In today’s insightful episode of The Ninja Selling Podcast, hosts Rob Nelson and Larry Kendall dive into a range of thought-provoking topics arising from the premise, "If you could ask Larry Kendall anything, what would it be?" Fielding questions covering everything from personal development to real estate strategies, Larry reflects on the life-changing influence of Think and Grow Rich by Napoleon Hill, explaining how a powerful mindset has been crucial in overcoming challenges and driving growth. He also emphasizes the role of gratitude and goal-setting, sharing insights from The Gap and the Gain and its alignment with the Ninja Selling system.

Larry goes on to address key strategies for exiting the real estate business, introducing the "Golden Handoff" for smoothly transitioning client relationships during retirement. He underscores the importance of balancing professional achievements with personal fulfillment, highlighting community involvement and authentic connections as vital components of long-term success. Larry hints at potential updates to Ninja Selling, such as new approaches to social media and essential strategies like the value clarification question for sellers. The episode ends with a powerful reminder that a strong mindset, meaningful relationships, and community engagement are the foundations of lasting success in both life and business.

More great advice can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00 Transparency and Striving for Improvement in Podcasting

01:34 Think and Grow Rich by Napoleon Hill

02:56 Larry's Early Business Experiences

03:01 Impact of Mindset and Personal Challenges on Growth

04:05 The Gap and the Gain and Its Alignment with Ninja Selling

05:16 Potential Additions to Ninja Selling

08:33 Overview of the ‘8 in 8’ Campaign

10:45 Strategies for Retiring from Real Estate Using "The Golden Handoff"

13:48 Larry's Admiration for Warren Buffett and His Principles

15:35 Larry's Upcoming Book, Ninja Leadership

19:08 Importance of Community Involvement and Building Relationships

Key Takeaways:

"You need to give. Giving back implies you don't give unless you have something."

"The Ninja Selling system is based on universal principles. I wouldn't change anything."

"Use social media as a database to look for pain and pleasure, then respond offline."

"A range of value for a home depends on the marketing and negotiating skills of your realtor."

"Build relationships through volunteering and community involvement. Business will follow."

"Transitioning a business takes a plan and usually two or three years."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Think and Grow Rich

The Gap and the Gain

Golden Handoff

Rob and Peter are the hosts today, and together they explore the evolving dynamics of the real estate industry, focusing on how agents can navigate the "new normal." They discuss the significant structural changes impacting the market, offering strategies for thriving amidst fewer transactions and increased marketplace noise. Central to their advice is the importance of relationship-building and mastering core business practices like the "Ninja Nine," which are essential for long-term success in real estate. By leveraging these fundamentals, agents can maintain stability in uncertain times while driving business growth.

Our hosts emphasize that in today’s competitive market, success boils down to two key aspects: generating business and effectively executing it. They review the power of tools like F.O.R.D. calls and relationship-building techniques, which many agents still struggle to master. To finish 2024 strong and position themselves for success in 2025, agents need to focus on nurturing client relationships, reconnecting with their database, and improving their expertise through live training like Ninja Now. As is highlighted here today, the path to success in real estate isn’t just about surviving—it’s about excelling through skillful, consistent execution.

More great advice can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00 Real Estate Market's Reaction to Structural Changes

01:27 Industry's Focus on Internal Discussions Over Consumer Impact

02:40 How to Finish 2024 Strong and Set Up for 2025 Success

03:35 Mastering the Ninja Nine System

05:00 The Two Key Challenges in Real Estate

06:51 Why Skill Development is Critical for Business Generation

07:14 Ninja Nine Business Generation and Client Nurturing Strategy

09:10 How Ninja Selling Operates as a Complete System for Real Estate

12:38 Overview of the New Ninja Now Course for Advanced Training

14:05 Navigating Distractions in the Real Estate Industry

15:07 Deep Dive into F.O.R.D Calls Strengthening Client Relationships

18:58 Demonstrating Value in Real Estate Conversations

20:00 Articulating and Creating Value for Buyers and Sellers

23:25 Key Focus Areas to Finish Strong in 2024 and Prepare for 2025

24:12 Nurturing Relationships by Creating Value through the Ninja Nine System

25:12 Final Thoughts on Ninja Now

Key Takeaways:

"Nurturing relationships by creating value.”

"The most valuable gift you have to offer is yourself.“

"To finish 2024 strong and set up for success in 2025, focus on the Ninja Nine and creating value."

"Demonstrate your value by creating it, not just articulating it."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

In this latest episode of the Ninja Selling podcast, host Eric Thompson is joined by Joe Robert and Brett Blanchard, the dynamic duo behind the NOLA Property Guys at Reve Real Estate in New Orleans. They discuss how they have successfully expanded their market share in a challenging real estate market by fully embracing the Ninja Selling system. Their conversation highlights the critical role of energy management, the benefits of a well-coordinated team, and the importance of focusing on essential activities that drive real estate success.

