TSW - The Scorecard Works

Eric Thompson interviews Jeff Hansen of Helen Adams Realty in Charlotte, North Carolina, about how the Ninja Weekly Flow Activity Scorecard has helped him create greater consistency in his business. After years of experiencing strong months followed by slower periods, Jeff began using the scorecard alongside coaching with Ninja Coach Bob Sutton to create structure, accountability, and a clear weekly blueprint. By consistently targeting at least 80 points per week, Jeff has increased his live flow, become more intentional in his FORD conversations, improved his real estate review process, and built a stronger pipeline. One simple question on the scorecard, "What did I learn?", has transformed the quality of his conversations by forcing him to listen beyond surface-level interaction. After several months of consistent activity, Jeff began seeing the payoff with a fuller pipeline and more predictable closings. Key Takeaways The scorecard turns the Ninja Nine into a clear weekly structure with measurable activities. Aim for consistency rather than perfection. Jeff uses 80 points as his personal weekly minimum. Ask "What did I learn?" after live conversations to move beyond small talk and become a better listener. Don't be afraid to call your sphere. If people are busy, they simply won't answer; if they answer, they want to talk to you. Turn real estate reviews into live flow by texting before you send them and scheduling a follow-up call afterward. Expect a lag between activity and results. Consistent scorecard activity today can produce a stronger pipeline 30 to 90 days later. Memorable Quotes "The scorecard works when you work the scorecard." "What did I learn?" "If they answer the phone, they want to talk to you." "You're not bothering anybody." "You can't hide from it." "The business will follow if you stay consistent with your scorecard." 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/ Jeff Hansen: https://jeffhansen.helenadamsrealty.com/

Eric Thompson interviews Brookelynn Cardenas of ERA Live Moore about how leaders can create more productive, engaged agents by building a culture of coaching, accountability, and genuine personal investment. The results are compelling: while her overall market is up just 1.29% in volume, ERA Live Moore is up 8.74%, and its Ninja agents are up an impressive 41%. As VP of Growth, Brookelynn works alongside managers to coach agents, reinforce Ninja habits, and create clear development opportunities. Her philosophy is that agents are more than production numbers. Great leaders understand what their people are working toward personally and help them build businesses capable of funding those dreams. She uses the Ninja Manager Scorecard to ensure leadership consistently focuses on the activities that drive coaching, retention, and recruiting. Brookelynn's message is simple: if you want agents to embrace the system, leadership has to model it. Know your people, stay in flow with them, measure the right activities, and create an environment where they feel seen, supported, and challenged to grow. Key Takeaways Great leadership starts with understanding each agent's personal definition of success and what fuels their motivation. Use a leadership scorecard to create consistency around the three critical activities of coaching, retention, and recruiting. Don't assume agents need more leads. Ask whether they actually need better conversations. The agent scorecard helps diagnose the real problem: insufficient activity or ineffective conversations. Leaders must model the behaviors they expect from their agents. You can't create a Ninja culture without personally living the principles. Broker owners should identify talented leaders, invest in their development, and give them the freedom and authority to grow. Memorable Quotes "Are we fueling their success or are we failing them?" "These agents are not just a number." "If they feel seen by you and feel understood by you, they're likely to give you their all." "Do you need more leads or do you need better conversations?" "How can I ask my agents to do something that I'm not willing to do myself?" "If you have somebody special, encourage and empower 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/ Brookelynn Cardenas: https://eralivemoore.com/2026/03/11/vice-president-of-growth-brookelynn-cardenas

Eric Thompson interviews Dan Dodd of Vanguard Properties in San Francisco about the dramatic shift that took him from a scarcity mindset in 2025 to one of the strongest years of his 22-year career. After closing $15 million in 2025, Dan had already closed $33 million by mid-August 2026, with $90 million in his funnel and a projected year of $65–80 million. Dan explains that the breakthrough wasn't a new lead-generation strategy. With help from Ninja Coach Mark Johnson, he stopped simply checking the boxes of his Ninja habits and began focusing on the feelings and mindset behind them. A meaningful daily affirmation became the catalyst, helping him see possibilities he had previously overlooked, reconnect with clients, act on his warm and hot lists, and recognize opportunities already around him. The lesson is powerful: the circumstances may be the same, but an abundant mindset allows you to see and act on possibilities that scarcity causes you to miss. Key Takeaways Scarcity and abundance can produce completely different results from the exact same market conditions. Don't simply check the boxes of the Ninja habits; engage with them in a way that creates genuine feeling and action. A meaningful affirmation can become a powerful tool for changing your internal dialogue and behavior. Abundance helps you recognize opportunities already hiding within your existing relationships and warm list. Focus on the activities and behaviors you control rather than obsessing over production outcomes. You don't have to execute Ninja perfectly. Consistency and intentionality matter far more than perfection. Memorable Quotes "I wasn't kind of in scarcity. I was in full scarcity." "It was like wearing a different set of glasses." "I consistently perform the activities that propel me to the top 1%." "The behaviors are what leads to the volume." "I'm worthy of love and all of the wonderful things that life has to offer." "It's all about what we can control." 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/ Dan Dodd: https://vanguardproperties.com/agents/dan-dodd

Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased. The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance of slowing down before making decisions, and the power of accepting reality without necessarily approving of it. Ultimately, navigating crazy means knowing what matters most and consistently filtering your choices through that lens. Key Takeaways You can't eliminate the crazy, but you can become better at navigating through it. Control what you can control and stop spending energy trying to manage outcomes you cannot. Strong boundaries and clearly defined values create an anchor when circumstances become chaotic. Anxiety is often a prediction of a negative future outcome, so returning attention to the present can reduce its power. Slow down before making decisions. Even a short pause can interrupt the pattern of reacting from fear or overwhelm. Accept reality as it is. Acceptance doesn't mean approval; it gives you a truthful starting point for deciding what to do next. Memorable Quotes "The work is about moving through it, not overcoming it." "Anxiety is always a prediction." "Acceptance is not approval." "The beginning of all struggle is the misalignment with expectations and reality." "The day before your life changes forever will be just an ordinary day. Don't waste ordinary days." 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/ Mike Staver: https://mikestaver.com/ Navigating Crazy book: https://www.amazon.com/dp/B0H9P9JBJJ

In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions. The conversation explores the Platinum Rule, the importance of asking rather than telling, and the sequence of connection, foundational, diagnostic, and closing questions. Larry also shares one of his favorite coaching tools, the "magic wand" question, and the personal story of how asking that question helped him and his wife discover and ultimately purchase their dream home. Key Takeaways Great communication starts by creating connection before trying to communicate information. Asking questions is more powerful than telling because it builds trust, uncovers needs, and creates clarity. Match the other person's communication style, personality, and learning modality to build rapport. Follow the sequence of connection, foundational, diagnostic, and closing questions. The "magic wand" question helps people think freely and uncover what they truly want. Focus on helping clients make great decisions rather than trying to sell them. Memorable Quotes "Connect first, then communicate." "Treat others the way they want to be treated." "Asking is better than telling." "It matters who says it." "If you could wave your magic wand…" "The market is the bad guy. We're on the seller's team." 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/

Eric Thompson interviews Gavin Vargas of Windermere Group One in Richland, Washington, who shares the mindset and habits behind building an 80-plus transaction business in a market of just 65,000 people. After attending his first Ninja Installation at age 21, Gavin steadily built his business by committing to the Ninja system, and in 2026 is on pace for his first $100,000 month. Gavin credits his success to three things: mastering his mindset, maintaining consistent live flow, and treating everyone in his business as a relationship rather than a transaction. His goal is 15 live interviews per day, including clients, vendors, contractors, and community members. He also consistently delivers real estate reviews, hosts open houses with a service mindset, and intentionally nurtures relationships with service providers, who now generate roughly a quarter of his business. Throughout the conversation, Gavin reflects on the influence of his late grandfather, Jeff Thompson, whose mentorship shaped both his mindset and his approach to serving others. His message is simple: consistent daily activities, grounded in the right mindset, create extraordinary long-term results. Key Takeaways A strong mindset is the foundation for long-term business success. Consistently completing 15 live interviews per day creates remarkable momentum. Contractors, vendors, and service providers are valuable referral partners who deserve the same level of flow as clients. Real estate reviews provide meaningful opportunities to reconnect and deliver value. Open houses are most effective when you become the neighborhood expert rather than simply hosting the event. Small daily habits, practiced consistently, compound into extraordinary results. Memorable Quotes "Provide value or make people feel good." "Shake the dust off your feet and move on." "Get your mindset right first." "I can't afford to forget what I learned." "The consistency is what matters." "You don't have to have a larger-than-life personality to build a great business. 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/ Gavin Vargas: https://www.windermere.com/directory/agents/gavin-vargas  

Eric Thompson interviews D.J. Farris of Nashville, Tennessee, who shares the mindset shift that led to his first $100,000 month after nearly 20 years in real estate. While D.J. had experienced success throughout his career, he realized he had never fully committed to becoming the best Realtor he could be. Instead, he viewed real estate as something temporary while waiting for "something bigger." Everything changed at the beginning of 2026. Through Ninja 90 and coaching with Steve Mandelson, D.J. embraced a new identity, committed fully to his business, and eliminated distractions that diluted his focus. Rather than chasing new tactics, he doubled down on the fundamentals: his hot and warm list, consistent Ninja Nine activities, and staying intentional with the people already in his world. The result was not only a dramatic increase in income but also a greater sense of purpose and confidence. D.J.'s story is a reminder that sustainable growth often begins with a shift in mindset rather than a new strategy. When he stopped waiting for his ship to come in and fully embraced his role as a professional Realtor, his business followed. Key Takeaways Lasting business growth begins with a shift in identity and commitment. Coaching provides accountability, clarity, and confidence to reach the next level. The hot and warm list is one of the most powerful drivers of consistent business. Eliminate distractions so you can focus on your highest-value activities. The Ninja Nine works when executed consistently with intention. Asking for help is often the breakthrough that unlocks new levels of success. Memorable Quotes "I quit waiting for my ship to come in." "I wanted to leave nothing in the tank for 2026." "I've stopped dating real estate and started marrying it." "It doesn't have to be that hard." "I finally believed I was capable of more." 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/ D.J. Farris: https://www.compass.com/agents/d.j.farris/

