Ninja Selling Podcast

Eric Thompson interviews Michael Maassel of LIV Sotheby's International Realty in Salida, Colorado, who shares how she transformed a chaotic start in real estate into a structured, relationship-driven business. After earning her license in July 2025 and completing just three transactions that year, Michael attended a Ninja Installation in March 2026 and began working with Ninja Coach John Hill. By October, she was on pace to earn nearly $241,000 in her first full calendar year. Michael credits her transformation to consistent affirmations, embracing her authentic personality, and committing to the Ninja Nine. Once intimidated by real estate reviews, she discovered that providing valuable information matters far more than creating a perfect presentation. With the Weekly Flow Activity Scorecard and her coach's accountability, she has built a business around purposeful daily actions rather than chasing transactions. Her message is simple: action beats anxiety, authenticity attracts the right people, and consistency creates extraordinary results.
Key Takeaways
Action Beats Anxiety: When overwhelmed or uncertain, taking even one productive action creates momentum and builds confidence.
Affirmations Shape Mindset: Michael has filled four notebooks with daily affirmations, helping her overcome self-doubt and embrace ambitious goals.
Authenticity Is Your Superpower: Stop trying to imitate other agents. Embracing your personality attracts people who genuinely want to work with you.
Done Beats Perfect: Real estate reviews don't need elaborate designs. Clients value useful information, and preparing reviews strengthens your market knowledge.
The Scorecard Creates Consistency: Tracking daily activities, FORD conversations, and follow-up opportunities provides clarity and accountability.
Coaching Accelerates Growth: A great coach challenges limiting beliefs, identifies blind spots, and helps turn uncomfortable activities into productive habits.
Memorable Quotes
"Action beats anxiety."
"Why not me?"
"This is an invitation to grow."
"Something over nothing, done better than perfect."
"Nobody is you, and you are a gift." — Coach John Hill
"Be willing to become willing to do something that you haven't done to get to where you wanna go."
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/
Michael Maassel: https://www.sothebysrealty.com/livsir/eng/associate/786-a-df26092418331030811/michael-maassel

Eric Thompson interviews Jacquelyn Krasnikoff of RE/MAX First in Calgary, Alberta, who shares a creative, relationship-centered open house strategy that helped her generate 30 of her first 34 real estate transactions from open houses. Her approach revolves around one simple question: "What do you think this house will sell for?" By turning that question into a fun contest with a $100 gift card, Jacquelyn creates a natural, pressure-free way to engage visitors, collect contact information, and establish relationships.
Jacquelyn walks through her entire process, from welcoming guests with coffee and conversation to following up with personalized videos, market updates, and thoughtful pop-bys. She also shares how her ready-to-go open house kit makes hosting effortless and how Ninja Coaching with Scott Bancroft is helping her build more consistent follow-up systems. Her message is simple: make open houses enjoyable, create genuine connections, and turn every interaction into an opportunity to stay in flow.
Key Takeaways
Make it a game: Asking visitors to guess the final selling price creates an engaging, non-salesy way to collect contact information.



Create a welcoming experience: Coffee, refreshments, and thoughtful touches encourage visitors to relax and engage in meaningful conversations.



Build follow-up into the process: Personalized videos, updates when offers arrive, and final selling-price announcements create multiple natural opportunities for flow.



Use thoughtful pop-bys: Small gifts and personal visits help turn open house visitors into lasting relationships.



Systematize your open houses: A fully stocked, portable open house kit makes preparation simple and repeatable.



Don't let opportunities slip away: A structured follow-up system ensures every new connection receives consistent attention.



Memorable Quotes
"What do you think this house will sell for?"



"Now this has become a game."



"They want to hear from me afterwards."



"I'm just keeping them informed and on information they ask me for."



"You're getting directly in front of buyers."



"Talk to people. Talk to people, talk to people, talk to 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/
Jacquelyn Krasnikoff: https://jacquelynk.ca/

