Episodios

  • How to Build a Team That Actually Works

    How to Build a Team That Actually Works
    Mar 19 2026

    In this episode, Eric Thompson interviews John Zickert about how he has grown his real estate team while staying true to Ninja Selling principles. John shares how his team increased production from $55.6M and 120 transactions in 2024 to $66.6M and 151 transactions in 2025, not by chasing new tactics, but by becoming more consistent with the Ninja Nine, improving team alignment, and deepening their commitment to value-driven relationships.

    John explains the structure of his team, the role clarity within it, and the "definitive purpose" that guides everything they do: to create value for others. He walks through their flow systems, including newsletters, postcards, local business highlights, client appreciation events, personal notes, and a thoughtful weekly team meeting rhythm. He also discusses how coaching, business planning, mindset habits, and consistency have helped him become more purposeful as a leader.

    The episode is ultimately about building a team the Ninja way: with strong mindset, simple but consistent actions, community focus, and a commitment to people over shiny objects.

    Key Takeaways
    • A strong team starts with a clear purpose. John's team filters decisions through one simple idea: Does this create value? That clarity helps them stay aligned and avoid distractions.Growth often comes from consistency, not reinvention.Their 20% year-over-year growth did not come from a major new initiative. It came from doing the fundamentals more consistently over time.

    • Flow works best when it is both personal and valuable. Their newsletters, postcards, local-love features, Z Crew events, and handwritten notes are all designed to genuinely serve clients and community, not just market to them.

    • Great team meetings are intentional. John's weekly team meeting includes gratitude, word-of-the-year reflection, pipeline review, marketing updates, Ninja teaching, idea sharing, and a positive close. It is designed to build both culture and clarity.

    • Mindset is still the foundation. John credits much of his success to a disciplined morning routine built around gratitudes, affirmations, life-list review, reading, exercise, and meditation. For him, mindset is non-negotiable.

    Memorable Quotes

    • "If we focus on creating value, we'll have all the business we need."

    • "Anything we do in our business meetings—if it's not going to create value, we're not doing it."

    • "We'd rather do the Ninja Nine 85% of the time than try to do it 100% of the time and only hit 50%."

    • "We're very careful not to look for the new shiny object."

    • "That morning mindset is so critical. It just keeps me focused."\

    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/
    • John Zickert: https://jonzickert.realestateone.com/vp/AgentServlet?SITE=REO&tp_Usage=AgentPersonalWeb&context=AGENT_PAGE&cd_Agent=289214&cd_Web=jonzickert&REQUEST_HOST=jonzickert.realestateone.com
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    31 m
  • Auto-Flow 101: Why Flow Fixes Everything

    Auto-Flow 101: Why Flow Fixes Everything
    Mar 12 2026

    Rob Nelson and Eric Thompson break down one of the most repeated phrases in Ninja Selling: "Flow fixes everything." The discussion begins with a question from a new Ninja who wondered what Auto-Flow really is and where to start. Rob and Eric use that question to explain how flow works and why it is essential to becoming the Realtor of choice.

    Flow simply means frequency of interaction. In Ninja there are two types: Live Flow and Auto-Flow. Live Flow is two-way communication, such as conversations, calls, meetings, and personal interactions. Auto-Flow is one-way communication, such as emails, newsletters, postcards, social media posts, or gifts that go out automatically. Both play different but complementary roles. Live Flow deepens relationships and builds trust, while auto flow maintains visibility and demonstrates expertise when you are busy or not actively connecting.

    They also explain the concept of the decision window. People often think about buying or selling real estate for 9 to 21 months, but they typically choose their agent in just 1 to 3 days. The agent who has been most consistently in flow during that period becomes the natural choice. Because most people know multiple Realtors, consistent flow is what separates the professional who gets the call from the one who is forgotten.

    The episode closes with a simple framework for implementing Auto-Flow. Three value-add touches per month, typically two digital and one print, mixing both art (heart-focused touches) and science (market expertise). When combined with Live Flow, this system keeps you top of mind and reinforces both your relationship and your professional credibility.