Eric Thompson interviews Alexis Pinter of Albuquerque, New Mexico, who shares the relationship-building strategies that helped her achieve her entire 2026 income goal by mid-June. After 12 years in real estate and two and a half years of coaching with Tracy Peterson-Nienaber, Alexis has built a business centered on authentic live flow, creative client events, and meaningful personal touches. Her signature strategy is a quarterly book swap, where clients, friends, family, and community members gather around a shared love of reading. The event naturally attracts like-minded people, creates new relationships, and reinforces her role as a connector rather than a salesperson. She complements this with an automated post-closing campaign of postcards and emails, along with highly personal outreach when clients experience meaningful life events such as a new baby, a lost pet, or becoming a U.S. citizen. Throughout the conversation, Alexis emphasizes that the best marketing comes from genuine care. By staying intentional, authentic, and consistent, she has created a business that generates referrals, deepens relationships, and attracts people who naturally fit her personality and values. Key Takeaways Build client events around your authentic interests rather than forcing traditional appreciation parties. A creative community event can generate both stronger relationships and new sphere connections. Combine automated post-closing systems with meaningful personal outreach for maximum impact. Small, genuine gestures during life's important moments create lasting relationships. Coaching helps identify your natural strengths and build a business around them. Consistency with simple relationship-building actions creates long-term momentum. Memorable Quotes "Where books find new homes." "What is an event you would like to attend?" "Some of the most meaningful touches aren't automated." "I'm a real person. I'm not just a salesperson." "Don't underestimate the small things." 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/ Alexis Pinter: https://www.instagram.com/alexispinter/?hl=en

In this episode, Eric Thompson interviews Sumina Bhatti of Austin, Texas, about how to take a truly restorative vacation without sacrificing your real estate business. Sumina shares a practical framework she has developed over years of travel, including trips lasting several weeks to several months, while maintaining strong client service and business momentum. The key is preparation. Sumina explains that successful time away begins with deciding what kind of trip you want to take: fully disconnected, partially working, or fully working from another location. Once that decision is made, everything else becomes easier. She emphasizes building a temporary support team, setting clear client expectations, establishing communication systems, and using technology to minimize interruptions while maintaining excellent service. A major theme is that many agents avoid taking meaningful vacations because they lack boundaries in their everyday business. The vacation itself becomes an opportunity to build better systems, delegate appropriately, and trust other professionals. By preparing well in advance and leveraging relationships, agents can take extended time away while ensuring clients continue to feel supported. The conversation also touches on Sumina's journey through multiple Ninja Installations and coaching, highlighting how Ninja continues to serve as her anchor for both business growth and personal fulfillment. Key Takeaways Successful vacations begin with deciding how connected you want to be before the trip starts Build a temporary support team and prepare them well before you leave Clear communication and expectation-setting eliminate most client concerns Technology can support your systems, but preparation matters more than tools Vacations expose weak boundaries and encourage healthier business practices The same Ninja systems that create business success can create freedom and flexibility Memorable Quotes "If a brain surgeon can take a vacation, we can take a vacation." "It's setting the right expectations and doing the right preparation." "Ninja has always been the thing that tethers me back to my purpose." 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/

Rob Nelson interviews Greg Roeder of Fort Collins, Colorado, who shares how he built a thriving real estate business by creating community around his passions rather than relying on traditional prospecting. A pivotal moment came when he invited a struggling homeowner to join a pickleball game, helping him realize he could offer more than real estate services—he could create meaningful connections. Greg began organizing what he calls strategic gatherings and signature events, including pickleball leagues, wellness events, coffee tastings, and other experiences that bring people together around shared interests. These gatherings naturally deepen relationships, generate referrals, and make live flow inevitable. He complements these events with highly targeted content and newsletters designed specifically for his ideal clients. Over three years, Greg grew his business from roughly $12 million in volume to $40 million while becoming one of the most recognized luxury agents in his market. His story demonstrates that when you build authentic community and create value beyond real estate, business growth follows naturally. Key Takeaways The best prospecting often starts with your passions, not traditional networking Strategic gatherings create natural opportunities for relationship building and referrals People connect more deeply through shared experiences than through real estate conversations Content should be designed for your ideal client, not for the masses Combining authentic live flow with targeted auto flow creates powerful momentum Building community positions you as the trusted hub of a growing network Memorable Quotes "I could be more than somebody who just lists and sells houses." "Stop trying to serve everyone." "You need to find your people." "The first time I'd laughed in six months." "Why are we waiting for somebody else to create it?" "You have to occupy the real estate portion of their brain." 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/ Greg Roeder: https://www.sellingfortcollins.com/