Ninja Selling Podcast

Rob Nelson interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections.
Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together around shared interests. These gatherings naturally deepen relationships, generate referrals, and make live flow inevitable. He complements these events with highly targeted content and newsletters designed specifically for his ideal clients.
Over three years, Greg grew his business from roughly $12 million in volume to $40 million while becoming one of the most recognized luxury agents in his market. His story demonstrates that when you build authentic community and create value beyond real estate, business growth follows naturally.
Key Takeaways
The best prospecting often starts with your passions, not traditional networking
Strategic gatherings create natural opportunities for relationship building and referrals
People connect more deeply through shared experiences than through real estate conversations
Content should be designed for your ideal client, not for the masses
Combining authentic live flow with targeted auto flow creates powerful momentum
Building community positions you as the trusted hub of a growing network
Memorable Quotes
"I could be more than somebody who just lists and sells houses."
"Stop trying to serve everyone."
"You need to find your people."
"The first time I'd laughed in six months."
"Why are we waiting for somebody else to create it?"
"You have to occupy the real estate portion of their brain."
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/
Greg Roeder: https://www.sellingfortcollins.com/

Eric Thompson interviews Cyndi Olmstead, owner of Consi Realtors in Oldsmar, Florida, about two powerful business strategies: networking like a Ninja and offering premium service for a premium fee. Cyndi shares how she built a thriving real estate business from scratch after relocating to Florida without an existing sphere. By intentionally immersing herself in networking groups and later refining her focus to the most productive relationships, she created a strong referral-based business and achieved her best year yet.
A major component of Cyndi's success is her innovative use of real estate reviews through her local Chamber of Commerce. By combining networking, one-to-many presentations, and personalized real estate reviews, she stays top of mind while providing valuable market information. This system has become a major source of both flow and business.
The second half of the conversation focuses on her premium concierge-style listing service. Rather than simply selling homes, Cyndi coordinates and manages everything from home preparation and repairs to downsizing, packing, moving, and settling clients into their next home. By creating a highly differentiated service model, she is able to confidently charge premium fees because the value she delivers is clear, measurable, and deeply appreciated by her clients.
Throughout the episode, Cyndi emphasizes knowing your value, building authentic relationships, and creating systems that make it easy for people to work with you.
Key Takeaways
Networking works best when you focus on groups that align with your interests and produce meaningful relationships
Real estate reviews can be an effective networking tool when delivered in a value-driven, educational setting
One-to-many presentations create efficient opportunities for both live flow and auto flow
Premium fees require premium value, and clients willingly pay more when the service solves significant problems
Knowing your value allows you to confidently build a business around your strengths and ideal clients
Coaching helps simplify decisions, refine focus, and create a business that fits your personality and goals
Memorable Quotes
"People see the value that you see in yourself."
"It is possible to have a really good business really quickly."
"I wanted the award for GCI, not volume."
"I had to find a way to make real estate reviews feel natural."
"If you're not tied to the outcome of every single thing, it's easier to choose what's right for you."
"Know your value."
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/
Cyndi Olmstead: https://concigroup.com/agent/cyndi-olmstead-1

In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine.
A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently.
This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja's true product is not training; it is results, achieved through consistent execution of proven lead measures and activities.
Key Takeaways
Results, not training, are the true product of Ninja Selling
Most agents know what to do, but need accountability to consistently do it
Lead measures (activities) drive lag measures (results)
The Ninja Nine remains the foundation of business generation
Ninja 90 helps agents bridge the gap between learning and implementation
The new Ninja Installation format combines a three-day training with 12 weeks of guided support
Memorable Quotes
"Our product is results."
"The most expensive gap in our business is the space between knowing and doing."
"It's not a question of whether the system works. The question is whether you will work the system."
"Goals are lag measures. Activities are lead measures."
"The challenge isn't learning the system. The challenge is consistently applying it."
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/

Rob Nelson and Peter Parnegg explore a question many people are asking: why does it feel like time is moving faster than ever? Rather than concluding that time itself has changed, they suggest that our perception of time has shifted because of how we spend our attention and energy. The conversation examines how distractions, obligations, and a lack of intentionality can create the feeling that life is speeding by.
Peter reflects on how many professionals have become disconnected from where their time actually goes. He argues that the solution is not finding more time, but becoming more intentional with the time we already have. Through examples from his own life, he discusses identifying priorities, reducing "leakage" of time, and focusing on the activities and relationships that matter most.
The discussion also ties directly into Ninja concepts like time blocking, P-Time, and living on purpose. Both Rob and Peter emphasize that success is not about squeezing more activity into the day but about aligning time with values, priorities, and meaningful experiences. Ultimately, the episode serves as a reminder that life is not measured by how quickly you respond to emails or how busy you appear, but by how intentionally you spend your time and whether you are present for the moments that matter most.
Key Takeaways
Time often feels like it is accelerating because attention is fragmented and priorities are unclear
The solution is not finding more time but becoming more intentional about how time is spent
Time blocking and P-Time help align daily activities with long-term priorities and goals
Many people underestimate how much time is lost to distractions, transitions, and low-value activities
Success comes from focusing on what matters most and eliminating unnecessary obligations
Being fully present creates the most meaningful and memorable moments in life
Memorable Quotes
"You can be efficient with process and systems, but you cannot be efficient with people."
"Clarity is kindness."
"Our number one tool is our energy and our consciousness."
"You don't lose 20 pounds at a time. You find 15 minutes here and 15 minutes there."
"Life is not measured by how quickly you respond to emails."
"When I get goosebumps, I know I am fully in the moment."
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 longtime Realtor and Ninja, Brenda Fortna of Allentown, Pennsylvania. Brenda shares how a single sentence completely transformed her mindset, her business, and her life: "What if it all went right?" After stepping away from coaching and slipping into a mindset that quietly suggested her best years might be behind her, Brenda heard that phrase on a Ninja podcast and immediately adopted it as her new lens for life.
What followed was a dramatic shift in both mindset and action. Brenda began preparing more intentionally for appointments, saying yes to opportunities she previously would have avoided, and embracing life list experiences with trust and optimism. She traveled to Spain for a month, took a spontaneous 7,000-mile road trip across the United States, visited national parks, connected with Ninjas across the country, and fully leaned into the belief that life and business could unfold beautifully.
At the same time, her real estate business flourished. In just six months of active work during the year, Brenda exceeded her annual goals by more than 60 percent. She credits this to the joy, confidence, and flow she carried into every interaction. Her story illustrates how mindset influences energy, energy attracts opportunity, and one powerful question can completely reshape the direction of your life.
Key Takeaways
A single sentence or idea can completely shift your mindset and trajectory
"What if it all went right?" creates both optimism and intentional action
Mindset changes are powerful when paired with preparation and personal responsibility
Joy and confidence are highly attractive and naturally improve business results
Life list experiences should not wait until "someday" because saying yes creates momentum
Listening to podcasts and surrounding yourself with positive ideas can create breakthrough moments
Memorable Quotes
"What if it all went right?"
"I realized my turn wasn't over."
"I wanted to increase the odds that it could all go right."
"Joy just exudes from you."
"Right attracts right."
"One sentence can open everything wide for you."
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/
Brenda Fortna: https://www.remax.com/real-estate-agents/brenda-fortna-allentown-pa/100025886