Ninja Selling Podcast

In this New Year's episode, Rob Nelson and Eric Thompson unpack one of the most powerful, and deceptively simple, Ninja coaching tools: "If you could wave your magic wand…" What sounds playful on the surface is actually a strategic question that fosters psychological safety, removes invisible limits, and enables people to access what they truly want without fear, risk, or "yeah-but" thinking. Rob and Eric explain how the magic wand question puts people into a pretend state where there's no ceiling and no consequences, allowing clarity, emotion, and authentic motivation to surface. They explore how the tool applies to business planning for 2026, coaching oneself through challenging moments, and guiding clients to make better decisions in emotionally charged transactions. The episode also delves into how the magic wand works in real estate, uncovering genuine priorities for buyers and sellers, anchoring clients back to their original "why" during negotiations, and helping agents build trust by asking questions that go beyond must-haves and logistics. Eric shares his personal magic wand goal—buying a home in the Colorado mountains—and connects it to Ninja's broader framework of designing life first, then setting goals to fund it. They close by tying the concept to the Ninja "Word of the Year" as an anchor for focus and growth in 2026. Key Takeaways The Magic Wand Creates Possibility: It removes ceilings and risk, quiets defensive thinking, and unlocks clearer, more creative truth. Pretend State = Psychological Safety: Clients (and you) feel safe to share what they want, not just what seems practical or "reasonable." Clarity Beats Logic Lists: With buyers, the magic wand gets you beyond "must-haves" into how they want to live—which reveals what matters most. Meaning Fuels Motivation: Goals aren't about transactions or income—they're about the emotion and life those outcomes create. Anchor Back During Conflict: In inspection drama or negotiation gridlock, the magic wand helps clients reconnect to the bigger purpose and regain perspective. Coach Yourself the Same Way: When you feel bogged down, return to your magic wand vision, ask "Has anything changed?", then recommit with clarity. Use "Tell Me More About That": This follow-up deepens meaning and uncovers the real "why" beneath the goal. Works Beyond Real Estate: It's a powerful conversation starter with spouses, kids, friends, and teams, helping people dream out loud. Word of the Year as an Anchor: A single word can reconnect you to your magic wand vision and align your mindset, skillset, and actions. Memorable Quotes "It's cute, but it is really powerful." "In a pretend state, there's no ceiling and there's no risk." "It diffuses the little voice that says, 'Yeah, but…' and 'What if…'" "It's not about the property. It's about what it means." "What's on the other side isn't a number; it's an emotion." "Begin with the end in mind." "Tell me more about that." "Buying or selling a home is emotional, even if people insist that it's not." "Your word of the year can be the ultimate anchor." "My word of the year is Elevate." 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/

Episode Summary In this episode of the Ninja Selling Podcast, Rob Nelson and Eric Thompson break down "Ninja in a Nutshell", offering a clear, high-level overview of what Ninja Selling is, why it exists, and how it works. Designed for listeners who want a straightforward starting point, this conversation distills the Ninja philosophy into its core components, avoiding jargon and hype. Rob explains that Ninja Selling is a complete operating system for a sales business, combining proven methods for generating business with a relationship-centered approach to serving clients. Together, Rob and Eric explore the foundations of Ninja (mindset, skillset, and actions) and explain how subtle skills consistently produce big results, regardless of personality, market conditions, or experience level. Listeners learn how Ninja replaces pressure with value, competition with creation, and transactions with long-term relationships. The episode also shares the origin of the Ninja name, the story behind the original "Ninja," and why the Ninja community has grown into a collaborative movement rooted in abundance, gratitude, and service. Key Takeaways Ninja Is an Operating System: Ninja Selling integrates how to generate business and how to do business, both rooted in relationships and value creation. Relationships Are the Business: Ninja focuses on people you already know, not cold calls, door knocking, or chasing strangers. Mindset Comes First: Gratitude, abundance, collaboration, and creation-over-competition form the foundation of Ninja success. Skills Beat Personality: Great salespeople are developed, not born; Ninja works for every personality type. Questions Over Pitching: Ninja conversations are built on asking better questions, listening for feelings, and recognizing change through FORD. The Ninja Nine Drive Action: Nine simple, repeatable habits—done consistently—produce extraordinary results. Value Replaces Pressure: Education, clarity, and collaboration remove resistance and make decisions easier for clients. Income Per Hour Matters: Ninja Selling is designed to help professionals earn more while working less and living fully. Ninja Is a Community and Movement: The Ninja Nation thrives on collaboration, shared values, and helping others succeed. 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

