Ninja Selling Podcast

Episode Summary
In this special live episode of the Ninja Selling Podcast, Eric Thompson records in front of a live audience at the first Ninja Installation of 2026 in Fort Collins, Colorado. Eric is joined by Denver agent Dave Hettrick of RE/MAX Professionals and Dave's Ninja Coach, Julie WIll. Dave had his best year yet in 2025, growing his business 62% year over year in a market that was essentially flat, and he broke through a major income milestone by earning just over $300,000 for the year.
The central theme of the conversation is flow, specifically hyper flow, and how Dave creates massive results without asking for referrals. Dave is known in the coaching community as Mr. Gratitude, and he shares how leading every coaching call with wins and gratitude keeps him in a powerful mindset that helps him see opportunities, stay positive, and show up better for clients. Eric and Julie highlight that Dave's breakthrough came as he learned to trust the process, lean into consistency, and stay committed to incremental progress rather than perfection.
Dave explains how he has structured his life around live flow through intentional networking groups, coffees, lunches, and social time with friends, turning everyday connection into a predictable business engine. He shares how he built clarity and focus by knowing his numbers, maintaining a database of 426 people, and identifying a top 100 "client base" who receive extra attention and meaningful experiences such as an intimate annual pie party. He also shares the strategy that made his pie party so effective, emphasizing that the real power is in the touches before and after the event, including calls, texts, handwritten notes, and personal deliveries.
Julie shares how Dave's growth accelerated when he stopped rushing out of conversations to handle lower value tasks, and instead stayed present in relationship building while delegating operational and marketing tasks to his wife, Christine, who now works full time in the business. Dave closes by sharing his 2026 goal of 95 transactions, along with the visual accountability anchors he is using, and the creation of a "President's Club" travel reward system that celebrates their success and reinforces the life they are building.
Key Takeaways
Gratitude is a performance advantage and Dave uses it intentionally to fuel mindset, energy, and opportunity awareness
Trusting the process creates momentum and Dave's results grew when he stopped forcing what he thought he should do and committed to what works consistently
Flow fixes everything and live flow in particular becomes a predictable engine when it is scheduled and protected on the calendar
Hyper flow does not require asking for referrals when relationships are nurtured with genuine care and consistent connection
Incremental progress beats perfection and Dave does not miss twice because anything missed gets scheduled and corrected the following week
Know your numbers because your database is your primary asset and Dave can immediately state his database size and what matters most within it
Focus on a top 100 client base and give them extra love through deeper experiences and more intentional touches
Events work best when you maximize the before and after touches because invitations, reminders, thank you calls, notes, and follow up visits create multiple flow opportunities
Personal delivery creates outsized impact and Dave generated seven referrals from delivering cookies and handwritten notes to people who could not attend his event
Networking groups are only the beginning and the real value comes from turning brief interactions into coffees, lunches, dinners, and deeper relationships
Delegation increases flow capacity and Dave's wife took over tasks that do not require a license, freeing Dave to stay in high value conversations
A strong warm list is built by listening for change in FORD and Dave is consistently adding people each week because he is in frequent live conversation
Anchors increase accountability and a simple visual reminder can keep a goal present and actionable every day
Coaching becomes leverage when it shifts from cost thinking to value thinking and when the cadence is customized to what keeps momentum alive
Memorable Quotes
It was not a strategy. It was a way of life
Trust the process
The most powerful form of flow is live flow
Consistency and just doing the same things every week
If you miss it once it is a mistake, miss it twice it is the start of a new habit
Consistency brings power
It is not just about the event, it is about what happens before and after the event
What is it worth, not what does it cost
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/
Dave Hettrick: https://david-hettrick.remax.com/

In this wide-ranging conversation, Rob Nelson is joined by longtime mentor, friend, and Ninja partner Peter Parnegg to explore what sits at the very foundation of Ninja Selling: personal mastery. As the first of the four cornerstones of Ninja, personal mastery isn't a destination or a checklist; it's a lifelong path of alignment between mindset, skills, and daily actions.
Peter and Rob discuss what it means to live from abundance instead of scarcity, to choose creation over competition, and to take full responsibility for how we present ourselves in the world. They move beyond business planning and tactics to examine character, emotions, habits, and the behaviors that either move us forward or hold us back.
The conversation weaves together neuroscience, gratitude, ego, confirmation bias, leadership, and the discipline of consistency, especially when things are hard. They challenge listeners to stop chasing perfection, embrace grace, and recognize that executing at 50–70% consistently can radically transform life and business. The episode closes with a powerful reflection on Word of the Year, daily routines, and how personal mastery is ultimately about becoming a better human, not just a better salesperson.
Key Takeaways
Personal Mastery Is a Path, Not a Destination: It's a continual practice of aligning mindset, skills, and actions with who you want to become.
Creation Over Competition: Ninja is built on the belief that the world is abundant and that we are here to create, not compete or take.
Responsibility Is Foundational: Personal mastery requires taking responsibility for outcomes, emotions, and how you show up.
Gratitude Is the Reset Button: Gratitude is the fastest way to move out of scarcity and reframe mindset, even in difficult moments.
Upward vs. Downward Spirals: What you focus on expands; choose the upward spiral intentionally.
Consistency Beats Perfection: Dramatic improvement comes from consistent execution, not flawless performance.
Grace Over Perfectionism: Perfectionism is not mastery; progress and grace are.
Character Before Results: Personal mastery is about how you show up: as a leader, partner, parent, and human, before any business outcome.
Word of the Year as an Anchor: A meaningful word can guide daily decisions and reconnect you to what truly matters.
Daily Habits Matter: Small, repeatable routines (gratitude, reflection, practice) compound into fulfillment and growth.
Memorable Quotes
"We are here not to compete, but to create."
"Personal mastery isn't a destination...it's a path."
"Abundance doesn't just mean more money; it can mean more joy, love, and fulfillment."
"When you are afraid, you are usually thinking about yourself."
"Gratitude is the fastest way out of scarcity."
"What you focus on expands."
"It's easy when it's easy, mastery shows up when it's hard."
"Perfectionism is a form of self-abuse."
"Most wildly successful people execute at 50–70% consistently."
"Progress is the ultimate motivator."
"Personal mastery is a character issue, not a goal."
"Be graceful with yourself."
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/

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/