Ninja Selling Podcast

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

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@ninja.coaching

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Think and Grow Rich

The Gap and the Gain

Golden Handoff

How to Finish 2024 Strong and Set Up for 2025 Success Sep 09, 2024

Show notes

Rob and Peter are the hosts today, and together they explore the evolving dynamics of the real estate industry, focusing on how agents can navigate the "new normal." They discuss the significant structural changes impacting the market, offering strategies for thriving amidst fewer transactions and increased marketplace noise. Central to their advice is the importance of relationship-building and mastering core business practices like the "Ninja Nine," which are essential for long-term success in real estate. By leveraging these fundamentals, agents can maintain stability in uncertain times while driving business growth.

Our hosts emphasize that in today's competitive market, success boils down to two key aspects: generating business and effectively executing it. They review the power of tools like F.O.R.D. calls and relationship-building techniques, which many agents still struggle to master. To finish 2024 strong and position themselves for success in 2025, agents need to focus on nurturing client relationships, reconnecting with their database, and improving their expertise through live training like Ninja Now. As is highlighted here today, the path to success in real estate isn't just about surviving—it's about excelling through skillful, consistent execution.

Episode Highlights:

00:00 Real Estate Market's Reaction to Structural Changes

01:27 Industry's Focus on Internal Discussions Over Consumer Impact

02:40 How to Finish 2024 Strong and Set Up for 2025 Success

03:35 Mastering the Ninja Nine System

05:00 The Two Key Challenges in Real Estate

06:51 Why Skill Development is Critical for Business Generation

07:14 Ninja Nine Business Generation and Client Nurturing Strategy

09:10 How Ninja Selling Operates as a Complete System for Real Estate

12:38 Overview of the New Ninja Now Course for Advanced Training

14:05 Navigating Distractions in the Real Estate Industry

15:07 Deep Dive into F.O.R.D Calls Strengthening Client Relationships

18:58 Demonstrating Value in Real Estate Conversations

20:00 Articulating and Creating Value for Buyers and Sellers

23:25 Key Focus Areas to Finish Strong in 2024 and Prepare for 2025

24:12 Nurturing Relationships by Creating Value through the Ninja Nine System

25:12 Final Thoughts on Ninja Now

Key Takeaways:

"Nurturing relationships by creating value."

"The most valuable gift you have to offer is yourself."

"To finish 2024 strong and set up for success in 2025, focus on the Ninja Nine and creating value."

"Demonstrate your value by creating it, not just articulating it."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

NOLA Property Guys Explain the Real Estate Vibe Check Sep 02, 2024

Show notes

In this latest episode of the Ninja Selling podcast, host Eric Thompson is joined by Joe Robert and Brett Blanchard, the dynamic duo behind the NOLA Property Guys at Reve Real Estate in New Orleans. They discuss how they have successfully expanded their market share in a challenging real estate market by fully embracing the Ninja Selling system. Their conversation highlights the critical role of energy management, the benefits of a well-coordinated team, and the importance of focusing on essential activities that drive real estate success.

Joe and Brett reveal how recommitting to the Ninja Selling principles revitalized their business, emphasizing the need to manage energy by eliminating distractions and doubling down on high-impact tasks. They discuss the power of real estate reviews, the effectiveness of phone calls in building client relationships, and the importance of leveraging each other's strengths in teamwork. As you will hear, the insights they share today provide valuable strategies for any real estate professional looking to thrive, even in a down market, making this installment of the Ninja Selling podcast yet another must-listen for all.

Even more insightful strategies can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:55 Recommitting to the Ninja Path for Success

04:47 Leveraging Energy to Drive Business Growth

07:18 Importance of Complementary Strengths in Teams

10:19 Overcoming Fear of Making Phone Calls

11:47 Doubling Down on Efforts to Grow Market Share

13:40 The Power of Real Estate Reviews

18:12 Enhancing Client Relationships with Handwritten Notes

21:23 Using the Vibe Check to Save Time in Home Buying

24:35 Exploring New Orleans French Quarter History and Must Eat Dishes

Key Takeaways:

"The system works when you work the system."

"Focus on things you can control. Let go of the noise around you."

"It's not them that's scared. It's us that's scared to make the call."

"When someone's on your heart, it's for a reason. Write them a note."

"Gumbo as a dish describes us as people. It warms your heart and soul."

"Double down on your efforts. Redouble your energy to grow market share."

