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The Ninja Selling Podcast

The Ninja Selling Podcast

By: Ninja Selling
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 The Ninja Selling Podcast is for real estate agents, loan officers, sales professionals and anyone looking to better their business to increase their income per hour. Hear from the rotation of hosts from the Ninja Selling team as they share tips and tricks from top-producing agents around the country.Ninja LLC 2025 Career Success Economics Leadership Management & Leadership
Episodes
  • The Art of the Question: Next-Level Conversations with Erik Zimmerman

    The Art of the Question: Next-Level Conversations with Erik Zimmerman
    Jul 14 2025
    How do you move beyond the shallow "How's it going?" to have conversations that build deep, meaningful connections? In this insightful episode of the Ninja Selling Podcast, Rob Nelson sits down with one of the Ninja world's OG's and a master of communication, Erik Zimmerman. As a Ninja Selling Coach, Leadership Coach, Instructor, and Leadership Instructor, Erik brings a wealth of experience and a passion for elevating the art of conversation. Erik shares his philosophy on why he's not a fan of generic pleasantries and how he has intentionally engineered his approach to asking questions that unlock the stories, dreams, and challenges in people's lives. This episode is a deep dive into the nuances of Ninja Habit #8 (50 Live Interviews), moving beyond simply checking a box to creating genuine engagement. Learn the framework for asking better questions: eliminate yes/no queries, use open-ended prompts, let the last answer guide your next question, and get comfortable with silence. Discover powerful, specific questions like, "What are you most looking forward to?" and how to use follow-up questions to uncover details that allow you to create "wow" experiences for your clients. Erik provides actionable advice and role-play examples that will help you transform your daily interactions, deepen your relationships, and truly change the way you view the world—and how the world views you. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Erik Zimmerman: Ninja Coach, Instructor, and "Master Questionnaire" Moving Beyond "How's It Going?": The Problem with Shallow Questions The Goal of a Great Question: Making the "Film Inside People's Head" Start Rolling The Framework for Asking Better Questions: Curiosity, Open-Ended Prompts, and Active Listening The Power of Your Reaction: How You Respond to an Answer Drives the Conversation Going Deeper with Ninja Habit #8: It's More Than Just 50 "Check-Ins" The Role of a "Client Customer Patient Engagement Consultant" Specific, Actionable Questions to Start Meaningful Conversations The "What Are You Most Looking Forward To?" Question and Its Versatility The Importance of Silence: Giving People Space to Think and Share Using FORD and Record to Create "Wow" Experiences Getting Better at Asking Questions: Practice, Reps, and Listening Key Takeaways: "Stop pretending like you care and just care. If you go into conversations caring, that will be huge." "I want this tape inside people's head... called their life to start rolling. I want to hear what's in their head and what's in their heart." "Each question, whenever possible, each question is embedded in the answer of the previous question." "First think about being in the relationship business and the real estate business will follow." "How many questions does it take before I would add somebody to my warm list?" "The more the person that's answering the question recognizes my questions are getting more specific, most of the time they sort of... read the room." "The questionnaire should be talking no more than 20% of the time. And let's get the person that's hearing the questions to be talking 80% of the time." "If you want to get better at anything, what do you do? Practice, practice, practice... Want to be a better question asker? Ask more questions, get more reps, and then really listen to the answer." "A great starting place [question is], 'What are you most looking forward to?'" "When you ask a good question, be okay with silence." Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/
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    25 mins
  • Larry Kendall's Summer Plans

