Rob Nelson and Peter Parnegg team up to share invaluable lessons from Peter’s recent business planning roadshow across the Midwest on today’s episode. They delve into strategies for bridging the “great divide” in the real estate market, highlighting why some agents excel while others face challenges. Listeners will learn the critical importance of integrating the Ninja Nine practices into daily routines and preparing early for year-end to set the stage for a productive new year.

Peter shares his observations about the widening gap in the real estate industry and explains how mindset shifts and proactive routines can turn challenges into opportunities. Together, Rob and Peter also break down essential components of effective business planning, such as maintaining an updated client database and using time-blocking to overcome procrastination. The episode underscores the value of consistency, exemplified by an agent’s simple change that led to a $415,000 deal. Concluding with motivating advice, our hosts encourage listeners to commit to actionable steps that will empower their real estate journey and lead to lasting success.

Episode Highlights:

00:00 Business Planning Roadshow Insights

01:20 The Great Divide Among Realtors

02:24 Realtors Emotional Investment and Commitment

03:23 Importance of December for Business Flow

05:28 Real Estate Cycles and Annual Planning

06:44 Why Start Business Planning Early?

08:15 Clearing Low Level Guilt for Better Performance

09:28 Key Actions for an Effective Business Plan

10:38 Updating Your Database - A Game Changer

12:06 Implementing and Incentivizing the Ninja Nine

14:10 Challenges in Time Blocking and Routine Building

16:42 Integrity in Completing Tasks Consistently

17:43 Grace in Imperfection and Ongoing Course Corrections

19:22 Simple and Cost Effective Business Planning Steps

22:12 2025 - The Year of Fluency and Buyer Seller Process

23:11 Choosing Your Word of the Year

24:54 Examples of Corrective and Aspirational Words

26:46 Cumulative Benefits of Word of the Year Choices

28:43 Final Encouragement for Business Planning

Key Takeaways:

"The great divide: 10-15% of realtors thrive, while 70-75% struggle. A divide within the divide is emerging."

"Answer unknown calls with positivity. It could lead to unexpected opportunities."

"The real estate agent's year starts in November, not January. Prime the pump for January results."

"Get your database right. Everything you don't do keeps you living in the past."

"The done business plan is the best business plan. Start and end your plan in a single day."

"Simplify your business plan: database, postcards, income goal, transactions."

"Make the effort. Every time you do, you'll be glad you did."

"A focused fool can accomplish more than a distracted genius. Keep doing without immediate reward."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing

The Slight Edge

The Secret To Effortless Real Estate Referrals

In today’s inspiring and informative episode, host Eric Thompson welcomes Bruce Wechsler, a seasoned Ninja agent from Denver, and his Ninja Coach, Steve Mangelson, for a deep dive into authentic client relationships and business impact. Together, they explore cultivating a genuine flow with clients through unique engagement events, like pumpkin deliveries and Thanksgiving pies, to strengthen connections and boost client retention. Bruce shares his approach to leveraging Ninja Nine principles, using tools like hot and warm lists and real estate reviews to stay tuned into clients' life changes and establish his brand as caring and effective.

Listeners gain insights into managing diverse markets, setting high sales goals, and achieving work-life harmony by blending personal passions with professional growth. Bruce and Steve discuss how personalized follow-ups and market-focused strategies boost referrals, increase client value, and build lasting, trust-based relationships. Real estate professionals will find actionable strategies and techniques here, revealing how thoughtful touches can set you apart in today’s competitive market.

Discover more great strategies 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 How Authentic Flow Boosts Client Relationships

01:26 Serving Diverse Markets

02:38 Strategies for Achieving High Sales Volumes in Real Estate

03:36 A Unique Client Engagement Tradition

04:48 Building Client Connection Through Thanksgiving

06:08 Client Appreciation Events

07:49 Managing Frequent Client Touchpoints without Overwhelm

08:30 Balancing Personal Life and Real Estate Success

09:35 Leveraging Relationships for Business Growth on the Go

10:26 Achieving High Sales with 21 Weeks Off

12:04 Hot and Warm Lists and Tracking Client Needs Effectively

13:50 Nurturing Leads with Personalized Non Real Estate Touches

16:12 Real Estate Reviews Streamlining for Referral Generation

17:18 Enhancing Client Value with Focused Market Insights

19:38 Simple Tips for Consistent Real Estate Reviews

21:50 First Impressions of Ninja Selling from a Newcomer's Perspective

Key Takeaways:

"Being in flow with clients authentically creates impactful connections and results."