Joe and Brett reveal how recommitting to the Ninja Selling principles revitalized their business, emphasizing the need to manage energy by eliminating distractions and doubling down on high-impact tasks. They discuss the power of real estate reviews, the effectiveness of phone calls in building client relationships, and the importance of leveraging each other's strengths in teamwork. As you will hear, the insights they share today provide valuable strategies for any real estate professional looking to thrive, even in a down market, making this installment of the Ninja Selling podcast yet another must-listen for all.

Even more insightful strategies can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:55 Recommitting to the Ninja Path for Success

04:47 Leveraging Energy to Drive Business Growth

07:18 Importance of Complementary Strengths in Teams

10:19 Overcoming Fear of Making Phone Calls

11:47 Doubling Down on Efforts to Grow Market Share

13:40 The Power of Real Estate Reviews

18:12 Enhancing Client Relationships with Handwritten Notes

21:23 Using the Vibe Check to Save Time in Home Buying

24:35 Exploring New Orleans French Quarter History and Must Eat Dishes

Key Takeaways:

"The system works when you work the system."

"Focus on things you can control. Let go of the noise around you."

"It's not them that's scared. It's us that's scared to make the call."

"When someone's on your heart, it's for a reason. Write them a note."

"Gumbo as a dish describes us as people. It warms your heart and soul."

"Double down on your efforts. Redouble your energy to grow market share."

"Perfection is the enemy of the good. If it's good, let it be good."

"The vibe check saves you time. Make sure the community feels right."

"Write more notes. People love getting mail."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

NOLA Property Guys

Larry Kendall is back in the host’s chair this week, and is excited to welcome the remarkable Jonathan Spears, a top real estate professional from northwest Florida, to the podcast. The youngest broker to break a billion dollars in sales, Jonathan shares his amazing journey here today - from entering real estate at 18 to now leading a team generating $500 million annually. Together, he and Larry discuss parallels between Florida and Colorado's second home markets, balancing work and family, and building strong client relationships.

Jonathan's story emphasizes the power of passion, strategic planning, and the importance of building and leading a successful real estate team. He illustrates the significance of adaptability and perseverance in overcoming market challenges, recounting his early days working for minimum wage and learning the market through broker price opinions, eventually transitioning into luxury real estate. Our guest also goes on to highlight the value of strategic marketing, effective self-auditing, and time management to achieve business success. Emphasizing a structured approach and leveraging individual team strength, Jonathan offers invaluable insights for real estate professionals aiming to balance their careers and personal lives in this must-listen episode of the Ninja Selling podcast.

So many more incredible insights can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

0:00:00 Introduction

0:01:04 Market parallels: Florida and Colorado

0:02:13 Jonathan's early start

0:02:33 His business growth

0:04:42 Jonathan’s first year in real estate

0:09:21 Transition to luxury market

0:11:16 Building relationships with builders and developers

0:12:32 Marketing and PR

0:16:03 Balancing family life and business

0:18:12 Building a team

0:19:17 Hiring an assistant and expanding the team

0:22:03 Implementing Ninja Selling principles

0:24:16 Evolving team and brand

0:26:41 Monitoring performance and building quality relationships

0:28:08 Importance of quality conversations

0:29:32 Adapting to market changes

0:31:38 Generating business through relationships

0:32:05 Self-auditing for efficiency

0:36:39 Falling in love with routine

0:37:10 Final advice

Key Takeaways:

"Where you gravitate is what you'll cultivate."

"Be an ambassador of your market."

"Self auditing is about self accountability. Track your activities to find inefficiencies."

"The biggest advice: always mind your vibe."

"If you don't track, you don't care."

"Fall in love with the boredom of the routine."

"When you show up, show up fully. Let your passion influence those around you."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Spears Group

In today’s unique and informative episode, Rob Nelson and Eric Thompson delve into the strategies for living a drama free life. As the newly appointed head of Ninja Coaching, Eric brings his extensive 30-year experience in real estate and two decades as a Ninja to the forefront, sharing practical wisdom from his book, No Drama Zone. The discussion highlights how his calm and strategic approach has positively impacted his team, especially during the challenging period of 2020.

Throughout the episode, Eric identifies the three root causes of drama—dramatic people, low trust, and lack of clarity—and provides insights on how to address these to reduce chaos in life. The episode also explores the significance of adopting a proactive mindset, known as the player mentality, and the importance of setting clear boundaries and learning to say "no." By focusing on what you can control, Eric emphasizes, you can create a more peaceful and productive environment.

Listeners, today, are even treated to a special segment where Eric reads directly from his book, offering actionable advice on maintaining balance and focus in both personal and professional settings. And to help listeners even further, Eric invites them to embark on a transformative 100-day journey with daily lessons from his book, ensuring these principles become ingrained in their everyday lives. This episode has it all!

