Obsessed with Results - the Ninja Installation Evolves
The Ninja Selling Podcast unveils a transformative evolution of its flagship four-day installation: the new three-day classroom experience now includes 12 weeks of structured support through Ninja 90, a program designed to bridge the critical gap between knowing what to do and actually doing it. Larry Kendall reveals that while 80% of real estate agents return to old habits after training—despite knowing the system works—the real breakthrough comes from disciplined implementation. By embedding the Ninja 9 success habits into a weekly, group-based accountability structure, the program has already driven a 55% year-over-year production increase in a market down 6.7%. The shift isn’t just logistical—it’s philosophical: results aren’t delivered by training alone, but by systems that make execution inevitable. The core insight? Lead measures—like daily 'Ford interviews' (meaningful conversations that uncover change)—are the true predictors of success, not lagging goals. This new model turns training into a sustained behavioral transformation, combining the energy of a mastermind group with the structure of a proven system. The episode reframes the entire learning journey: instead of a one-time event, it’s now a 93-day commitment where participants don’t just learn the Ninja 9—they live it. The program’s design mirrors a gym class: structured, social, and repeatable. But unlike a personal trainer, it’s scalable and affordable. The result?
The new Ninja installation is now three days of classroom learning followed by 12 weeks of Ninja 90, making implementation part of the core experience.
80% of agents fail to sustain results after training not due to lack of knowledge, but due to lack of discipline and accountability.
Ninja 90 turns the Ninja 9 habits into a weekly, group-based action plan, with one hour per week focused on executing lead measures.
The most predictive lead measure in real estate is not closing deals, but the number of 'Ford interviews' (meaningful conversations) you have each week.
Lead measures like daily conversations are more effective than lagging goals because they’re actionable today and directly tied to future results.
…and 3 more takeaways available in PodZeus
The 50-Year Evolution of Ninja Selling
Rob and Larry reflect on the 50-year journey of The Group Real Estate, the real-world laboratory where Ninja Selling was born. The core obsession with measurable results—selling more houses, easier, faster—became the foundation of the entire system.
The Knowledge-Doing Gap: The Real Cost of Training
“The most expensive gap in our business is the space between knowing and doing.”
Ninja 90: The Discipline Engine
Ninja 90 is introduced as the solution: a 12-week, group-based accountability program that turns the Ninja 9 habits into daily, repeatable actions. It’s not retraining—it’s implementation.
Proven Results: 55% Growth in a Down Market
“The 78 people who went through Ninja 90 were up 55%. All right. So to summarize to this point...”
The New Ninja Installation: 3 Days + 12 Weeks
The four-day installation is now restructured into three days of classroom learning, followed by 12 weeks of Ninja 90—fully included in the tuition price, not an add-on.
“The most expensive gap in our business is the space between knowing and doing.”
“And our goal is to not send you out at the end of the installation saying, go work the system and trust that it works, but to say, we're here to come beside you when you get back into your business,”
“goals are lag measures so you don't know if you made the goal till it's at the end of the year did I make my goal?”
Hosts
Guest
Larry Kendall
person
Ninja 90
other
Rob Nelson
person
Ninja 9
other
The Group Real Estate
organization
Ford interviews
other
Marshall Goldsmith
person
Mike Staver
person
Ninja Bob
person
Guide Camp
other
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