    Key Takeaways

    Flow means frequency of interaction and is the mechanism that keeps you top of mind

    Live Flow builds relationships while Auto-Flow maintains visibility and expertise

    The real estate decision window is extremely short even though the buying process is long

    Three value-add touches per month, combining art and science, create a simple auto flow system

    Auto-Flow should support relationships rather than replace live interactions

    Authentic communication always works better than generic marketing

    Real Estate Reviews are a powerful tool because they convert Auto-Flow into Live Flow conversations

    Only 6% of agents consistently stay in flow after a transaction.

    Memorable Quotes

    "Flow fixes everything."

    "People on average know twelve realtors."

    "Live Flow builds the relationship. Auto-Flow maintains the presence."

    "You're either visible or invisible."

    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/
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    23 m
  • Don't Forget to Have Fun

    Don't Forget to Have Fun
    Mar 9 2026

    Rob Nelson and Peter Parnegg explore the idea that fun should not be the reward for success but the fuel for it. The conversation begins with Peter sharing a 30 year life list goal he is about to achieve, a father son heli skiing trip in British Columbia. That story opens a broader discussion about how many professionals postpone joy until "someday" while building businesses that quietly consume their lives.

    Rob and Peter suggest that fun requires intention and planning. If it is not scheduled, work will always take its place. They contrast bucket list thinking, which often waits until later in life, with life list thinking, which prioritizes meaningful experiences now. The episode also connects fun to productivity, arguing that energy, presence, and joy improve performance rather than distract from it. Whether through small daily moments or major life list experiences, the message is clear: success should include a life you are actively enjoying, not just building.

    Key Takeaways

    Fun should be treated as fuel for success rather than something postponed until later

    Meaningful experiences require intention and scheduling or work will consume the time

    Small joyful moments can be just as powerful as big life list events

    Energy and consciousness are the most important professional tools and fun helps renew both

    Memorable Quotes

    "What if fun is actually the fuel for success?"

    "Fun requires intention."

    "Happiness is not the result of a sale. A sale is a result of happiness."

    "When there's that moment of should we do it or not, the answer is yes."

    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/
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    26 m
  • The Pivot from Buying Leads to Building Relationships