"Perfection is the enemy of the good. If it's good, let it be good."

"The vibe check saves you time. Make sure the community feels right."

"Write more notes. People love getting mail."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

NOLA Property Guys

Why This Realtor Doesn't Fear Market Shifts Aug 26, 2024

Show notes

Christine Moore, the top-tier realtor from Austin, Texas, and her Ninja Coach, Tracy Peterson- Nienaber, return to join Ninja Selling President, Eric Thompson, for today's episode. Sharing her extraordinary journey of personal and professional growth, Christine reveals how she scaled her real estate business from $5 million to $18 million while navigating significant life challenges. As you will hear, her story exemplifies the power of the Ninja Selling system in fostering resilience and success, making it a compelling example of how mindset and strategic focus can transform both business and life.

Christine delves into the critical strategies and mindset shifts that have defined her success, particularly during times of personal crisis. She discusses the importance of gratitude, time blocking, and commitment to her four pillars as key components in sustaining her business and finding purpose amid adversity. Her experience illustrates how coaching and the Ninja Nine system can be lifelines during difficult times, helping to maintain productivity and achieve ambitious goals. Join this stellar panel today and gain a better understanding of how a strong mindset and the right tools can lead to exceptional outcomes, even in the face of overwhelming challenges.

Even more lifelines can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00 Introduction to Christine Moore's Journey

00:35 Christine Moore's Business Transformation

01:47 Understanding the Impact of the Ninja Selling System

03:39 Achieving High Ranking in a Tough Market

04:46 Overcoming Market Challenges with Ninja Principles

05:22 Attracting High-Net-Worth Clients with Ninja Strategies

07:19 Managing Personal Crisis with a Ninja Mindset

09:55 Building Client Loyalty Amid Personal Challenges

10:15 Update on Christine's Son's Health

13:01 Balancing Passion Projects with Professional Focus

15:07 Embracing the Power of a Ninja Mindset

16:15 Overcoming Struggles with Real Estate Reviews

17:53 Taking the Next Step by Hiring an Assistant

19:44 Expressing Gratitude for the Ninja Community

Key Takeaways:

"I'm not a perfect Ninja, but I have the perfect Ninja mindset."

"If you work the system, the system works."

"When you provide value, it pays off."

"You have to wake up every day and be very focused."

"You don't have to be perfect to succeed; stay true to the mindset."

"Simple tools can really help us in times of crisis."

"Find your passion and get involved, but don't overcommit."

"Ninja is about focus and doing what you do best."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Christine's LinkedIn

Tracy's LinkedIn

How Jonathan Spears Built A $500M Team Aug 19, 2024

Show notes

Larry Kendall is back in the host's chair this week, and is excited to welcome the remarkable Jonathan Spears, a top real estate professional from northwest Florida, to the podcast. The youngest broker to break a billion dollars in sales, Jonathan shares his amazing journey here today - from entering real estate at 18 to now leading a team generating $500 million annually. Together, he and Larry discuss parallels between Florida and Colorado's second home markets, balancing work and family, and building strong client relationships.

Jonathan's story emphasizes the power of passion, strategic planning, and the importance of building and leading a successful real estate team. He illustrates the significance of adaptability and perseverance in overcoming market challenges, recounting his early days working for minimum wage and learning the market through broker price opinions, eventually transitioning into luxury real estate. Our guest also goes on to highlight the value of strategic marketing, effective self-auditing, and time management to achieve business success. Emphasizing a structured approach and leveraging individual team strength, Jonathan offers invaluable insights for real estate professionals aiming to balance their careers and personal lives in this must-listen episode of the Ninja Selling podcast.

So many more incredible insights can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

0:00:00 Introduction

0:01:04 Market parallels: Florida and Colorado

0:02:13 Jonathan's early start

0:02:33 His business growth

0:04:42 Jonathan's first year in real estate

0:09:21 Transition to luxury market

0:11:16 Building relationships with builders and developers

0:12:32 Marketing and PR

0:16:03 Balancing family life and business

0:18:12 Building a team

0:19:17 Hiring an assistant and expanding the team

0:22:03 Implementing Ninja Selling principles

0:24:16 Evolving team and brand

0:26:41 Monitoring performance and building quality relationships

0:28:08 Importance of quality conversations

0:29:32 Adapting to market changes

0:31:38 Generating business through relationships

0:32:05 Self-auditing for efficiency

0:36:39 Falling in love with routine

0:37:10 Final advice

Key Takeaways:

"Where you gravitate is what you'll cultivate."

