My Experience at a Ninja Installation in Fort Collins, Colorado – September 2025

When I first heard about Ninja Selling, I thought the name sounded a little…cliché. Being a Ninja of any kind these days has almost become a meme, since it seems there’s a Ninja for just abou every need and season. But make no mistake: what I experienced during my training in Fort Collins, Colorado, was surprising – and this from a guy who has been to all manner of sales trainings over 20+ years in the business. The Ninja Selling system isn’t about slick sales tactics or high-pressure closing techniques. It’s about building authentic relationships, asking questions, creating clarity, and providing so much value that people naturally want to do business with you.

Over the course of my time in Fort Collins, I learned that becoming a “Ninja” REALTOR® isn’t just about how you handle transactions—it’s about who you are as a professional and how you show up for people every single day. That’s why I’m excited to share not only what Ninja Selling is, but also what I took away from the training, and most importantly, how it makes me a better real estate agent to refer your Silicon Valley clients for both buyers and sellers.

What Is Ninja Selling?

Ninja Selling is a sales philosophy developed by Larry Kendall and the team at The Group, Inc., based in Fort Collins. It’s built on the idea that selling should be about service, not pressure. Instead of convincing people to do something they’re not ready for, a Ninja REALTOR® focuses on education, guidance, and building trust.

At its core, Ninja Selling has four guiding principles:

1. Personal mastery – You can’t serve others well unless you’re clear, balanced, and intentional yourself.
2. Customer-centric focus – It’s not about the agent’s goals; it’s about the client’s goals.
3. Process-driven system – Success doesn’t come from chance; it comes from proven routines and strategies.
4. Creating value every day – Ninjas look for ways to provide genuine value long before (and well after) a transaction happens.

Unlike traditional sales training, which often teaches scripts and persuasion techniques, Ninja Selling teaches agents how to listen, ask the right questions, and create a framework where clients feel empowered to make decisions confidently.

My Training Experience in Fort Collins

Traveling to Fort Collins, Colorado—the birthplace of Ninja Selling—was special in itself. If you don’t know where Fort Collins is, it’s about 90 minutes north of Denver on I-25.  There’s no airport that serves commercial jets, so to get there, you have to fly to Denver International Airport and then take a bus or private transport to Fort Collins. The training is held in The Group Inc.’s main building; in fact, when we got there on Tuesday morning, the class was delayed for a few minutes as they finished up their weekly office meeting which is held in the same room they do the Ninja Installations.

The room is pretty big – and it was full.  I don’t think there was an empty chair in the place, and I imagine there were about 100 REALTOR®s there for the training.  I quickly came to learn that many in attendance had been to a prior installation – and for some, this was their second or third time doing the “Ninja Installation.”  And doing a Ninja Installation is no small thing – aside from the fact that Fort Collins is a bit off the beaten trail, the program itself takes four full days – plus a day or so of travel for most people, myself included, to get there. In my installation, there were REALTOR®s from all across the United States, as well as a contingent from Canada and another group from Barbados.

The training was immersive, collaborative, and very intentional. Instead of being taught how to “close” people, I was taught how to open conversations, how to discover what matters most to people, and how to align my service with their goals. The sessions emphasized gratitude, mindset, and daily habits just as much as market knowledge and negotiation skills. Every morning began with exercises on focus and intention—because when you’re centered and mindful, you show up better for your clients.

The Ninja Nine: Daily and Weekly Habits That Drive Success

One of the most impactful teachings from Ninja Selling is something called the Ninja Nine. These are nine core habits—broken into daily and weekly practices—that keep a REALTOR® focused, intentional, and consistently creating value for clients. Instead of chasing deals, the Ninja Nine helps agents stay grounded in the activities that build trust and long-term success.

The Daily Five

1. Gratitude Practice – Starting each day with gratitude sets the tone for positivity and clarity.
2. Show Up with Focus – Review goals, priorities, and mindset to make sure energy is aligned for the day ahead.
3. Handwritten Notes – Writing personal notes each day keeps relationships authentic and personal.
4. Hot List – Review clients ready to act now and make sure nothing slips through the cracks.
5. Warm List – Stay in touch with people likely to need help soon, building comfort and connection before they’re ready.

The Weekly Four

1. Real Estate Reviews – Provide clients with a personalized snapshot of their home’s value and market conditions.
2. Customer Service Calls – Reach out proactively to check in, provide updates, or simply stay connected.
3. Focus on Personal Development – Commit to ongoing learning and growth as a professional and as a person.
4. Mastermind and Accountability – Connect with peers, mentors, or coaches to stay sharp and accountable.

Why This Matters for Clients

The Ninja Nine may sound simple, but that’s the brilliance of it. By practicing gratitude, staying organized, and making consistent, genuine connections, I’m always in a position to serve my clients better. Buyers benefit because I’m focused, prepared, and connected to opportunities as soon as they arise. Sellers benefit because I’m consistently sharpening my skills, communicating clearly, and keeping their goals front and center.

Over time, the Ninja Nine creates a steady rhythm where nothing is rushed, and everything is intentional. For clients, that translates into smoother experiences, fewer surprises, and outcomes that feel aligned with what they want most.

Why a Ninja REALTOR® Is Different

So what makes a Ninja REALTOR® the best kind of REALTOR® to use? In a word: intentionality.

Ninjas don’t just throw your home on the MLS and hope it sells. We don’t drag you through open houses without a plan. Everything we do—from pricing strategy, to marketing, to negotiation—is purposeful and designed to serve your best interests.

