Ninja Selling Podcast

• The Ninja Couple: From Military Precision to Real Estate Success

  Eric Thompson is joined by husband-and-wife Ninjas Jeremy and Shanon Johnson, retired Air Force veterans turned real estate professionals, to explore how this dynamic duo built a purpose-driven business rooted in discipline, structure, and service. From military precision to Ninja mastery, the Johnsons have created a thriving business in Hampton Roads, Virginia, closing 44 transactions in 2024 while maintaining balance, harmony, and joy in their personal lives. This conversation delves into what it takes to run a business intentionally as a couple, rather than by accident or exhaustion. Jeremy and Shanon share how a license plate at a stoplight sparked their real estate journey, how they learned to "run the business instead of letting it run them," and how the Ninja Selling System gave them the framework to thrive after the military. They unpack the daily habits, time-blocking strategies, and communication techniques that enable them to operate as true partners, both in life and in business. From mastering Real Estate Reviews to achieving 50 Live Interviews each week, the Johnsons prove that success doesn't require burnout; rather, it requires structure, clarity, and coaching. Their story is a real-world masterclass on productivity, partnership, and the power of purpose. Episode Highlights The spark that started it all A chance encounter with a real estate license plate launched their journey from military life to real estate. Within six years, they went from three transactions in their first year to 44 and counting. From military discipline to Ninja structure Their Air Force background shaped their systems, mindset, and morning routine. Up at 4:30 a.m., gratitude and affirmations by 5:00, gym by 7:00; their structure creates freedom and balance. Real Estate Reviews that drive real results Overcoming "analysis paralysis," Shanon implemented a simple yet powerful review process that yielded immediate results: three listings from their very first review and seven transactions this year, all directly attributed to reviews. Fifty Live Interviews simplified The Johnsons turned what feels daunting into a daily rhythm. By planning their calls every Friday in the Ninja Planner and counting genuine conversations — not just phone calls — they consistently hit their 50 Live goal every week. Coaching that changes everything Working with Ninja Coach Shelly Culbertson, they discovered the value of having a "third partner" who brings balance, perspective, and accountability. "She's our mediator, encourager, and guide," says Shanon. Running the business, not letting it run you With clear boundaries, family dinners, and weekends by appointment only, they've achieved the Ninja vision of higher income per hour — proof that structure and intentionality lead to harmony. Key Takeaways The Ninja System works if you commit to working it. Coaching isn't homework…it's elevation! Real Estate Reviews aren't sales tools; they're relationship builders. Partnership thrives when each person leans into their natural strengths. Discipline creates freedom. Structure your mornings, and your business will follow. Memorable Quotes "If it wasn't for that license plate, I don't know that we'd be in real estate today." - Shanon Johnson "The system absolutely works. It allows you to have the life you want, not just the business you want." - Jeremy Johnson "It's not wrong, it's just different. That's true in marriage and in business." - Shanon Johnson "Is the business running you, or are you running the business?" - Marshall Tony, Mentor "The coach doesn't give you homework; they elevate your business." - Jeremy Johnson 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/ Jeremy and Shanon Johnson: https://journeyhomerealtyllc.exprealty.com/index.php

  --------  

  28:51

  --------

  28:51
• "Do I Pursue a Solo Career Or Do I Form a Team?"