"Be an ambassador of your market."

"Self auditing is about self accountability. Track your activities to find inefficiencies."

"The biggest advice: always mind your vibe."

"If you don't track, you don't care."

"Fall in love with the boredom of the routine."

"When you show up, show up fully. Let your passion influence those around you."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Spears Group

He Wrote The Book On A Drama Free Life Aug 12, 2024

Show notes

In today's unique and informative episode, Rob Nelson and Eric Thompson delve into the strategies for living a drama free life. As the newly appointed head of Ninja Coaching, Eric brings his extensive 30-year experience in real estate and two decades as a Ninja to the forefront, sharing practical wisdom from his book, No Drama Zone. The discussion highlights how his calm and strategic approach has positively impacted his team, especially during the challenging period of 2020.

Throughout the episode, Eric identifies the three root causes of drama—dramatic people, low trust, and lack of clarity—and provides insights on how to address these to reduce chaos in life. The episode also explores the significance of adopting a proactive mindset, known as the player mentality, and the importance of setting clear boundaries and learning to say "no." By focusing on what you can control, Eric emphasizes, you can create a more peaceful and productive environment.

Listeners, today, are even treated to a special segment where Eric reads directly from his book, offering actionable advice on maintaining balance and focus in both personal and professional settings. And to help listeners even further, Eric invites them to embark on a transformative 100-day journey with daily lessons from his book, ensuring these principles become ingrained in their everyday lives. This episode has it all!

Don't forget that even more inspiring information and advice can be yours by joining the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00:21 Introduction of Eric

00:01:54 His qualifications and experience

00:03:43 Eric's tenure as president of The Group

00:05:23 His inspiration behind writing No Drama Zone

00:08:11 Three root causes of drama

00:10:57 Player vs. victim mindset

00:13:13 Real estate transactions and drama

00:14:17 The importance of clarity

00:18:41 The No Drama Zone audiobook and the Ninja Selling No Drama Zone

00:19:45 Eric's reading of the first section of No Drama Zone

Key Takeaways:

"Drama sucks the life and soul out of us. Drama moves in where inspiration, focus, and clarity once lived."

"There's an inverse relationship between trust and drama."

"Players simply focus on the things that they can control, and they get fully in control of those things."

"Without certainty and clarity, there is drama."

"It's time to get over it. No more keeping score in your personal relationships."

"Judging puts you on a path to be old and grumpy. Curiosity puts you on a path to be wise and cheerful."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Ninja Selling No Drama Zone

How To Generate Referrals Without Asking Aug 05, 2024

Show notes

The incomparable Larry Kendall takes over the hosting duties today to sit down for a fascinating conversation with the person who literally wrote the book on generating business referrals without asking. Stacey Brown Randall, national speaker and author of, of course, Generating Business Referrals Without Asking joins Larry to discuss the art of cultivating referrals without the awkwardness of asking and share the secrets of building a thriving referral-based business.

Stacey shares her journey from a failed business to becoming an expert in referrals, emphasizing the power of building genuine relationships. Along the way, she and Larry explore the nuances of referral marketing, including the importance of understanding your referral sources and creating memorable and meaningful connections. Together, they delve into the concept of "hot zones" for referrals and how to plant "referral seeds" effectively, and Stacey rounds things out by discussing her comprehensive system for generating referrals, including personalized thank-you notes and strategic communication to nurture relationships.

Episode Highlights:

0:00:05 Introduction to the episode and Stacey

0:01:05 Shared philosophies

0:02:54 Stacey's career journey

0:06:22 Writing the book and launching a podcast

0:08:50 Referral generation philosophy

0:12:13 Planting 'referral seeds'

0:16:22 The torture of not getting referrals

0:18:19 Hot zones for referrals

0:23:49 Integration with Ninja Selling

0:24:06 Stacey's resources and programs

0:26:22 Final advice on referral sources

0:27:29 Final thoughts and farewell

Key Takeaways:

"Referrals only come from relationships, but relationships need ongoing connection."

"It's about being memorable and meaningful in your outreach."

"Planting referral seeds isn't just about saying, 'Thank you for your referrals.' It's about showing genuine appreciation and creating a memorable experience."

"Identify who your referral sources are and decide if you need to take better care of them because they take care of your business."

"A referral is not about you getting a new client; it's about helping someone solve a problem."