    The Pivot from Buying Leads to Building Relationships
    Mar 5 2026
    In this episode, Eric Thompson interviews Ryan Craig of Traverse City, Michigan, along with his Ninja Coach Mark Johnson, to explore a powerful transformation: pivoting from a cold lead centric business to a relationship based Ninja business. Ryan previously ran a high pressure lead generation operation with a large team and roughly 35,000 dollars per month in overhead, including about 10,000 dollars per month spent on cold internet leads. The model produced transactions, but it also created constant stress, fragmented attention, and a life where Ryan was physically present with his family but mentally tied to the phone. After discovering Ninja Selling while listening to the book with his wife, Ryan realized there was a different way to build a real estate career, one centered on relationships rather than relentless lead conversion. In 2025 he fully committed to the Ninja approach with coaching support from Mark Johnson. The result was dramatic: Ryan produced 722,000 dollars in gross commission income from 47 transactions and 34 million in volume, while simultaneously reducing his monthly overhead by about 25,000 dollars. Ryan credits the transformation to mindset, structure, and consistent implementation of the Ninja Nine habits. Instead of chasing cold leads, he began focusing on handwritten notes, proactive relationship calls, gratitude, and intentional conversations with people who already knew and trusted him. Mark helped him slow down, eliminate unnecessary commitments, and prioritize meaningful interactions over constant activity. The shift not only improved his income but restored balance in his life, allowing him to be present with his wife and five children. Ryan's story illustrates how focusing on relationships, consistency, and purpose can produce both better business results and a better life. Key Takeaways Cold lead generation can create a false sense of productivity while increasing stress and reducing meaningful relationships High overhead business models often hide the true cost of lead driven systems Pivoting to a sphere based business dramatically increases income per hour and reduces overhead Relationship calls feel very different from cold lead calls because the trust already exists Handwritten notes and proactive conversations create compounding opportunities Consistent Ninja Nine habits create momentum and confidence Coaching provides clarity, accountability, and perspective during major business transitions Slowing down can actually accelerate growth by focusing energy on the right activities Addition through subtraction is often the fastest way to improve both life and business Fragmentation and constant responsiveness create anxiety, while proactive systems restore control Real estate success does not require working constantly, it requires working intentionally Relationships that already exist are often the most overlooked source of business Memorable Quotes "I bought the book for my wife and it turned out to be mine." "The cold lead style of business is an illusion." "You can only go so far before you run out of gas." "I felt like a robot being told where to go and what to do." "My kids would try to tell me about their day and I'd hold up one finger and say one more minute." "I realized 87 percent of my business had always come from people I knew." "My phone used to ring nonstop. Now it hardly rings at all." "I used to feel fragmented. Now everything feels intentional." "Addition through subtraction changed everything." "The more things I cut out, the more the right things showed up." "Doing the work consistently is what made the difference." Links: Website: https://ninjaselling.com/ninja-podcast/Email: TSW@NinjaSelling.comPhone: 1-800-254-1650Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcastFacebook: http://www.facebook.com/NinjaSellingInstagram: https://www.instagram.com/ninjasellingofficial/LinkedIn: https://www.linkedin.com/company/ninjasellingUpcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=PublicNinja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/Ryan Craig: https://www.christiesrealestate.com/us/real-estate-agents/ryan-craig/32877/
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    31 m
  • Bonus Episode: The Gold is in the Ghosts Sales Meeting

    Bonus Episode: The Gold is in the Ghosts Sales Meeting
    Mar 3 2026

    In this bonus episode, we're sharing a recording from our live Ninja Sales Meeting, held the first Monday of every month, after many of you asked to hear these sessions on the podcast.

    Peter Parnegg delivers an energizing and practical message focused on one core idea: if you want to quickly build your business, master the subtle skills that create real connection.

    Drawing on insights from Sarah Blakely and the Ninja principles, Peter explores how entrepreneurship exposes our fears and how many of us avoid live conversations because of discomfort, guilt, or fear of "feeling salesy." In reality, marketing creates awareness, but relationships create business. And relationships are built through consistent flow.

    This episode is a reminder that nothing happens until something moves and that authentic, emotionally intelligent outreach will always outperform sales pressure.

    If you're ready to overcome hesitation, reconnect with your people, and create opportunities, this conversation will give you practical tools you can implement immediately.

    And if you'd like to join us live for future Ninja Sales Meetings, tune in on the first Monday of each month at 9:00 a.m. Mountain Time on the Ninja Selling YouTube channel.

    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/
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    22 m
  • Stop Selling. Start Solving. The Second Cornerstone of Ninja Selling

