Chris Purser, a Ninja-powered agent from the beautiful city of Asheville, North Carolina, joins host Eric Thompson to share the story of his incredible success and pull back the curtain on a powerful strategy for getting a stalled listing sold. Chris details his journey from being a brand-new agent with no business to closing nearly $4 million in a single week, attributing his rapid growth to the Ninja system and dedicated coaching. The main event, however, is a deep dive into the “seller’s offer,” also known as the “reverse offer.”

Eric and Chris walk through a real-life case study of a luxury property that had been on the market for months with dwindling activity. Chris explains how he identified a motivated seller and an interested - but hesitant - buyer and used the seller's offer strategy to break the stalemate. He provides a step-by-step account of how he presented the concept to his clients, communicated with the buyer's agent, and used standard paperwork to get the ball rolling. Listen in for valuable insights into this creative tactic that can restart a conversation, give buyers a tangible starting point, and ultimately move a challenging property to the closing table.

• A seller’s offer is a proactive strategy to engage a hesitant but interested buyer.

• Use this tactic when a listing is stalled, sellers are motivated, and a specific buyer is “kicking the tires” but won’t make an offer.

• Present the strategy to your sellers as a creative, outside-the-box way to “move the needle.”

• The process uses the same standard offer paperwork you would use for a buyer-initiated offer, just with the seller initiating and signing first.

• This approach removes the buyer's fear of offending the seller with a low offer and provides a concrete starting point for negotiations.

• Clear communication with your broker, your seller, and the other agent is essential for success.

• This strategy can create a sense of urgency for other potential buyers by letting them know an offer is in play.

"There had to be something that needed to be thought of outside the box to try to figure out how can we get this buyer off the fence and make a decision."

"The explanation that we gave was, ‘Let's try to do something to try to get them to move the needle.’"

"There was from the buyer an appreciation for us doing that, which was not something that I thought that would have happened, to be quite honest."

"It did start a conversation that probably wouldn't have happened had we not gone ahead and made a reverse offer."

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/

• Chris Purser: https://www.allentate.com/Agent/Detail/Chris-Purser/120535

Brett Blanchard, an incredible Ninja and top-producing agent from Louisiana, joins host Eric Thompson today to share three powerful, game-changing takeaways that have transformed his business and his mindset in the last year. Together, they dive into the simple yet profound strategies for earning what you are worth, overcoming burnout by rediscovering the fun in your work, and adapting your networking strategy when life inevitably changes.

Eric and Brett pull back the curtain on how a single change in mindset and language can lead to a 20% increase in your fee per transaction. They explore the creative and authentic ways Brett found new "flow" and client connections in unexpected places after a personal lifestyle change altered his daily routines. Brett goes on to explain how he pinpointed the administrative tasks that were draining his energy and made the decision to outsource them, a move that was funded by his increased commission and ultimately reignited his passion for the business. Listen in now to this practical and inspiring blueprint for building a more profitable, sustainable, and enjoyable real estate business.

Episode Highlights:

• Confidently ask for the commission you deserve to increase your income.

• Clients will recognize your value only after you recognize it yourself.

• Delegate energy-draining administrative tasks to avoid burnout and focus on what you love.

• Reinvest your higher earnings into support systems that create more joy and profit.

• Evolve your networking strategies as your personal life and routines change.

• Find new, authentic places to connect with people that align with your interests.

• Authenticity is the magnet that attracts your ideal clients and your tribe.

• If you feel stuck or unhappy, talk to a coach or mentor to find a solution.

Key Takeaways:

"You literally just ask for it. You just ask for it. You are worth it. You are already doing the work."

"When you show your worth, you will get it, which we already show our worth."

"You believe that you are worth it. And that is where it starts. It is always mindset, then skillset, then action."

"Price your offering appropriately for who you are for."

"I have just found a flow in a totally different direction... When your routine changes and your life changes, your flow kind of naturally has to change."

"You just figure it out and you just start doing things you like, and the business comes from seeing those people while you are doing something you like."

"If you feel something, say something, too. Let somebody know."

"It just feels good to get paid what we feel like we are worth."

"Just be yourself. Nobody really actually cares."

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/

• Brett Blanchard: https://reverealtors.com/agents/Brett_Blanchard/8374255

In today’s episode of the Ninja Selling Podcast, Rob is joined by Peter Parnegg to discuss confidence in real estate. They explore why confidence can waver, especially when the market shifts, and explain how it is a skill that can be developed. This episode offers a path for agents looking to move from uncertainty to operating with a sense of competence.

The conversation covers the connection between preparation and performance, showing how confidence is earned. Rob and Peter explain how to turn nervous energy into excitement by trusting established systems. They also talk about the psychology of insecurity and provide methods, including affirmations and mental rehearsal, to change one's mindset. The hosts argue that addressing small, situational challenges helps agents build an identity-based confidence.

Episode Highlights:

• Why systems are necessary for maintaining confidence in changing markets.

• How to navigate the four stages of competence to build skill.

• How to turn nervous energy into excitement through preparation.

• Actionable methods to build confidence, like affirmations and practice.

• How to reframe your perspective on failure and rejection for career growth.

• How to manage the "catastrophizer" mindset in client interactions.

• Why deep transactional knowledge increases confidence.

• The goal of becoming "My Realtor" to 100 people in your sphere.

Key Takeaways:

"When there's a lot of success and money rolling around, it hides things."

"Insecurity is one of the gigantic underminers of all people's personal and business, interpersonal success."

"Confidence is earned through preparation. And if you're not confident, you're probably not prepared enough."

"Feeling nervous is your mind asking for more certainty."

"We have not spent enough time talking about what failure is and what failure isn't."

"Confidence feels like, 'I plan to.'"

"If you don't have a system, you're going to just be chasing emotions. With a system, you guide them."

"What would it look like to be so prepared that I feel excited instead of nervous? And that is confidence."

"Confidence, I think, is learning to balance the sense of failure is always possible, but is it terminal?"

"I need a hundred people to think of me as 'my realtor.'"

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 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.

• 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

"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."

• 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

"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/