Here are some of the qualities that set a Ninja REALTOR® apart:

• We listen more than we talk. Instead of pushing an agenda, we discover yours.
• We’re process-driven. That means fewer surprises and smoother transactions.
• We focus on long-term relationships. Ninjas aren’t looking for one deal; we’re looking to be your Realtor for life.
• We create clarity. Buying or selling can be overwhelming, but Ninjas have tools and systems that simplify decisions.
• We add value even outside of transactions. Whether it’s a market update, a trusted contractor referral, or just staying in touch, you’ll hear from us in meaningful ways long before and after a sale.

This philosophy is why so many people feel confident referring business to a Ninja Realtor. They know that anyone they send our way will be treated with care, respect, and expertise.

How Ninja Practices Help Buyers

Buying a home in Silicon Valley—or anywhere in the Bay Area—can feel like stepping into a storm. Multiple offers, rising prices, limited inventory, and a fast-moving market can overwhelm even the savviest buyers. That’s where Ninja practices make a profound difference.

1. Discovery Process

Before we even start looking at homes, I use the Ninja buyer interview framework to uncover what matters most to you. It’s not just about how many bedrooms you need—it’s about lifestyle, commute patterns, schools, community vibe, and even future plans. By taking time to truly understand your needs, I can help you avoid chasing properties that aren’t the right fit.

2. Clarity Through Education

Ninjas believe an educated buyer makes better decisions. I provide market data, neighborhood insights, and historical trends so you can see the bigger picture. Instead of being reactive, you become proactive—ready to act with confidence when the right home comes along.

3. Negotiation with Respect

Because Ninjas are trained to focus on relationships, our negotiations are effective without being combative. I work to create win-win scenarios that get you the best outcome while keeping the process smooth and professional. Sellers and their agents often respond positively to offers written by Ninja Realtors because they trust the process behind them.

4. Reducing Stress

The Ninja mindset emphasizes calm and focus. I carry that into every transaction, so even in a multiple-offer frenzy, you’ll feel grounded and clear. Many buyers tell me that working with me doesn’t just get them a home—it makes the whole experience far less stressful than they imagined.

How Ninja Practices Help Sellers

Selling a home is just as emotional and complex as buying one, if not more so. You’re not just moving—you’re saying goodbye to a place full of memories, while also trying to maximize your financial outcome. A Ninja Realtor brings structure, clarity, and proven strategies to this process.

1. Strategic Pricing

Instead of throwing out a number and hoping it sticks, I use Ninja tools to help sellers understand the “sweet spot” for pricing. This isn’t about underpricing to spark a bidding war or overpricing just to flatter you—it’s about creating the right balance between visibility, competition, and market reality.

2. Staging and Presentation

Ninjas know that buyers buy with emotion first and logic second. That’s why I guide you through staging, photography, and presentation strategies that make your home stand out. From curb appeal to online listing photos, every detail matters.

3. Targeted Marketing

Because Ninja Selling is about systems, my marketing plan isn’t one-size-fits-all. I leverage both digital tools and personal networks to make sure your home gets maximum exposure. Social media campaigns, direct outreach, and well-timed open houses are all part of a coordinated plan.

4. Communication and Feedback

A hallmark of Ninja training is proactive communication. Sellers never wonder what’s happening, because I keep you updated with clear, consistent information—showing feedback, market shifts, and next steps.

5. Negotiation and Closing

When offers come in, I guide you through them with clarity, pointing out the strengths and risks of each. The goal isn’t just to get you the highest price, but the best offer overall—one that closes smoothly and protects your interests.

How Ninja Selling Shapes Me as an Agent

Attending the Ninja training in Fort Collins wasn’t just professional development—it was personal growth. The system encourages daily gratitude, positive focus, and building relationships with intention. That mindset shift has changed the way I approach my entire business.

• I lead with service. Instead of thinking “how do I get this deal done,” I ask “how do I help this person achieve their goals?”
• I follow a system. The Ninja Nine keeps me consistent, so nothing falls through the cracks.
• I create balance. By managing my energy and mindset, I’m more present and effective for my clients.
• I build community. Staying connected with people in authentic ways means my business grows through referrals—not cold calls or pushy tactics.

In short, Ninja Selling makes me a better Realtor because it makes me a better listener, advisor, and advocate.

Why Buyers and Sellers Benefit from a Ninja Realtor

In a market as competitive and fast-moving as Silicon Valley, you don’t want just any Realtor—you want someone who brings clarity, calm, and proven systems to the table. That’s what Ninja Selling delivers.

For buyers, it means someone who truly understands your goals, educates you on the market, and helps you win the right home without unnecessary stress.

For sellers, it means someone who prices strategically, markets effectively, communicates consistently, and negotiates skillfully to deliver the best possible outcome.

And for everyone, it means working with an agent who sees you not as a transaction, but as a long-term relationship—someone you can trust to look out for your interests now and in the future.

Final Thoughts: Bringing Ninja Selling Home

Walking out of the Ninja training in Fort Collins, I felt both energized and grounded. Energized because I had learned tools and strategies that would help my clients achieve incredible results. Grounded because the philosophy reinforced what I already believed: real estate is about people, not properties.

Being a Ninja Realtor means committing to excellence, discipline, and service at the highest level. It means waking up every day focused on how I can create value for others. And it means knowing that when you work with me—whether you’re buying your first condo, selling a family home, or investing in a luxury property—you’re getting more than just an agent. You’re getting a trusted advisor trained in one of the most respected systems in real estate.

That’s why I’m proud to call myself a Ninja REALTOR®, and why I believe it’s the best choice for anyone looking to buy or sell a home in today’s market.

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