    Stop Selling. Start Solving. The Second Cornerstone of Ninja Selling
    Feb 27 2026
    Rob Nelson and Don Tennessen discuss Principle Two of Ninja Selling: Stop Selling. Start Solving. It's built on a simple truth that people love to buy, and they hate to be sold. They explore why most sales approaches push people away, triggering defensiveness and avoidance, and how Ninja flips that dynamic by creating value, asking questions, and building relationships that naturally attract clients. Rob and Don clarify that the goal is not to avoid a process or abandon structure. The goal is to redefine what selling is, to become the trusted guide who helps people decide. They draw a sharp contrast between persuasion and clarity, emphasizing that confidence is built through communication, anticipating needs, reducing surprises, and making the transaction feel "greased" so the focus can stay on the human experience. A major theme is that real estate is uniquely emotional and complex because it is layered on top of life events like career changes, marriage, divorce, children, and moving routines and memories. That makes "fabled service" less about technical excellence and more about how clients feel during uncertainty. Don shares personal examples from selling rental properties and from a longtime doctor relationship to show what people remember most, the moments that communicate, I care about you, and I've got you. The conversation ends with a practical reset. If you feel yourself selling, you likely stopped solving, and the fastest pivot is to ask a question and re-center on the client's next chapter. Key Takeaways People move away from sales pressure and move toward value, so the first goal is to stop pushing people away Stop selling is really about attracting clients instead of chasing them A Ninja mindset focuses on what you can give rather than what you can get The job is not to make people buy, the job is to help them decide Reputation replaces persuasion because what clients say about you is more powerful than what you say about yourself Value creation has two lanes, what you do during the transaction and what you do between transactions Clients want information, a clear process, consistent follow up, and fewer surprises Real estate is more complex than other financial transactions because it stacks on top of life change and emotion Fabled service is less about technical perfection and more about how you make people feel A moment of truth is when a client touches your process, so anticipate stress points and communicate proactively If you feel like you are selling, you probably stopped solving and started thinking about yourself The best pivot out of sales mode is to ask a question and return focus to the client and ask questions Strangers are only strangers as long as you let them be strangers, one meaningful conversation changes that The transaction is not the goal, it is the consequence of consistent relationship and service Memorable Quotes "People love to buy and they hate to be sold." "Our job isn't to make people buy. Our job is to help them decide." "The mindset of a salesperson is to get something from someone. The mindset of a Ninja is what can we give." "Reputation replaces persuasion." "What do I have to do so they don't have to lay awake at night?" "A moment of truth is when your client comes into contact with your process." "You build confidence through clarity." "If I'm solving, then I don't have to sell. If I'm selling, I've probably stopped solving." "The transaction is not the goal, it's the consequence." Links: Website: https://ninjaselling.com/ninja-podcast/Email: TSW@NinjaSelling.comPhone: 1-800-254-1650Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcastFacebook: http://www.facebook.com/NinjaSellingInstagram: https://www.instagram.com/ninjasellingofficial/LinkedIn: https://www.linkedin.com/company/ninjasellingUpcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=PublicNinja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
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    25 m
  • Rebuilding on Purpose Through Flow

    Rebuilding on Purpose Through Flow
    Feb 19 2026

    Eric Thompson interviews Ryan Wentworth and Michael Parsiola of Reve Realtors in New Orleans, Louisiana, who experienced a dramatic turnaround after realizing they had been running their business "on accident." After dropping from 20 million in volume to 13 million in a challenging market shaped by rising interest rates and skyrocketing insurance costs, they consciously decided to rebuild their business on purpose.

    The shift was not about chasing more leads. It was about returning to fundamentals, implementing consistent flow systems, and intentionally structuring their partnership. In 2025, they produced 29 million in volume, a 123% year-over-year Increase, while the market grew only 3%.

    They share how they streamlined operations, eliminated inefficiencies, and recommitted to consistent client touches including just sold mailers, newsletters, market reports, and highly creative live flow events like Saints football games and architectural cycling tours. They also discuss how they divide responsibilities within their partnership to maximize clarity and efficiency, with one focusing on listings and the other on buyers, while maintaining unified communication.

    At its core, their breakthrough came from moving from reactive to intentional, from accidental production to systemized flow, and from perfection paralysis to consistent action.

    Key Takeaways

    Being "on accident" often means managing incoming business without proactive flow systems

    Market shifts expose weak systems and force clarity

    Rebuilding from the ground up creates stronger, more efficient processes

    Intentional flow beats accidental momentum

    Mailers and market reports work when consistent and visible

    Auto flow creates visibility even when you are busy

    Invitations are as powerful as attendance for generating connection

    Creative, authentic flow tied to personal interests increases engagement

    Partnership clarity prevents confusion and builds client trust

    Clearly defined roles create efficiency and confidence

    Coaching provides accountability, fresh ideas, and perspective

    Perfection is the enemy of good and progress beats paralysis

    Consistency compounds, even if it feels small in the moment

    Memorable Quotes

    "We were managing the business that was coming at us, not on purpose."