"Drive by for pie: A tradition transformed by COVID, now a cherished client event."

"Client appreciation events are legendary for their fun and connection, bringing 150 attendees."

"Hot and warm lists are vital."

"Real estate reviews keep me top of mind, showcasing appreciation and market updates."

"Intent matters. Caring deeply about clients transforms business relationships."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing

The Wechsler Team

Steve Mangelson

Georgia Pinto, an incredible Ninja from Southwest Florida, joins Eric today to review her transformative journey with the Ninja Selling system. Sharing how she applies the "servant's heart" philosophy to her business, especially when navigating challenges like hurricanes, Georgia dives into the importance of community support, personal growth, and staying committed to positive action. With insights on how coaching, time blocking, and a disciplined approach have led to real estate success, Georgia provides valuable tips for agents looking to elevate their performance.

Throughout the episode, Georgia emphasizes the power of building strong client relationships and referral networks through empathy and service. She details how she leverages her weekly practice of 50 live interviews to stay connected, generate leads, and provide outstanding service. This episode highlights essential strategies like time blocking, effective follow-ups, and the mindset shift from thinking to doing. Whether you're an experienced agent or just starting out, Georgia's story offers practical lessons on achieving massive real estate success through consistency, care, and community.

Episode Highlights:

00:00 The Power of a Servant’s Heart in Business
01:20 Staying Positive and Committed to Your Values
02:14 Building Connections and Community Support After Natural Disasters
03:05 How to Lead with Empathy During Crises
05:55 Staying in Touch with Clients in Times of Need
06:40 Building Strong Referral Networks Through Service
10:19 The Importance of Personal Development in Sales
14:18 How to Adopt a Mindset of Action in Real Estate
16:54 The Power of Accountability in Professional Growth
20:00 Strategies for Effective Time Blocking and Follow Through
21:35 How Open Houses Can Boost Long Term Client Relationships
24:09 The Impact of Affirmations on Real Estate Success
25:36 The Secret to Consistent Client Interviews and Follow Ups
26:15 Turning Conversations into Leads Through Active Listening
28:19 Educating Clients on Recent Market Changes for Better Results
30:50 Following Through on Client Conversations to Build Trust
31:09 Making Client Interactions More Personal and Meaningful
33:56 Using Follow-ups to Deepen Client Relationships
35:19 How to Flip Conversations to Learn More About Clients
37:29 The Importance of Finding a Way to Attend Ninja Installations
38:20 How Surrounding Yourself with the Right Community Drives Success
39:36 The Power of ‘One More’
40:20 How Authenticity and Care Build Trust in Client Relationships

Key Takeaways:

"A servant's heart means stepping up when your community needs you. It's about helping others, not just when it's convenient."

"Living in fear is never a good thing. Keep a positive mindset, especially during challenging times."

"Fortune is in the follow-up. Be authentic and make it about them, not you."

"Sharpen your saw. Commit to time blocking and follow through to see real results."

"Ninjas are doers, not just thinkers. It's about taking action and being true to your commitments."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing

Georgia Pinto

Are You a Summer Soldier?

Welcome to another insightful episode of the Ninja Selling Podcast! Join hosts Rob Nelson and Larry Kendall as they bring you to the scenic town of Vail, Colorado, for the annual Winter Soldier Conference. In this episode, they delve into the origins of the Winter Soldier mindset, a philosophy born from resilience in challenging real estate markets, and share the history behind its name. Larry reflects on 40 years of hosting the Winter Soldier Conference, highlighting its significance in navigating the ever-evolving real estate industry. As they discuss this year’s focus, they emphasize how the Winter Soldier mindset remains vital for success, especially in today’s unpredictable market.

Rob and Larry also stress the importance of planning ahead and how starting your business year in the fourth quarter is key to thriving in the real estate industry. They reminisce about standout keynote speakers from past conferences, such as Tony Robbins and Robert Kiyosaki, and share how the Ninja Nine principles help create lasting client relationships and foster business growth. This episode also celebrates the loyalty of long-term team members, showcasing how employee retention builds strong, cohesive teams that succeed in both personal and professional realms. Whether you're a real estate veteran or new to the industry, this episode offers timeless lessons on resilience, relationship-building, and planning for success.

