Ninja Selling Podcast

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: [email protected]
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/
Arwa Armstrong: https://arwa-associates.com/

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: [email protected]
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 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: [email protected]
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/

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: [email protected]
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

In this episode, Eric Thompson interviews Hope George, a Richmond, Virginia based team leader who has built a highly effective Ninja-style farming business that generates consistent listings and income. With 60 percent of her nearly $880,000 in GCI coming from farming, Hope shares a clear, repeatable system for farming intentionally and profitably.
Hope's approach begins with selecting the right farm using both relationship affinity and data. She analyzes past transactions, proximity, turnover rates, and competition to identify "fertile ground" before committing resources. From there, she implements a multi-layered flow system that combines high-quality monthly newsletters, targeted postcards with dynamic QR codes, and a strong follow-up system that includes handwritten notes, video messages, and in-person events.
A key differentiator is her commitment to both art and science in her marketing. Her eight-page newsletter blends community content, real estate data, and local connections, while her postcards and brand kits create strong visibility and credibility. She complements this auto flow with live flow through charitable events, sponsorships, and consistent community presence.
Hope emphasizes that farming requires persistence and financial discipline, noting it took eight months before her first listing. However, once momentum builds, the results compound. Her success illustrates that effective farming is not about luck but about consistent execution, strategic selection, and delivering exceptional value.
Key Takeaways
Start farming where you already have connection, familiarity, or past success
Use data to validate your farm including turnover rate, competition, and ROI potential
Commit financially and mentally because farming requires consistency before results appear
Combine art and science in your marketing to connect emotionally and demonstrate expertise
Use systems to convert auto flow into live flow through follow up and personal touches
Leverage your listings aggressively to build visibility and momentum within the farm
Memorable Quotes
"I have clients calling me every month."
"It felt like feeding a slot machine until it hit."
"I'm trying to live on your fridge."
"I had to stay in it until it started bearing fruit."
"I almost quit at eight months."
Links:
Website: https://ninjaselling.com/ninja-podcast/
Email: [email protected]
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/
Hope George: https://hopegeorgerealestate.com/
Hope George's samples: https://1qr.com/kiw9uuq3