    "We need to go back to basics."

    "We needed to know how the sausage is made."

    "Just sold cards were all in my head. Clients loved them."

    "We didn't want them to feel passed off."

    "Perfection is the enemy of good."

    "Look at where you were two years ago."

    "We're not a 10, but we're a 7, and that's way better than a 2."

    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/
    • Ryan Wentworth: Website
    • Michael Parsiola: Website
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    28 m
  • The Ninja Scorecard - Your Plan for Consistency

    The Ninja Scorecard - Your Plan for Consistency
    Feb 12 2026
    This episode opens with a simple question that hits home for many agents: Do you struggle with consistency? Rob Nelson is joined by Larry Kendall and Eric Thompson to review the pattern they found while researching Ninja Coaching clients who had their best year yet in 2025. Across different personalities, markets, and business styles, the common denominator was not a specific lead source or marketing tactic. It was consistency, and the clearest measurable indicator of consistency was turning in a weekly scorecard. They share that 87% of the "Best Year Yet" Ninha Coaching clients consistently turned in a weekly scorecard, making it the strongest correlation they found. The scorecard is positioned as the truth teller and the ultimate tool for tracking, gamifying, and sustaining the Ninja Nine habits over time. Rather than chasing results, the conversation emphasizes managing activities, because activities repeated over time create predictable outcomes. Larry and Eric walk through what the scorecard is, why it works, and how it has evolved, including modern enhancements like daily personal text messages and tracking open house conversations. They explain the five pathways to consistency, track activities, gamify, join a group, hire a coach, and find an encouragement partner, and show how the scorecard supports all five. They also discuss realistic targets and the idea that perfection is not required. A score of 70 out of 100 is the acceleration point where business becomes consistent, while missing one week is a mistake and missing two is the start of a new habit. The episode closes with practical guidance on how to restart after falling off, how to plan for 45 full on weeks and seven recharge weeks, and why keeping scorecards in a binder becomes a powerful way to measure progress and diagnose a slump. Larry reinforces the message with a personal example, his long running pushup log, showing how tracking drives consistency, and consistency drives results. Key Takeaways Consistency is the common denominator behind best year yet results, even when the specific business style varies Turning in a weekly scorecard is the strongest measurable correlation, with 87 percent of best year yet coaching clients doing it Scorecards shift focus from results to activities, which restores control, reduces frustration, and creates momentum The scorecard supports five ways to stay consistent, tracking, gamifying, joining a group, hiring a coach, and using an encouragement partner Missing one week is a mistake, missing two is the start of a new habit, so the goal is to avoid the second miss Managing activities is more effective than managing production, and it is especially useful for managers and sales leaders Modern enhancements include personal text messages with a FORD question and tracking open houses as a major buyer entry point Plan for 45 full on weeks and seven recharge weeks to build consistency with grace, sustainability, and real life flexibility Memorable Quotes Do you struggle with consistency The number one correlation between having a best year yet is that they turn in a weekly scorecard Most people do not fail because they do not know what to do, they fail because they do not do what they know consistently The answer may be you are not keeping score If you do the activities, the production takes care of itself Stop trying to manage production and start managing activity The scorecard is the truth You can miss one, that is a mistake, but if you miss two, that is the start of a new habit Two weeks at a hundred and ten weeks at zero is not the same as twelve weeks at seventy Links: Website: https://ninjaselling.com/ninja-podcast/Email: TSW@NinjaSelling.comPhone: 1-800-254-1650Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcastFacebook: http://www.facebook.com/NinjaSellingInstagram: https://www.instagram.com/ninjasellingofficial/LinkedIn: https://www.linkedin.com/company/ninjasellingUpcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=PublicNinja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/The Ninja Flow Scorecard: http://www.ninjaselling.com/scorecard
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    26 m