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Ninja Selling Podcast: Daily Summaries Delivered
by Ninja Selling
The Ninja Selling Podcast is for real estate agents, loan officers, sales professionals and anyone looking to better their business to increase their income per hour. Hear from the rotation of hosts from the Ninja Selling team as they share tips and tricks from top-producing agents around the country.
Latest Episodes
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- 5 days ago40 min
Premium Service = Premium Fees
Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet. A major component of Cyndi's success is her innovative use of real estate reviews through her local Chamber of Commerce. By combining networking, one-to-many presentations, and personalized real estate reviews, she stays top of mind while providing valuable market information. This system has become a major source of both flow and business. The second half of the conversation focuses on her premium concierge-style listing service. Rather than simply selling homes, Cyndi coordinates and manages everything from home preparation and repairs to downsizing, packing, moving, and settling clients into their next home. By creating a highly differentiated service model, she is able to confidently charge premium fees because the value she delivers is clear, measurable, and deeply appreciated by her clients. Throughout the episode, Cyndi emphasizes knowing your value, building authentic relationships, and creating systems that make it easy for people to work with you. Key Takeaways Networking works best when you focus on groups that align with your interests and produce meaningful relationships Real estate reviews can be an effective networking tool when delivered in a value-driven, educational setting One-to-many presentations create efficient opportunities for both live flow and auto flow Premium fees require premium value, and clients willingly pay more when the service solves significant problems Knowing your value allows you to confidently build a business around your strengths and ideal clients Coaching helps simplify decisions, refine focus, and create a business that fits your personality and goals Memorable Quotes "People see the value that you see in yourself." "It is possible to have a really good business really quickly." "I wanted the award for GCI, not volume." "I had to find a way to make real estate reviews feel natural." "If you're not tied to the outcome of every single thing, it's easier to choose what's right for you." "Know your value." 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/ Cyndi Olmstead: https://concigroup.com/agent/cyndi-olmstead-1
- 1 weeks ago22 min
Obsessed with Results - the Ninja Installation Evolves
In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine. A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently. This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja's true product is not training; it is results, achieved through consistent execution of proven lead measures and activities. Key Takeaways Results, not training, are the true product of Ninja Selling Most agents know what to do, but need accountability to consistently do it Lead measures (activities) drive lag measures (results) The Ninja Nine remains the foundation of business generation Ninja 90 helps agents bridge the gap between learning and implementation The new Ninja Installation format combines a three-day training with 12 weeks of guided support Memorable Quotes "Our product is results." "The most expensive gap in our business is the space between knowing and doing." "It's not a question of whether the system works. The question is whether you will work the system." "Goals are lag measures. Activities are lead measures." "The challenge isn't learning the system. The challenge is consistently applying 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/
- 1 weeks ago27 min
Why Does Time Feel So Fast?
Rob Nelson and Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by. Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more intentional with the time we already have. Through examples from his own life, he discusses identifying priorities, reducing "leakage" of time, and focusing on the activities and relationships that matter most. The discussion also ties directly into Ninja concepts like time blocking, P-Time, and living on purpose. Both Rob and Peter emphasize that success is not about squeezing more activity into the day but about aligning time with values, priorities, and meaningful experiences. Ultimately, the episode serves as a reminder that life is not measured by how quickly you respond to emails or how busy you appear, but by how intentionally you spend your time and whether you are present for the moments that matter most. Key Takeaways Time often feels like it is accelerating because attention is fragmented and priorities are unclear The solution is not finding more time but becoming more intentional about how time is spent Time blocking and P-Time help align daily activities with long-term priorities and goals Many people underestimate how much time is lost to distractions, transitions, and low-value activities Success comes from focusing on what matters most and eliminating unnecessary obligations Being fully present creates the most meaningful and memorable moments in life Memorable Quotes "You can be efficient with process and systems, but you cannot be efficient with people." "Clarity is kindness." "Our number one tool is our energy and our consciousness." "You don't lose 20 pounds at a time. You find 15 minutes here and 15 minutes there." "Life is not measured by how quickly you respond to emails." "When I get goosebumps, I know I am fully in the moment." 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/