Episode Highlights:

00:00 Winter Soldier Conference

01:12 Origin of the Winter Soldier Concept

04:00 Evolving Purpose of the Winter Soldier Conference

05:25 Importance of Starting the Business Year Early

06:33 Highlighting Keynote Speakers at the Conference

08:34 Building a Long Term Team and Employee Retention

10:00 Celebrating Career Milestones and Longevity at the Company

11:57 Core Takeaways from Winter Soldier Focus on Relationships and Value Creation

14:47 Staying Relevant Embracing Face to Face Interaction in a Digital World

16:09 Success in Business Requires Embracing Routine

18:43 The Secret to Generating Referrals Without Asking

20:23 Larry Kendall’s First Ninja Selling Class and Its Subsequent Growth

Key Takeaways:

"We're not summer soldiers or sunshine patriots. We're here for our clients in all markets."

"Embrace the routine. Believe that the system works if you work the system."

"Referrals are not generated by asking. They come from building relationships."

"The conversation is the relationship. Face to face, voice to voice, remains crucial."

"If you want a great next year, start your year by November 1, not January 1."

"Are you referable? Did your clients have a memorable experience and feel you delivered consistently?"

"Winning 50 straight Super Bowls requires evolving while sticking to core values."

"Be grateful every day. An energy and mindset of gratitude will serve you well."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing

Master Ninja Instructor Bob Sutton joins today’s host, Rob Nelson, on this latest installment of the Ninja Selling podcast to share his inspiring journey to becoming a successful real estate agent and top instructor, and discuss the transformative power of trying something new. Together they explore the importance of embracing change, both personally and professionally, and dive into Bob's pivotal decision to leave his stable mining career for real estate. The episode also introduces an exciting new learning experience—Ninja Selling at Sea—offering Ninjas the opportunity to engage in training and build community aboard a cruise ship.

Listeners will discover how Bob’s approach to trying new things is grounded in strategic planning and expert mentorship. From his venture into real estate to his experience breeding championship dogs, Bob highlights the significance of starting with the end in mind and breaking new endeavors into manageable steps—crawl, walk, run. The hosts emphasize how these principles can be applied to any challenge, creating a path to success whether in business, learning, or personal growth. This episode is packed with insights on innovation, community building, and achieving long-term goals through deliberate action. Embrace the change, start with intention, and the results will follow.

Enjoy more great insights 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 Bob Sutton’s Journey to Real Estate Success

02:29 Transition from Mining to Real Estate

03:34 Importance of Trying Something New

05:41 Ninja Selling Goes to Sea: Ninja Sailing

06:14 Learning New Processes: Breeding Championship Dogs

09:09 Partnering with Experts for Success

10:28 Starting with the End in Mind for Effective Planning

13:16 Implementing the Crawl-Walk-Run Approach

18:00 Building Community and Mastermind Groups on the Cruise

22:56 The Value of Bringing Family and Building Relationships

26:24 Join the Ninja Selling Facebook Group and Learn More

Key Takeaways:

"Trying something new can lead to unexpected success. Start with small steps and build from there."

"In life and business, find a guide. Someone who's been there before can shorten your learning curve."

"Start with the end in mind. Work backward to create a clear path to success."

"Crawl, walk, run. Begin with the basics, build habits, and soon you'll be running toward your goals."

"The beauty of life is that challenges at first often become strengths later on."

"Bring your squeaky wheels. Collaborate to solve the troubled parts of your journey."

"Commit early. Plan ahead to enjoy your investment in yourself and your family."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Sailing

Eric Thompson is back in the host’s seat today to offer insights and observations on his recent experience attending a Ninja Selling installation in Fort Collins, Colorado, alongside key figures like Larry Kendall and Don Tennyson. He shares impactful lessons from the event, focusing on improving mindset, refining skillset, and taking purposeful action. Eric recounts how attendees, including a husband and wife team achieving record-breaking results, used these principles to thrive in their real estate careers. Emphasizing that there is always a market despite external challenges, Eric inspires listeners to concentrate on what they can control to deliver exceptional value to clients.

