "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: TSW@NinjaSelling.com 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/

Erik Zimmerman, Ninja Selling coach and leadership instructor with a real estate and management background. He explains why “How’s it going?” fails and shares a question framework to unlock stories and vulnerability. Short, specific prompts and smart follow-ups lead to deeper connections. Embrace silence, listen more, and record details to create memorable, opportunity-rich conversations.

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: TSW@NinjaSelling.com 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: TSW@NinjaSelling.com 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 support@referralflow.co for assistance) Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com 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/