Don’t forget that even more inspiring information and advice can be yours by joining the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

00:00:21 Introduction of Eric

00:01:54 His qualifications and experience

00:03:43 Eric’s tenure as president of The Group

00:05:23 His inspiration behind writing No Drama Zone

00:08:11 Three root causes of drama

00:10:57 Player vs. victim mindset

00:13:13 Real estate transactions and drama

00:14:17 The importance of clarity

00:18:41 The No Drama Zone audiobook and the Ninja Selling No Drama Zone

00:19:45 Eric’s reading of the first section of No Drama Zone

"Drama sucks the life and soul out of us. Drama moves in where inspiration, focus, and clarity once lived."

"There's an inverse relationship between trust and drama."

"Players simply focus on the things that they can control, and they get fully in control of those things."

"Without certainty and clarity, there is drama."

"It's time to get over it. No more keeping score in your personal relationships."

"Judging puts you on a path to be old and grumpy. Curiosity puts you on a path to be wise and cheerful."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Ninja Selling No Drama Zone

The incomparable Larry Kendall takes over the hosting duties today to sit down for a fascinating conversation with the person who literally wrote the book on generating business referrals without asking. Stacey Brown Randall, national speaker and author of, of course, Generating Business Referrals Without Asking joins Larry to discuss the art of cultivating referrals without the awkwardness of asking and share the secrets of building a thriving referral-based business.

Stacey shares her journey from a failed business to becoming an expert in referrals, emphasizing the power of building genuine relationships. Along the way, she and Larry explore the nuances of referral marketing, including the importance of understanding your referral sources and creating memorable and meaningful connections. Together, they delve into the concept of "hot zones" for referrals and how to plant "referral seeds" effectively, and Stacey rounds things out by discussing her comprehensive system for generating referrals, including personalized thank-you notes and strategic communication to nurture relationships.

So many more incredible insights can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

0:00:05 Introduction to the episode and Stacey

0:01:05 Shared philosophies

0:02:54 Stacey's career journey

0:06:22 Writing the book and launching a podcast

0:08:50 Referral generation philosophy

0:12:13 Planting ‘referral seeds’

0:16:22 The torture of not getting referrals

0:18:19 Hot zones for referrals

0:23:49 Integration with Ninja Selling

0:24:06 Stacey's resources and programs

0:26:22 Final advice on referral sources

0:27:29 Final thoughts and farewell

Key Takeaways:

"Referrals only come from relationships, but relationships need ongoing connection."

"It's about being memorable and meaningful in your outreach."

"Planting referral seeds isn't just about saying, 'Thank you for your referrals.' It's about showing genuine appreciation and creating a memorable experience."

"Identify who your referral sources are and decide if you need to take better care of them because they take care of your business."

"A referral is not about you getting a new client; it's about helping someone solve a problem."

"Referrals are abundant if you can figure out how to earn them and plant the referral seeds."

"In a business built on relationships, it's crucial to show that you genuinely care beyond just business transactions."

"Tracking and understanding your referral sources is the first step in enhancing your referral strategy."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Stacey Brown Randall

Celebrated Master Ninja Instructor and co-creator of the Ninja Installation, Don Tennessen, joins Rob on the podcast for today’s examination of Ninja Selling's "Five Magic Questions," a crucial tool for building client relationships by prioritizing their needs and interests. Together, they note that, unlike traditional sales methods that focus on the salesperson, Ninja Selling emphasizes asking insightful questions, fostering a genuine connection with clients.

Don and Rob explore how this approach not only builds rapport but also uncovers potential business opportunities by focusing on personal aspects such as Family, Occupation, Recreation, and Dreams (F.O.R.D). They go on to offer a practical demonstration of using these questions to engage clients naturally, illustrating their effectiveness in both personal and professional contexts. The pair also stress the importance of adapting and practicing these questions, being attentive and flexible, and tailoring conversations to the unique situations of each client. Join Don and Rob today and learn how well-practiced skills can lead to more natural and meaningful conversations, setting the stage for successful outcomes.

Plenty more strategies for success can be found in the community of 16000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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:

0:00 Start

0:24 Introducing the Five Magic Questions

2:30 Relationship-building focus

2:52 The F.O.R.D. framework

4:27 Role-playing the F.O.R.D. questions

8:08 Adapting to changing circumstances

13:04 Practicing the questions

13:41 Resources and community engagement

Key Takeaways:

"Build relationships by focusing on them, not yourself. Ask questions, don't just answer."

"Pay attention to others. People love talking about their favorite subject: themselves."

"Asking great questions reveals changes in people's lives, leading to business opportunities."

"Practice the Five Magic Questions to make conversations natural and not awkward."

"A house for every kid: Buy a rental property young, let tenants pay, and fund college with it."

"Understand that people have options. Ask questions to discover their hopes and dreams."

"Always follow the lead of the person you're talking to. It's not about scripts, but connection."

Links:

www.TheNinjaSellingPodcast.com

Email: TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

www.NinjaSelling.com

@ninjasellingofficial

Ninja Coaching:

www.NinjaCoaching.com

@ninja.coaching

Ninja Events

www.NinjaSelling.com/Events

The Ninja Selling Podcast Facebook Group

Ninja Coaching Book Study

Ninja Mastery

Ninja Selling by Larry Kendall

Don Tennessen