The typical real estate agent is focused on getting the next listing and not facilitating the dreams of their clients. As a result they go into the market with an energy that puts people off working with them.  Then there’s the Ninja Agents - the real estate professionals who lead with being of service and reap the benefits of building solid relationships. How do we need to move away from the transactional mentality? Why do we need to stop using words like “past client”?  In this episode, we’re joined by coach and author of Ninja Selling Larry Kendall and associate broker at CIR Realty, Sarah Johnston. We talk about what ninja agents do differently  Things You’ll Learn in This Episode  The principles of excellence we have to install in our businesses  Why building relationships is crucial Where real estate agents fall short in building relationships  The true role of the real estate agent  Why we need to stop saying “past client”  How one agent created massive growth by implementing Ninja Selling    Guest Bio Larry Kendall is a coach and the author of “Ninja Selling: Subtle Skills. Big Results.” Ninja Selling is a training system based on a philosophy of building relationships, listening to your customer, and helping them achieve their goals. It is a philosophy that rejects pushy sales tactics. Ninja Selling is an invaluable step-by-step guide that shows people how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives. For more information, buy the book on Amazon, visit https://ninjaselling.com/, listen to the Ninja Selling podcast and join the Ninja Selling podcast Facebook Group.    Sarah Johnston is an experienced Realtor with a demonstrated history of working in the real estate industry in both sales and leadership. She is a past president of the Calgary Real Estate Board and she’s skilled in Marketing, Training, Ninja Selling, Negotiation, Sellers, Luxury Goods, Buyer Representation, and Sales. Follow @allthingstealestate on Instagram.