Eric Thompson interviews Andrew Liberty of Compass in Studio City, California, about his "Ninja renaissance" and the shift from an unpredictable, seasonal business to one built on consistency and peace of mind. After years of strong months followed by long valleys, Andrew realized he had been operating "on accident," without a repeatable structure connecting his daily activities to his results.
Through Ninja Coaching, Ninja 90, and consistent use of the Weekly Flow Activity Scorecard, Andrew transformed the way he approaches his business. Instead of worrying about where the next transaction will come from, he focuses on the activities he can control: meaningful conversations, handwritten notes, real estate reviews, gratitude, affirmations, and his hot and warm lists. The result is a business projected to grow from $15 million in 2025 to $20–25 million in 2026, but Andrew says the bigger victory is finally having confidence in the process and peace about the future.
Key Takeaways
Consistency eliminates the dramatic peaks and valleys created by operating "on accident."
The Weekly Flow Activity Scorecard turns the Ninja Nine from good intentions into measurable daily habits.
Focus on the activities you control and trust that the results will follow.
FORD conversations work when the objective is to genuinely learn something new about another person, not search for a transaction.
Ninja 90 provides structure and habit-building, while one-on-one coaching helps customize the system to your individual business and life.
Stop making the business about yourself. When you focus on serving people instead of worrying about your next paycheck, both relationships and opportunities expand.
Memorable Quotes
"I was an on-accident agent."
"I feel like I was sleepwalking through my business, and now I feel like I'm awake."
"I was stopping me because I was making it about me."
"I don't have to worry about the results. The results will take care of themselves."
"I choose to do it every single day because now it's become a habit for me."
"I get paid to show up and be in their life. That's incredible."
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/
Andrew Liberty: https://www.compass.com/agents/andrew-liberty/

These People Probably Want to Buy/Sell Real Estate Download: Click Here
In this episode, Rob Nelson and Eric Thompson challenge the idea that 7% mortgage rates mean there is no real estate market. While higher rates certainly affect affordability and transaction volume, people continue to move because life continues to change. Births, deaths, marriages, divorces, career changes, empty nesting, inheritances, and other FORD events create housing needs regardless of the economic environment. 
The opportunity for Ninjas is to identify those changes through consistent flow. Rob and Eric explain why roughly 20% of your database should be on your warm list and demonstrate through a live FORD conversation how ordinary discussions about family, work, recreation, and dreams can uncover future real estate opportunities without ever becoming salesy. The message is simple: the opportunity isn't hiding in the market; it's hiding in your relationships. 
Key Takeaways
There is always a real estate market because life changes regardless of mortgage rates.
Economic conditions influence transactions, but FORD events often create the underlying reason people actually move.
Approximately 20% of your database should be on your warm list based on life changes you uncover through conversations.
Don't enter FORD conversations looking for business. Enter them genuinely curious about what is happening in someone's life.
A full warm list creates an abundance mindset by making the opportunities within your relationships visible.
Different segments of the market respond differently to interest rates, so understand which people and opportunities are less rate-sensitive. Pasted text
Memorable Quotes
"There's always a market."
"The question today is not, is there a market? The question is, who's the market?"
"The reason why there's always a market is because there's always change."
"The mission isn't to see if I can get this person on my warm list. The mission is to see what I can learn."
"The opportunity is not hiding in the market. The opportunity is hiding in your relationships."
"Don't buy into the headlines. Control what you can control."
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 Larry Kendall take a real-world challenge from a recent Ninja Installation and turn it into a 90-day business plan. A newer agent, currently working full-time as a CPA, wants to build $75,000 in reserves before leaving his corporate career and committing to real estate full-time. Larry's message is straightforward: focus less on the $75,000 and more on consistently executing the activities that produce it.
Using the Ninja 9, the weekly scorecard, real estate reviews, live flow, auto flow, and open houses, Larry lays out how someone with a full-time job can aggressively build a real estate pipeline over 12 weeks. The biggest challenge may be trusting the process through the inevitable lag between activity and results. The first several weeks may feel slow, but consistent activity compounds, and the payoff often arrives toward the end of the 90-day period.
Key Takeaways
Make the outcome your destination, but make the activities your goal.
Commit to consistently scoring 80–90+ points on the Ninja Scorecard for 12 weeks.
Fifty weekly FORD conversations create opportunities by uncovering change already happening within your relationships.
Use real estate reviews strategically. The phone call, mail, phone call approach can turn them into meaningful live flow and business opportunities.
If you're transitioning from another career, use consistent auto flow to reposition yourself in people's minds as a real estate professional.
Expect the lag. Don't quit planting seeds because results haven't appeared yet, and don't stop planting once the closings begin.
Memorable Quotes
"The $75,000 is the outcome. The goal is the activities."
"If you do the activities, the production takes care of itself."
"If he needs $75,000 in the next 90 days, all he needs to do is do the work."
"Realtors like to have instant mashed potatoes."
"When the payoff starts to come, don't stop planting the seeds."
"The scorecard is the key to this entire thing."
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/