  Rob sits down with a powerhouse panel made up of Spears Group's Founder, Jonathan Spears, and its COO, Maria Coukoulis, both of whom are also co-founders of MyOps AI, and Larry Kendall, the author of Ninja Selling, to discuss a pivotal moment in every successful real estate agent's career. Together, this all-star team tackles the critical crossroads agents face: whether to continue as a solo producer or to build a high-performing real estate team.   This conversation goes deep into the nuts and bolts of scaling a real estate business from the ground up. The group explores Jonathan's transition from a driven solo agent doing $70 million in volume to the leader of a billion-dollar team, highlighting the operational challenges and mindset shifts required for success. They discuss the common pitfalls of team building, the necessity of creating documented systems and processes, and how a strong, clearly defined culture is the engine for sustainable growth. This episode provides an enlightening and informative case-study on how to turn a real estate practice into a true business, unlocking not just financial success but personal freedom and fulfillment. Episode Highlights: The critical crossroads every agent faces: staying solo versus building a team. Shifting your mindset from running a practice to owning a true business. The power of documented, repeatable systems for driving consistency and success. Why a strong culture - and getting the right people in the right seats - is non-negotiable for growth. Avoiding the "alligator pond" mistake: teaching agents to hunt versus simply feeding them leads. How mastering operations unlocks massive growth, eliminates waste, and creates personal freedom. Unlocking team potential by trusting each member to operate in their area of genius. Leveraging AI and technology to solve operational bottlenecks and give your team their time back. Key Takeaways: "We are not an anomaly… you can have this for yourself. You just have to be consistent with it, and you have to have those processes to carry you." "If you're an agent out there that's worried about an AI, oh my gosh, it's going to steal everything. Get curious instead of fearful." "A good system will work regardless of the market you're in. It's the documented process that will give you predictable results regardless of the market." "True success is when you're able to come alongside people, and out of that collaboration is birthed a greater product than either of you could create on your own." "People do not refer Jonathan Spears… They refer his process." "Build your goals into your calendar. Build your goals into that system and process. That way your daily executions, those daily movements, allow you to move towards them, not away from them." 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/ Spears Group: https://spearsgroupfl.com/ MyOps AI: https://myops.ai/#home Larry Kendall: https://www.linkedin.com/in/larry-kendall-1078b61/  

  --------  

  56:35

  --------

  56:35
• How to Intentionally Create Change

  Eric Thompson is joined by world-class Ninja, Ethan Shapiro, and his coach, Steve Mangelson, at a Ninja Installation in Fort Collins, Colorado, for a lively discussion about intentionally creating change. Ethan shares his journey from the grind of cold-calling to building a thriving business on genuine relationships and a unique charitable model. Together, with Steve and Eric, he offers powerful insights for achieving sustainable success and personal fulfillment in your real estate career. Ethan's transition from prospecting to a system that fosters deep client connections and improves quality of life is examined in depth, highlighting the fact that his company donates 50% of profits, turning each transaction into a positive impact. Throughout the episode our panel explores achieving work-life harmony over balance, as well as practical strategies, such as conducting 50 live interviews a week to boost business growth and career joy. Today's conversation between these three top level professionals provides a compelling illustration that building a business on authentic contribution is the ultimate path to exponential growth and a truly joyful life. Episode Highlights: Create Change Realty's innovative model for charitable client impact. Transitioning from burnout prospecting to a sustainable, relationship-based system. Strategies for creating intentional change for exponential business growth. Why work-life harmony is more effective than work-life balance. Tips for conducting 50 live interviews weekly to build relationships. The power of coaching and system implementation in business. Reviving old leads by focusing on genuine connection. How providing value boosts client loyalty and call-answer rates. Key Takeaways: "My quality of life is what has dramatically improved since the installation." "It really is the difference between pursuing the transaction versus pursuing the relationship." "I really want my clients to feel like they're having a huge positive impact on the world by working with me." "She looks at me right in the eye and she's like, 'Yeah, stop doing that.' She's like, 'Stop cold calling.'" "When he calls someone, they'll stop what they're doing to talk to Ethan, and it's because he provides value." "I'm genuinely trying to be a force of light in their life." "If we're reluctant to make the call, we're making it too much about ourselves." "Ninja has given me a system for how to build genuine relationships with people, which is what I would do for no money." "That which we persist in doing becomes easier, not that the task itself has changed, but our ability to perform the task has increased." 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/ Create Change Realty: https://ccrealty.org/ Steve Mangelson: https://givebackhomes.com/agent/steve-mangelson  

