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The Ninja Selling Podcast

Feb 18, 2021

Matt and Garrett welcome a very, very special guest this week, one that they have talked about in previous episodes, and one whose story is an inspiration for us all. Sarah Johnston is a Ninja Agent currently working in Calgary, Alberta, who, after experiencing a significant setback in her career, has found her secret to flattening the curve in her business through authenticity, consistency, and humor – a lot of humor.

She begins by sharing the story of the ups and downs in her early journey through real estate, her discovery and implementation of the Ninja system, and the day that changed her business and her life forever. Sarah goes on to offer her perspective on authenticity, branding, and ensuring business consistency throughout the year, all while sharing the strategies she employs to achieve her massive success. She concludes the episode by discussing her excitement for moving to a new market, and sharing some sage advice and a valuable resource for all listeners. Sarah’s story is a fascinating one which she relates with a passion, energy and self deprecating humor that will instantly draw you in, and proceed to educate and inspire you in the process.


Episode Highlights:

  •   Sarah’s journey in real estate
  •   Discovering and implementing Ninja Selling
  •   The importance of being authentic
  •   Sarah’s moment of ‘getting out of her own way’
  •   Her perspective on branding
  •   Ensuring business consistency throughout the year
  •   Sarah’s client communication calendar
  •   Her pop-by strategy
  •   Moving to a new market



“It was the worst, like, 3, 4, 5 years of my life…it kind of blew up my life.”

“I feel like I’ve been in the business for 85 years already.”

“It all came down to client communications.”

“Make it easy, not automatic.”

“The minute it gets generic, people are going to see it from a mile away.”

“I keep it short and sarcastic because that is literally me.”

“That moment made me realize that the authenticity comes from who you are and not who you’re trying to be.”

“The years since then have been absolutely amazing.”

“You could just tell that it resonated with a lot of people.”

“It’s who and what you are, and so people…they gift you that brand.”

“As soon as that connection is made, that becomes your brand.”

“We have way more control over this than we think we do.”

“When people get busy, they stop doing the prospecting, and that’s the number one biggest problem.”

“It’s really about client care…you just keep that engine going.”

“The industry average for emails that are opened is 13% which is, like, gag inducing…mine, right now, sits at 67%.”

“I’m going to see if I can be gifted my brand in another market.”

“I clearly just like to be my own crash test dummy.”

“I’m starting with a database of 12, which I’m super excited about…I know it’s going to work.”

“Keep that client care and that communication steady because that is how you’re going to flatten the curve.”

“Make it easy for yourself, guys. Don’t be too hard on yourself.”



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Sarah’s Instagram and Facebook: @adventuresintealestate