How to Build a Ninja Company: A Blueprint from Jenny Usaj

 

How do you build a real estate brokerage where 81% of your agents increase their business by an average of 65% in a single year, especially when the overall market is down? You build a Ninja company. Join Eric Thompson as he sits down with Jenny Usaj, the innovative owner of Usaj Realty in Denver, Colorado, and a new addition to the Ninja Coaching team. Jenny provides a masterclass on how she has intentionally and systematically infused the Ninja Selling philosophy into every aspect of her brokerage, creating a culture of incredible support, accountability, and success.

Jenny pulls back the curtain on her proven strategies, detailing the non-negotiable systems that have transformed her company. Learn why every agent is required to attend a Ninja Installation within their first year (and why they pay for it themselves), and how this sets the foundation for a shared language and business approach. Discover how Jenny creates an immersive Ninja environment, from a neon "The System Works" sign on the wall and a "Why Fridge" in the kitchen, to company-supported auto-flow and a game-changing process where her staff prepares real estate reviews for the agents.

This episode is a practical blueprint for any brokerage owner, manager, or team leader who wants to go beyond just introducing Ninja concepts and truly build a high-performance Ninja culture. Jenny shares her weekly sales meeting agenda, her approach to skills-building workshops, and her number one piece of advice for leaders looking to start this journey: get your staff on board first.

Join the community of 16,000+ Ninjas on the Ninja Selling Podcast Facebook Group for more valuable insights, collaboration, and networking opportunities! Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

• Introducing Jenny Usaj, Owner of Usaj Realty and Ninja Coach

• The Incredible Results: 81% of Agents Increased Business by an Average of 65% in a Down Market

• Why Attending Multiple Installations is Key to Growth and Training

• The Mandatory Ninja Installation Requirement for All New Agents

• Creating an Immersive "Ninja Office" Culture (Neon Sign, "Why Fridge," Note Cards)

• The Structure of a Consistent, High-Energy Weekly Sales Meeting

• Company-Supported Auto-Flow (Newsletters, Emails) and Live-Flow (Event Support)

• The Game-Changing System: Preparing Real Estate Reviews for Agents to Execute

• The Importance of Regular Skills Practice Sessions as a Team

• Jenny's Blueprint for Leaders: Start by Getting Your Staff on Board

Key Takeaways:

• "It's literally on the wall. It says 'the system works' in neon letters."

• "We have a business or sales meeting every Tuesday... Larry said to do it every week. So we've done it every week."