Ninja Selling Podcast

Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased.
The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance of slowing down before making decisions, and the power of accepting reality without necessarily approving of it. Ultimately, navigating crazy means knowing what matters most and consistently filtering your choices through that lens.
Key Takeaways
You can't eliminate the crazy, but you can become better at navigating through it.
Control what you can control and stop spending energy trying to manage outcomes you cannot.
Strong boundaries and clearly defined values create an anchor when circumstances become chaotic.
Anxiety is often a prediction of a negative future outcome, so returning attention to the present can reduce its power.
Slow down before making decisions. Even a short pause can interrupt the pattern of reacting from fear or overwhelm.
Accept reality as it is. Acceptance doesn't mean approval; it gives you a truthful starting point for deciding what to do next.
Memorable Quotes
"The work is about moving through it, not overcoming it."
"Anxiety is always a prediction."
"Acceptance is not approval."
"The beginning of all struggle is the misalignment with expectations and reality."
"The day before your life changes forever will be just an ordinary day. Don't waste ordinary days."
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/
Mike Staver: https://mikestaver.com/
Navigating Crazy book: https://www.amazon.com/dp/B0H9P9JBJJ

In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions.
The conversation explores the Platinum Rule, the importance of asking rather than telling, and the sequence of connection, foundational, diagnostic, and closing questions. Larry also shares one of his favorite coaching tools, the "magic wand" question, and the personal story of how asking that question helped him and his wife discover and ultimately purchase their dream home.
Key Takeaways
Great communication starts by creating connection before trying to communicate information.
Asking questions is more powerful than telling because it builds trust, uncovers needs, and creates clarity.
Match the other person's communication style, personality, and learning modality to build rapport.
Follow the sequence of connection, foundational, diagnostic, and closing questions.
The "magic wand" question helps people think freely and uncover what they truly want.
Focus on helping clients make great decisions rather than trying to sell them.
Memorable Quotes
"Connect first, then communicate."
"Treat others the way they want to be treated."
"Asking is better than telling."
"It matters who says it."
"If you could wave your magic wand…"
"The market is the bad guy. We're on the seller's team."
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/

Eric Thompson interviews Gavin Vargas of Windermere Group One in Richland, Washington, who shares the mindset and habits behind building an 80-plus transaction business in a market of just 65,000 people. After attending his first Ninja Installation at age 21, Gavin steadily built his business by committing to the Ninja system, and in 2026 is on pace for his first $100,000 month.
Gavin credits his success to three things: mastering his mindset, maintaining consistent live flow, and treating everyone in his business as a relationship rather than a transaction. His goal is 15 live interviews per day, including clients, vendors, contractors, and community members. He also consistently delivers real estate reviews, hosts open houses with a service mindset, and intentionally nurtures relationships with service providers, who now generate roughly a quarter of his business.
Throughout the conversation, Gavin reflects on the influence of his late grandfather, Jeff Thompson, whose mentorship shaped both his mindset and his approach to serving others. His message is simple: consistent daily activities, grounded in the right mindset, create extraordinary long-term results.
Key Takeaways
A strong mindset is the foundation for long-term business success.
Consistently completing 15 live interviews per day creates remarkable momentum.
Contractors, vendors, and service providers are valuable referral partners who deserve the same level of flow as clients.
Real estate reviews provide meaningful opportunities to reconnect and deliver value.
Open houses are most effective when you become the neighborhood expert rather than simply hosting the event.
Small daily habits, practiced consistently, compound into extraordinary results.
Memorable Quotes
"Provide value or make people feel good."
"Shake the dust off your feet and move on."
"Get your mindset right first."
"I can't afford to forget what I learned."
"The consistency is what matters."
"You don't have to have a larger-than-life personality to build a great business.
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/
Gavin Vargas: https://www.windermere.com/directory/agents/gavin-vargas

Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for "something bigger."
Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that diluted his focus. Rather than chasing new tactics, he doubled down on the fundamentals: his hot and warm list, consistent Ninja Nine activities, and staying intentional with the people already in his world. The result was not only a dramatic increase in income but also a greater sense of purpose and confidence.
D.J.'s story is a reminder that sustainable growth often begins with a shift in mindset rather than a new strategy. When he stopped waiting for his ship to come in and fully embraced his role as a professional Realtor, his business followed.
Key Takeaways
Lasting business growth begins with a shift in identity and commitment.
Coaching provides accountability, clarity, and confidence to reach the next level.
The hot and warm list is one of the most powerful drivers of consistent business.
Eliminate distractions so you can focus on your highest-value activities.
The Ninja Nine works when executed consistently with intention.
Asking for help is often the breakthrough that unlocks new levels of success.
Memorable Quotes
"I quit waiting for my ship to come in."
"I wanted to leave nothing in the tank for 2026."
"I've stopped dating real estate and started marrying it."
"It doesn't have to be that hard."
"I finally believed I was capable of more."
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/
D.J. Farris: https://www.compass.com/agents/d.j.farris/

Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches.
Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new relationships, and reinforces her role as a connector rather than a salesperson. She complements this with an automated post-closing campaign of postcards and emails, along with highly personal outreach when clients experience meaningful life events such as a new baby, a lost pet, or becoming a U.S. citizen.
Throughout the conversation, Alexis emphasizes that the best marketing comes from genuine care. By staying intentional, authentic, and consistent, she has created a business that generates referrals, deepens relationships, and attracts people who naturally fit her personality and values.
Key Takeaways
Build client events around your authentic interests rather than forcing traditional appreciation parties.
A creative community event can generate both stronger relationships and new sphere connections.
Combine automated post-closing systems with meaningful personal outreach for maximum impact.
Small, genuine gestures during life's important moments create lasting relationships.
Coaching helps identify your natural strengths and build a business around them.
Consistency with simple relationship-building actions creates long-term momentum.
Memorable Quotes
"Where books find new homes."
"What is an event you would like to attend?"
"Some of the most meaningful touches aren't automated."
"I'm a real person. I'm not just a salesperson."
"Don't underestimate the small things."
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/
Alexis Pinter: https://www.instagram.com/alexispinter/?hl=en