  --------  

  29:08

  --------

  29:08
• 80 Years Worth of Stellar Advice for Today's Agent

  Host Rob Nelson welcomes industry titans Larry Kendall and Paul Silverman for an insightful and instructive discussion on navigating market uncertainty. With 80 years of combined real estate experience, they explore whether we're in the 'best of times' or 'worst of times', reveal how perspective and mindset can transform challenges into opportunities, and offer timeless wisdom for building a resilient business in any economic climate. Drawing upon decades of experience with market cycles, the guests stress the importance of adopting a 'player' versus 'victim' mindset, and explain how to focus on what you can control to drive positive outcomes, regardless of external conditions. While technology has streamlined transactions, they argue that genuine relationships are now more vital than ever, providing the strategic principles needed to thrive, not just survive. Tune in now and immerse yourself in 8 decades worth of invaluable real estate wisdom that you simply cannot afford to miss. Episode Highlights: Adopt a "player" not a "victim" mindset to turn challenges into opportunities. Focus on your circle of control: your actions, skills, and mindset. Understand that real estate is cyclical to remain strategic in any market. Be a "farmer," not a "hunter," by cultivating long-term client relationships. Clearly articulate your value through skilled negotiation and pricing. In leadership, build team resilience through connection and encouragement. Use technology like AI to increase efficiency and focus on relationships. Bring back personal touches like handwritten notes to stand out. Key Takeaways: "With the uncertainty, it's easy to get sucked into the outer circle, the circle of concern…Focus on what you can actually control." "The people that don't plan or that haven't seen a down cycle, if you will, are the ones that have the hardest time with change." "Your biggest expense is the money you don't make in this market. It's not the fee." "It's a system that is designed to work regardless of your personality or regardless of the market that you're in." "In order to articulate your value, you must first create value." "Don't do it for the dollar. Do it for the service, and the dollar will follow." "Whatever they're doing today, they may not see a harvest for another 30 to 60 days, but they've got to plant the seeds right now." "I am tired of being a victim. It's time to be a player." 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/ Larry Kendall: https://www.linkedin.com/in/larry-kendall-1078b61/ Paul Silverman: https://www.linkedin.com/in/psilverman/  

  --------  

  29:58

  --------

  29:58
• How to Have Consistent Volume in an Inconsistent Market Using Consistent Routines

  The truly inspiring Amanda Baker, a real estate agent from Durham, North Carolina, who is achieving incredible success in her business, joins Eric Thompson here today. Tackling the question so many of us ask: "How can I do it all?", Amanda shares her proven strategies for generating consistent high-volume sales in an ever-changing market, all while maintaining a rich and present family life. She also provides invaluable advice on how consistent routines are the secret to balancing a thriving real estate career with personal priorities, proving you do not have to sacrifice one for the other. In this insightful conversation, Amanda details the brilliant "every other week" schedule she created to maximize quality time with her children during the summer without letting her business skip a beat. She explains her philosophy of "doubling down" on focused work periods, which allows for greater freedom and flexibility. A key to her success is running her business like a business by planning her entire year of autoflow, including client events, pop-bys, and newsletters, well in advance. This proactive approach eliminates stress, creates seamless client experiences, and provides the structure needed to build a life by design, not by default. Episode Highlights: Balance family and work with an "every other week" system. Proactively plan a year of marketing and client events. Maximize productivity by "doubling down" on focused work. Build relationships with newsletters, pop-bys, and events. Set client boundaries while providing excellent service. Use structure and foresight for sustainable success. Build a rewarding life, not just a busy career, with Ninja principles. Key Takeaways: "The goal at end-of-year business planning is to not have to think about it for the rest of the year, honestly." "I rarely have a perfect Ninja week... It's about the consistency of doing the Ninja things." "You actually can do this. You can have a life. You can have quality time doing the things you want to do with the people you want to do them with and continue to run a successful business." "You're listening to someone who is running her business like a business." "You're never scrambling or going, 'Oh, it's too late now. We'll catch it next month.'" "Even a text reminder will just kind of start a conversation... and kind of again, start the F.O.R.D. from there." "If you have a plan and a process, you can structure your life, your business just how you want 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/ Amanda Baker: https://amandabaker.allentate.com/  

  --------  

  31:44

  --------

  31:44

More Business podcasts

Trending Business podcasts

About Ninja Selling Podcast