- 2 weeks ago24 min
When One Sentence Changes Your Life
Eric Thompson interviews longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: "What if it all went right?" After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life. What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she previously would have avoided, and embracing life list experiences with trust and optimism. She traveled to Spain for a month, took a spontaneous 7,000-mile road trip across the United States, visited national parks, connected with Ninjas across the country, and fully leaned into the belief that life and business could unfold beautifully. At the same time, her real estate business flourished. In just six months of active work during the year, Brenda exceeded her annual goals by more than 60 percent. She credits this to the joy, confidence, and flow she carried into every interaction. Her story illustrates how mindset influences energy, energy attracts opportunity, and one powerful question can completely reshape the direction of your life. Key Takeaways A single sentence or idea can completely shift your mindset and trajectory "What if it all went right?" creates both optimism and intentional action Mindset changes are powerful when paired with preparation and personal responsibility Joy and confidence are highly attractive and naturally improve business results Life list experiences should not wait until "someday" because saying yes creates momentum Listening to podcasts and surrounding yourself with positive ideas can create breakthrough moments Memorable Quotes "What if it all went right?" "I realized my turn wasn't over." "I wanted to increase the odds that it could all go right." "Joy just exudes from you." "Right attracts right." "One sentence can open everything wide for you." 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:/
- 3 weeks ago28 min
Engage Your Agents With Anniversary Reviews
In this episode, Eric Thompson interviews Arwa Armstrong of Heritage First Realty in Wichita, Kansas, along with her coach, Tracy Peterson-Nienaber, to explore how leaders can keep agents engaged, productive, and bought into a company culture. The centerpiece of the conversation is Heritage First's annual anniversary review process, a highly intentional one-on-one meeting system designed to strengthen relationships, support agent growth, and improve retention. Arwa explains that each anniversary review is a face-to-face meeting held around the agent's joining anniversary. Using a structured but flexible framework inspired by Ninja business planning, she creates personalized conversations focused on both personal and professional growth. The reviews begin with FORD conversations and move into questions about goals, support needs, highlights from the past year, and the agent's vision of an ideal brokerage. The purpose is not evaluation, but connection, clarity, and support. The process has evolved into one of the defining cultural strengths of Heritage First Realty. While agents were initially hesitant about the meetings, they now actively look forward to them because they know the conversations are truly about helping them succeed. Combined with consistent leadership presence, coaching, and relationship-focused systems, the reviews have contributed to strong retention, a collaborative culture, and rapid brokerage growth. The episode highlights how Ninja principles apply not only to clients but also to leading agents and building a thriving company culture. Key Takeaways Anniversary reviews create intentional one-on-one time that strengthens engagement and retention The best leadership conversations focus on both personal and professional growth FORD conversations help leaders understand and support agents at a deeper level Leadership is about helping agents achieve their goals, not just monitoring performance Strong brokerage culture is built through consistency, relationships, and genuine care The "magic wand" question reveals what agents truly want from their brokerage experience Memorable Quotes "They don't recruit. They attract." "This is really about helping that person." "You get to know your people better." "If you learned something new, you had a FORD conversation." "We're in it for the long game." "You are Ninjing your people." 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: ht
- May 15, 202622 min
The Most Exciting Time to Be in Real Estate
In this episode of the Ninja Selling Podcast, Rob Nelson sits down with Ninja Selling Instructor Jessika Mayer to discuss why today's real estate market may actually be the most exciting opportunity agents have seen in years. Despite industry change, media noise, and consumer uncertainty, Jessica explains why relationship-based agents are thriving by focusing on what they can control: trust, conversations, systems, and service. Rob and Jessika explore how the Ninja Scorecard, live flow, FORD conversations, and proven systems are helping agents dramatically shift their businesses in just weeks. They also discuss the growing importance of being a trusted advisor in the age of AI and why authentic relationships remain the greatest advantage an agent can have. At its core, this episode is a reminder that real estate has always been about people, and agents who embrace that truth are positioned to succeed in any market. Key Takeaways Trust is the New Currency In a world filled with information and uncertainty, consumers are looking for someone they know and trust to guide them through important decisions. The Basics Still Win Agents who consistently focus on live flow, relationships, and scorecard activities are seeing rapid momentum shifts in their businesses. AI Won't Replace Trusted Advisors Consumers may use AI for information, but they still rely on human relationships for confidence, context, and guidance. Your Authenticity Is Your Advantage Systems matter, but the magic happens when agents pair proven systems with their own unique personality, perspective, and care for people. Memorable Quotes "The most valuable gift you have to offer is yourself." "We don't chase at Ninja, we attract." "There's really no competition; just look in the mirror." "The artistry of relationship is you." 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/