Caroline Bourgeault, a Ninja Realtor® in Pueblo, Colorado, became the #1 agent in her market in just two and a half years. A mother of four (including a newborn) and a recent Ninja Installation graduate, Caroline shares how intentionality, discipline, and deep care for her "extended family" of clients have fueled her rapid rise, without a traditional assistant. Caroline, originally from Australia and now thriving in Pueblo, Colorado, has built a high-production, relationship-based business on pace for 100 transactions in 2025, following 91 transactions in her first full year. She discovered Ninja through the Ninja Selling book, then flew to the Installation seven months pregnant, choosing to double down on her commitment by also enrolling in Ninja Coaching with Steve Mangelson. Shortly after her Installation, Caroline experienced a complicated C-section and a ruptured uterus, yet she continued her affirmations, gratitudes, and even wrote contracts from the hospital. Guided by her mantra of "God and gratitude before the grind," she built work/life harmony by scheduling what matters most first: breastfeeding, family, mindset, then layering her Ninja Nine and client work around those priorities. Caroline treats her 350-person database as extended family, organizing detailed FORD notes and staying in consistent flow through texts, personalized touches, and thoughtfully designed 8-in-8 campaigns. She also leverages housewarming parties, staging expertise, and hyper-personal gifts to make real estate deeply relational, not transactional. Steve adds powerful insight into how her success comes not from tactics alone, but from who she has become: a person whose business is simply an expression of service and love. Key Takeaways Momentum Is Consistency, Not Noise: Caroline's success is built on the belief that "momentum isn't loud, it's consistent," and that small, steady habits compound. Ninja Your Way: She customizes Ninja, leaning on staging skills, math strengths, and an internal scoreboard for her Ninja Nine. Database as Extended Family: Her 350-person "extended family" is tracked with detailed FORD notes and regularly updated insights, not just static contact records. Structured 8-in-8 Follow-Up: After meeting someone (often at a housewarming party), she runs a pre-planned eight-touch sequence of texts, calls, reviews, and face-to-face meetings. Housewarming Parties as Flow Engines: Streamlined, repeatable celebrations for buyers deepen relationships, generate introductions, and create natural reasons to stay in flow. Work–Life Harmony Through Scheduling: "Priorities don't fight for space; they get scheduled," she built her calendar around feeding a newborn, family, mindset, and then business. Service as the Business Model: Caroline's guiding question is: How can I use this to serve more people? The relationship itself is the leverage. Memorable Quotes "Momentum isn't loud. It's consistent." "Discipline doesn't disappear, it adapts." "God and gratitude before the grind." "Priorities don't fight for space; they get scheduled." "Show up, serve up, and keep swimming." "This is not transactional, this is relational." "If you love on people, you will serve them like no other." 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/ Caroline Bourgeault https://carolinebourgeault.com/

In this episode, Eric Thompson sits down with Stephanie Peterson, a dedicated Ninja Realtor® from Spokane, Washington. With 11 years of experience and an incredible ability to generate over $200,000 annually working just 20 hours a week, Stephanie shares how living intentionally, staying in flow, and focusing on relationships has completely transformed her life and business. Episode Summary Stephanie Peterson, a long-time Ninja and real estate professional with Windermere City Group, has built a highly efficient and relationship-driven business centered around a select group of 100 people. Rather than expanding endlessly, she focuses on depth by tracking her productivity, staying in consistent contact with her top clients, and living a well-rounded, fulfilling life outside of work. Her systematic and intentional approach enables her to balance a high income with meaningful free time. This episode delves into Stephanie's annual business planning method, including how she calculates the value of her time, schedules her week around her top priorities, and makes every decision based on ROI, both financial and emotional. Through quarterly pop-bys, annual reviews, and handwritten notes, she has made her business a hub of authentic relationships and genuine care. She also explains the art of managing her time into productive (P), indirectly productive (I), and eliminated (E) activities (she has zero E-time in her calendar). Listeners will also learn how Stephanie cultivates strong connections with fellow agents through intentional networking, hosting events, and thoughtful follow-up strategies. Whether you're seeking to streamline your business or increase your joy in your career, Stephanie's insights offer a powerful model of simplicity, connection, and purpose. Key Takeaways Focus Beats Volume: You don't need thousands of contacts to succeed; Stephanie generates six figures by serving 100 people with depth and care. Work Smarter: She works only 20 hours a week by scheduling her time with precision and tracking income per hour — over $2,000/hour for client time. Pop-By Strategy: Personalized quarterly gifts (like homemade salsa or Dad's Root Beer kits) strengthen relationships and generate referrals. Annual Reviews = Relationship Gold: She uses annual real estate reviews to provide value, deepen connection, and identify new business opportunities. Efficiency Through Systems: Everything, from gift inventory to CRM input, is systematized, allowing her to stay creative without being overwhelmed. Intentional Realtor Networking: Stephanie nurtures a nationwide referral network through memorable follow-up, event hosting, and meaningful gifts. Living Beyond Work: Embracing creativity, travel, and personal connection, she has built a life where work supports but doesn't define her. Memorable Quotes "The system is simple if you work the system." "I work 20 hours a week, earn over $200K, and focus on just 100 people." "If I want a big crop, I have to take care of my plants: I weed, water, and prune. That's how I treat my database." "Real estate has given me some of the best friendships in my life." "Don't just brush your teeth once; don't just go to one Ninja Installation. Keep brushing your business." "Busy doesn't equal productive. It's the right activities that bring results." "Who are your vital few? And what are the vital few activities?" 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/ Stephanie Peterson: https://stephaniesellsspokane.com/