Our host also highlights actionable strategies learned at the installation, such as honing negotiation skills and mastering the buyer process with a well-prepared buyer packet. He underscores the importance of focusing on the "vital few" actions that create the most impact, sharing the story of one attendee who lost 85 pounds by applying Ninja principles to his life and business. A key takeaway is the commitment to live real estate reviews each week, which fosters stronger client relationships. With inspiring stories and practical advice, this episode serves as a powerful reminder of both the many benefits of attending Ninja Selling Installations, and the fact that real estate professionals can succeed in any market when they focus on mindset and strategic action.

Episode Highlights:

00:00 Ninja Selling Installations

04:12 No Fear of Future Changes

05:47 Focusing on What You Can Control in Real Estate

07:22 Inspiring Stories from Ninja Installation Attendees

08:45 Value of Effective Seller Negotiation

11:03 The Importance of Mindset, Skillset, and Actions

12:15 ‘There is Always a Market’ Mindset

14:08 ‘Mastering the Buyer Process’ Skillset

15:47 Actionable Steps for Using Buyer Packets

17:24 Real Estate Reviews as a ‘Must Do’ Action

19:02 Final Thoughts on Focus on Mindset, Skillset, and Action

Key Takeaways:

"Your biggest expense is the money you don't make. Focus on mindset, skillset, and actions to maximize your income."

"Are you focused on the vital few? 20% of your actions create 80% of your results."

"There's always a market. Change in people's lives creates opportunities regardless of industry rules or interest rates."

"Mindset takeaway: There's always a market because there's always change. Focus on the opportunities that change brings."

"Skillset takeaway: Have a great buyer packet with newly revised documents and a clear articulation of your value."

"Action takeaway: Commit to doing two live real estate reviews per week. Serve your clients and position yourself as a trusted advisor."

"In the face of new industry rules, sharpen your skills and focus on adding value to your clients."

"Abundance mindset: Focus on the 70% of water in the glass, not the 30% that's empty. There's plenty of opportunity."

"Real estate reviews are working well right now. Make them simple and consistent, offering them as a service and a gift to your clients."

Eric Thompson welcomes Julie Will, one of Ninja Selling’s highly experienced coaches, to the podcast today to share valuable strategies for real estate professionals looking to enhance their business. Together, they explore the importance of creating a "start doing" and "stop doing" list, which provides a clear path to success by focusing on key activities that drive results. Julie also highlights the power of relationship-based selling, a core aspect of the Ninja Selling system, and shares how it transformed her career by helping her increase her income per hour while achieving a better work-life balance.

Throughout the episode, listeners will discover how to effectively manage distractions and set boundaries, ensuring their time is spent productively. Our duo notes that, by tuning out industry "noise" and maintaining a positive mindset, agents can keep their focus on opportunities rather than obstacles. They also go on to highlight the power of building and managing a warm list—an essential tool for nurturing client relationships and boosting referrals. Staying in hyperflow and recognizing key life changes in clients are both emphasized as well as they allow agents to consistently add value, build trust, and drive long-term success. Tune in today for the expert advice offered on maximizing your own productivity and staying focused on meaningful growth.

Enjoy more great advice 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 Doing and Stop Doing Lists

01:05 Switching to a Relationship-Focused Approach

02:13 Power of the Ninja Selling System

02:50 Increase Income Per Hour, Improve Work-Life Balance

04:10 Coaching Others for Real Estate Success

05:23 Show Up Consistently for Growth

06:06 Be Intentional with Your Workday

07:14 Time Blocking for Success

09:16 Honor Time Blocks and Set Boundaries

10:15 Respect Your Time and Future Clients

12:00 Avoid Distractions, Focus on Growth

12:30 Stay Positive, Ignore Industry Noise

14:00 Focus on Opportunities, Not Obstacles

16:30 Build and Manage a Warm List

18:50 Add People Experiencing Life Changes

21:45 Stay in Hyperflow, Build Relationships for Referrals

Key Takeaways:

"Time block your schedule. Specific tasks at specific times eliminate confusion."

"Ignore the noise. Focus on your goals, not the distractions."

"Your future self will thank you for the work you do today."

"Be the source of education for your clients."

"Hyperflow means staying in touch and adding value consistently."

"What you focus on expands. Choose to focus on opportunities, not obstacles."

"Think of time blocks as meetings with your future self. Never blow them off."