"Referrals are abundant if you can figure out how to earn them and plant the referral seeds."

"In a business built on relationships, it's crucial to show that you genuinely care beyond just business transactions."

"Tracking and understanding your referral sources is the first step in enhancing your referral strategy."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Stacey Brown Randall

5 Questions That Turn Conversations Into Clients Jul 29, 2024

Show notes

Celebrated Master Ninja Instructor and co-creator of the Ninja Installation, Don Tennessen, joins Rob on the podcast for today's examination of Ninja Selling's "Five Magic Questions," a crucial tool for building client relationships by prioritizing their needs and interests. Together, they note that, unlike traditional sales methods that focus on the salesperson, Ninja Selling emphasizes asking insightful questions, fostering a genuine connection with clients.

Don and Rob explore how this approach not only builds rapport but also uncovers potential business opportunities by focusing on personal aspects such as Family, Occupation, Recreation, and Dreams (F.O.R.D). They go on to offer a practical demonstration of using these questions to engage clients naturally, illustrating their effectiveness in both personal and professional contexts. The pair also stress the importance of adapting and practicing these questions, being attentive and flexible, and tailoring conversations to the unique situations of each client. Join Don and Rob today and learn how well-practiced skills can lead to more natural and meaningful conversations, setting the stage for successful outcomes.

Plenty more strategies for success can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

0:00 Start

0:24 Introducing the Five Magic Questions

2:30 Relationship-building focus

2:52 The F.O.R.D. framework

4:27 Role-playing the F.O.R.D. questions

8:08 Adapting to changing circumstances

13:04 Practicing the questions

13:41 Resources and community engagement

Key Takeaways:

"Build relationships by focusing on them, not yourself. Ask questions, don't just answer."

"Pay attention to others. People love talking about their favorite subject: themselves."

"Asking great questions reveals changes in people's lives, leading to business opportunities."

"Practice the Five Magic Questions to make conversations natural and not awkward."

"A house for every kid: Buy a rental property young, let tenants pay, and fund college with it."

"Understand that people have options. Ask questions to discover their hopes and dreams."

"Always follow the lead of the person you're talking to. It's not about scripts, but connection."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Don Tennessen

Why Bother Asking? (You Should!) Jul 22, 2024

Show notes

Ninja Selling's CEO Rob Nelson is back again today, and this time he is joined by Peter Parnegg, an author and Ninja Selling Instructor boasting more than 4 decades of experience in the real estate industry. Together, they explore the transformative power of asking the right questions in sales, complete with a discussion of how the Socratic method, a core element of Ninja Selling, differs from traditional sales presentations by focusing on inquiry rather than scripts. They note that this approach not only creates value for clients but also builds deeper connections and trust.

Emphasizing the importance of having a diverse set of skills to handle unexpected situations with elegance, Peter goes on to highlight the key elements of Ninja Selling: Mindset, Skillset, and Actions. He also delves into his book, Why Bother Asking?, which focuses on the power of questions in creating meaningful connections. Our guest goes on to explain how clarifying ambiguous terms and focusing on genuine interactions can transform sales and personal relationships. Wrapping up with Peter sharing the significance of the Ninja Selling key symbol, which represents the energetic connections within the Ninja community, today's episode underscores the truth that being seen and heard, and helping others feel the same, is essential not only for a successful business but for a fulfilling life as well.

An outstanding opportunity to be seen and heard can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00 Start

00:23 Introduction

04:14 Presentation vs. socratic presentation

05:46 The creation of value through questions

06:39 Elegance in sales

09:22 Core elements of Ninja Selling

10:00 Buyer and Seller Processes

11:13 Words that mean nothing

14:38 Writing a book on questions

17:28 The importance of connection

19:42 The Ninja Selling key symbol

Key Takeaways:

"People love to buy and they don't want to be sold. Stop selling and start attracting."

"Creating value is through asking questions that lead to clarity."

"Most salespeople have a very small bag of shot selection. Build a bigger toolbox for elegance."

"The paydirt of being alive is ultimately our interactions with human beings."

"When you say 'big', tell me what that means to you. Always clarify words that mean nothing."

"People are loyal to you when they know you, like you, and trust you."

"Most of us listen with the intent to reply rather than with the intent to understand."

"The way we connect better is by asking people about what's important to them."

"Fulfillment comes from being seen, being heard, and helping others feel seen and heard."

Links:

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events