    Larry Kendall's Summer Plans
    Jul 7 2025
    Happy summer, Ninjas! Rob Nelson welcomes the founder of Ninja Selling, Larry Kendall, back to the podcast for a special conversation about vision, strategy, and staying in flow. Larry kicks things off with a recap of the annual Guide Camp, a development workshop for Ninja instructors and coaches, highlighting the renewed focus on Ninja Selling's core mission: to change the way the world views salespeople. The conversation then turns to Larry's big summer project: finishing his highly anticipated new book, Ninja Leadership. Discover Larry's personal strategy for tackling this major endeavor, including how he time blocks his summer, protects his creative energy by working in the early morning hours, and uses a change of scenery to maintain focus and say "no" to distractions. Finally, Rob and Larry dive into a Q&A session, addressing some of the most common questions from the Ninja Selling Facebook groups. Get Larry's expert advice on how to rebuild a sphere in a new city, what to do when you're struggling to come up with ideas for personal notes (the answer might surprise you), and a powerful, next-level FORD question technique to spark deeper, more meaningful conversations. This episode is packed with inspiration and actionable strategies for your business and life. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: A Recap of Guide Camp 2025 and the Focus on the Ninja Movement The Refined Ninja Mission: Changing the Way the World Views Salespeople Larry's Summer Project: Announcing the Upcoming Book, Ninja Leadership Larry's Strategy for Writing a Book: Time Blocking, Protecting Creative Energy, and Changing Your Environment Building Culture in the "Margins" Between Meetings Q&A: How to Rebuild Your Sphere After Moving to a New City Q&A: The Real Reason You're Struggling to Write Personal Notes (and How to Fix It) Q&A: A Next-Level FORD Question to Spark Deeper Conversations ("What's your favorite summertime activity?") The "What's in Your Hand?" Follow-Up Question Technique How to Use FORD and Record to Create "Wow" Experiences Key Takeaways: Focus on building relationships, not just chasing transactions, to thrive in any market shift. To change how the world views salespeople, you must first change how salespeople view themselves and the world. Protect the first hours of your day for your most important creative work, as they are often your most productive. Physically changing your location can be an effective strategy for saying "no" and creating space for deep work. If you're struggling for note-writing ideas, the root problem is likely a lack of "live flow"; increase your conversations. To start deeper conversations, ask specific, open-ended questions like "What's your favorite summertime activity?" instead of generic ones. Practice active listening by letting a person's last answer guide your next question, allowing you to go deeper. The goal of FORD and Record is to uncover details that allow you to create a personalized, high-value "wow" experience. Links: Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/
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    27 mins
  • How to Build a Ninja Company: A Blueprint from Jenny Usaj

    How to Build a Ninja Company: A Blueprint from Jenny Usaj
    Jun 30 2025
    How do you build a real estate brokerage where 81% of your agents increase their business by an average of 65% in a single year, especially when the overall market is down? You build a Ninja company. Join Eric Thompson as he sits down with Jenny Usaj, the innovative owner of Usaj Realty in Denver, Colorado, and a new addition to the Ninja Coaching team. Jenny provides a masterclass on how she has intentionally and systematically infused the Ninja Selling philosophy into every aspect of her brokerage, creating a culture of incredible support, accountability, and success. Jenny pulls back the curtain on her proven strategies, detailing the non-negotiable systems that have transformed her company. Learn why every agent is required to attend a Ninja Installation within their first year (and why they pay for it themselves), and how this sets the foundation for a shared language and business approach. Discover how Jenny creates an immersive Ninja environment, from a neon "The System Works" sign on the wall and a "Why Fridge" in the kitchen, to company-supported auto-flow and a game-changing process where her staff prepares real estate reviews for the agents. This episode is a practical blueprint for any brokerage owner, manager, or team leader who wants to go beyond just introducing Ninja concepts and truly build a high-performance Ninja culture. Jenny shares her weekly sales meeting agenda, her approach to skills-building workshops, and her number one piece of advice for leaders looking to start this journey: get your staff on board first. Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing Jenny Usaj, Owner of Usaj Realty and Ninja Coach The Incredible Results: 81% of Agents Increased Business by an Average of 65% in a Down Market Why Attending Multiple Installations is Key to Growth and Training The Mandatory Ninja Installation Requirement for All New Agents Creating an Immersive "Ninja Office" Culture (Neon Sign, "Why Fridge," Note Cards) The Structure of a Consistent, High-Energy Weekly Sales Meeting Company-Supported Auto-Flow (Newsletters, Emails) and Live-Flow (Event Support) The Game-Changing System: Preparing Real Estate Reviews for Agents to Execute The Importance of Regular Skills Practice Sessions as a Team Jenny's Blueprint for Leaders: Start by Getting Your Staff on Board Key Takeaways: "It's literally on the wall. It says 'the system works' in neon letters." "We have a business or sales meeting every Tuesday... Larry said to do it every week. So we've done it every week." "Our meetings start with gratitude. We always raise that energy up." "I found when it's their own money and it's their own time away from their family... it was a very different experience for them." "If the staff or myself can take it off the agent's plate in an administrative way, we want to do it for them so that they are just spending time on their people." "The year I adopted real estate reviews was the year I became a listing agent." "We have everyone's 'why' on the fridge... it's oftentimes a bit of a collage of everyone's family or a trip they want to take." "Having time to practice as a team, to practice and hear what other people are doing has been so invaluable to our agents." "Start with your staff, get your staff on board, get some traction there, and then slowly bring it to the agents with one nugget at a time." "Ninja has changed my life and I am so grateful and honored to have the opportunity to help other people have that experience." Links: Usaj Realty: https://usajrealty.com/ Website: http://www.NinjaSelling.com/Podcast Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: @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/
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    30 mins
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