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The Ninja Selling Podcast

Feb 22, 2021

This week, Larry Kendall, the man who literally wrote the book on Ninja Selling, joins Matt and Garrett on the podcast once again. Always a wealth of information and keen insight, Larry is here today to talk about ‘The New Abnormal’ that has resulted from the pandemic, and how agents can unlock the market that has arisen within it. This is ‘The Larry Kendall’ we’re talking about here, people, so get ready to start taking notes!

Larry begins by discussing off market transactions and the tools for finding them, including The Ninja Nine and the ability to recognize change. He also shares his formula for these transactions which involves some ‘magic questions’, sales syntax, the proper mindset, and really listening to the people’s responses to FORD questions. He and our hosts also explore the difference between dabbling with Ninja as opposed to really engaging with the system, and Larry concludes with an enlightening and inspiring tribute to the power of relationship and grace. Privy to the strategies that the most successful Ninjas are employing to unlock this current market, Larry’s advice in today’s episode is pure gold, and following it will have an absolutely incredible impact upon your business and your life. You’re going to want to listen to this one a couple times!


Episode Highlights:

  •   Off market transactions
  •   Tools for finding them
  •   The Ninja Nine
  •   Recognizing change
  •   Larry’s formula for off market transactions
  •   The ‘magic’ questions
  •   Sales syntax
  •   The 4 stages of the buying process
  •   The realtor mindset
  •   Asking FORD questions and listening
  •   Dabbling vs. engaging with the system
  •   The power of relationship and grace especially these days



“The market is what I call ‘locked up’ right now.”

“This is not a new concept, but it works so well in this new market.”

“They’re going to go find them on their own if we can’t do it for them.”

“You’ve got to be more creative, and you’ve got to be more proactive.”

“What drives real estate is change.”

“You’re going to find pain, and you’re going to find a whole lot of pleasure, and both of those will cause movement.”

“It’s not just what you do, it’s doing it in the right order or the right sequence.”

“You don’t have to buy, but you always have to look.”

“Don’t be…talking to them about moving mechanics until you’ve gotten them into the process.”

“58% of homeowners in the United States have 60% or more equity…trillions and trillions of dollars of ‘tappable’ equity.”

“The chance of change is so high right now…you need to be reaching out to them.”

“It’s not ‘salesy’ at all – it’s conversational.”

“All of a sudden, they’re selling themselves.”

“If the matches don’t happen, now they have inventory.”

“He’s creating the market.”

“You’ve got to be systematized and have the long view.”

“This is as authentic as it can get.”

“A polite and thoughtful way of behaving.”

“Helping people get from the life they have to the life they dream about.”

“Let me get this straight, you just want me to be nice to people?”

“’Commission breath’ stinks – it’s really bad.”

“Stop selling and start solving.”



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