Obsessed with Results - the Ninja Installation Evolves - podcast episode cover

Obsessed with Results - the Ninja Installation Evolves

Ninja Selling Podcast
Jun 08, 2026•22 min•Ep. 679
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Summary

This episode details the evolution of Ninja Selling's training, addressing the common gap between knowing what to do and consistently applying it. It announces a major change: the Ninja Installation now includes 12 weeks of guided implementation through Ninja 90, shifting the focus from just learning to creating lasting habits and measurable results. The integration aims to provide agents with the accountability needed to achieve consistent success, with impressive results already documented from Ninja 90 participants.

Episode description

In this bonus episode, Rob Nelson and Larry Kendall reflect on the evolution of Ninja Selling and announce a major change to Ninja training. Larry explains that The Group Real Estate served as the original testing ground for the systems that eventually became the buyer process, seller process, and Ninja Nine.

A key theme is that most agents do not struggle because they lack knowledge. They struggle because they fail to consistently apply what they already know. While the Ninja Installation has long been praised as transformational, Ninja found that many agents needed additional accountability and support to implement the system consistently.

This realization led to the integration of the Ninja Installation and Ninja 90. Beginning with a three-day training followed by 12 weeks of guided implementation, the focus shifts from simply learning the system to creating lasting habits and measurable results. Larry emphasizes that Ninja's true product is not training; it is results, achieved through consistent execution of proven lead measures and activities.

Key Takeaways

Results, not training, are the true product of Ninja Selling

Most agents know what to do, but need accountability to consistently do it

Lead measures (activities) drive lag measures (results)

The Ninja Nine remains the foundation of business generation

Ninja 90 helps agents bridge the gap between learning and implementation

The new Ninja Installation format combines a three-day training with 12 weeks of guided support

Memorable Quotes

"Our product is results."

"The most expensive gap in our business is the space between knowing and doing."

"It's not a question of whether the system works. The question is whether you will work the system."

"Goals are lag measures. Activities are lead measures."

"The challenge isn't learning the system. The challenge is consistently applying it."

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