Ninja Selling Podcast

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

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: 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/
Arwa Armstrong: https://arwa-associates.com/