- Apr 30, 202620 min
How to Turn Things Around
Eric Thompson interviews Tammi Winbauer, a Bismarck, North Dakota Ninja, who shares how she turned her business around after a difficult stretch. At the start of 2025, Tammi was in a slump, dealing with personal challenges, low production, and a mindset focused on simply getting by. By the end of the year, she had dramatically reversed course, earning over $220,000 in the second half of the year and building strong momentum into 2026. Tammi credits her transformation to recommitting to the fundamentals of Ninja Selling, especially her morning routine, mindset work, and consistent execution of the Ninja Nine. With her coach's support, she shifted from reactive behavior to a highly intentional, structured approach. Her daily routine now includes gratitude, affirmations, note writing, planning, reviewing her hot and warm lists, and proactively matching clients with opportunities. A key theme is moving from "going through the motions" to deeper, more meaningful execution. Tammi emphasizes writing intentional notes, adding real estate reviews, and staying focused on abundance rather than scarcity. She also implemented clear boundaries in her schedule, which improved both her productivity and her quality of life. Her story demonstrates that even after a downturn, a business can be rebuilt with purpose, discipline, and consistency. The shift from survival mode to intentional action created both stronger results and a more fulfilling life. Key Takeaways Turning a business around starts with shifting from reactive behavior to intentional daily structure A consistent morning routine built on gratitude, affirmations, and planning creates a strong mindset foundation Meaningful execution of the Ninja Nine drives results, not just going through the motions Focusing on hot and warm lists daily creates proactive opportunities and strengthens relationships Setting boundaries improves both business performance and personal well-being Coaching provides clarity, perspective, and accountability that accelerates growth Memorable Quotes "I was trying to survive." "My business today is very on purpose." "There are different levels to doing the Ninja Nine." "I was going through the motions." "Who doesn't like to be thought of?" "You are so worth 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/ Tammi Winbauer: https://tammiwinbauer.sites.c21.homes/
- Apr 23, 202623 min
How to Score 112 Points a Week
Eric Thompson interviews Kayla Carosella, a Cleveland-based brokerage owner and Ninja Coaching client, about how she leveraged the Ninja scorecard to drive extraordinary results. During a six-week scorecard challenge, Kayla averaged 112 points per week, totaling 674 points, and generated five listings, new business opportunities, and recruiting conversations—all directly tied to consistent activity tracking. Kayla emphasizes that the foundation of her success was simple but powerful: consistently hitting 50 live interviews per week. She shares how she creates these opportunities through a combination of hosting networking events, attending community events, and making intentional follow-up calls. Her approach is rooted in genuine curiosity, asking meaningful questions, and focusing on learning something new in every interaction. A key insight from Kayla is that the scorecard didn't just increase her production—it re-energized her business. By adding daily text messages, handwritten notes, and structured follow-up, she reconnected with past relationships and deepened existing ones. The process became fun, competitive, and highly motivating, especially when combined with accountability and gamification. Ultimately, Kayla's story demonstrates that the scorecard is not just a tracking tool—it's a launchpad for consistent activity, stronger relationships, and predictable business growth. Her message is clear: you don't need perfection, you need progress, and everything starts with meaningful conversations. Key Takeaways The key to high scorecard performance is consistently achieving 50 live interviews each week Networking events and community engagement are powerful ways to generate live conversations Simple actions like "you came to my mind" texts can create meaningful reconnections and opportunities Tracking interactions in real time is essential to staying consistent and maximizing results Gamifying activity through challenges increases motivation, consistency, and enjoyment Progress matters more than perfection; small improvements week over week create big results Memorable Quotes "You have to get your 50 live interviews." "Just be a real person." "Be the human that tries the hardest." "It's progress over perfection." 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/ Lokal Real Estate: https://www.lokalrealestate.com/ Katie Carosella: https://www.lokalrealestate.com/agent/921/Kayla_Carosella
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About Ninja Selling Podcast
The Ninja Selling Podcast is for real estate agents, loan officers, sales professionals and anyone looking to better their business to increase their income per hour. Hear from the rotation of hosts from the Ninja Selling team as they share tips and tricks from top-producing agents around the country.
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