In this episode of the Ninja Selling Podcast, Northern Virginia Realtor and Ninja, April Myers, explores what it really looks like to stay magnetic, consistent, and growth-minded when life gets very real. Based in Arlington, Virginia, with @properties in the DC suburbs, April shares how her background as a recruiting leader and VP of strategic growth helped her become fearless in sales and build powerful relationships with agents across her market. Those relationships are now a major asset in her real estate business. But the heart of this episode is deeply personal. In late 2024, April's husband, who has epilepsy, experienced a seizure after more than 10 years without one, and then another in early 2025. He lost his driver's license for nearly a year, which meant April became the full-time driver for her husband, her young son, and her clients… all while working in a volatile DC-area market with layoffs, uncertainty, and a government shutdown. Despite all of that, April is on track to grow her business by roughly 20% over last year in a market that is not up 20%. She walks through, very candidly, how she did it: mindset work, strict time blocking, non-negotiable morning routines, consistent FLOW (both live and auto), and a refusal to become a victim of her circumstances. This episode is a powerful example of Ninja principles in action when life is anything but easy. Key Takeaways Mindset first, always. April made a conscious decision early on: "I will not be a victim of my circumstances." That choice, to be a player instead of a victim, became the foundation for everything that followed. Systems let your business run while you're running. Before her family crisis hit, April had already built a solid Ninja business plan, a database, and consistent habits. When life got harder, those systems kept the business moving even when time shrank. Time blocking is self-preservation, not punishment. April blocks her calendar for real estate reviews, monthly emails, FLOW activities, and even which clients get a review each month. By deciding ahead of time, she removes the thinking burden from "future April" and just executes. FLOW is her superpower: auto + live. About 225–240 people in her database, with ~150 local in the DMV. At least two emails per month: one local lifestyle/events email and one real estate/market update from her Gmail. Regular mailings: quarterly newsletters, postcards, topical or seasonal pieces, plus tools like Homebot, and a vendor guide. Live FLOW: birthday calls, home anniversaries, client service calls every week, and at least one client dinner a month. April rarely "misses a beat" with her FLOW, even in a chaotic year. Recruiting experience turned into a massive advantage. Years of recruiting 175–200 agents made her fearless on the phone, great at conversations, and deeply connected to top agents in her market. These relationships now help her get offers accepted in competitive situations. Look for silver linings in hard seasons. When her husband lost his license, April chose to use extra time at school pickups, games, and events to go deeper with other parents, neighbors, and community members. That intentional presence has led to unexpected, high-quality clients in a tough year. Consistency beats "doing it all." April openly admits she didn't do as many open houses as she "should" have, but she stayed consistent on the core Ninja activities she could execute. The result: her business is up in a down market. Memorable Quotes "I refused to become a victim of my circumstances." "I still look back on the last 10 or 11 months and think, 'I don't know how I did it.' But I knew I needed a plan and a system to run my business like a business." "Those years recruiting agents made me fearless. If you can call Realtors every day who don't want to talk to you, it's a lot easier to talk to people who actually do want to talk to you." "I wanted to be an anomaly. I was already going to be, so why let this stop me?" "I started getting up a half hour to an hour earlier every day. I needed that time for affirmations and mindset because it keeps me grounded and sane." "It's like going to the gym. It's hard at first, and you don't see changes, but change doesn't happen overnight. You start to see results, and that keeps you going." "Trust the silver linings. Something hard might be happening, but there might be something better around the corner that you can't see yet." "We say the three keys to success are mindset, skill set, and action, in that order. I couldn't control what happened, but I could control my response to what happened." 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/ April Myers: https://www.atproperties.com/agents/13000/april-myers