About this episode
Caroline Bourgeault, a Ninja Realtor® in Pueblo, Colorado, became the #1 agent in her market in just two and a half years. A mother of four (including a newborn) and a recent Ninja Installation graduate, Caroline shares how intentionality, discipline, and deep care for her "extended family" of clients have fueled her rapid rise, without a traditional assistant. Caroline, originally from Australia and now thriving in Pueblo, Colorado, has built a high-production, relationship-based business on pace for 100 transactions in 2025, following 91 transactions in her first full year. She discovered Ninja through the Ninja Selling book, then flew to the Installation seven months pregnant, choosing to double down on her commitment by also enrolling in Ninja Coaching with Steve Mangelson. Shortly after her Installation, Caroline experienced a complicated C-section and a ruptured uterus, yet she continued her affirmations, gratitudes, and even wrote contracts from the hospital. Guided by her mantra of "God and gratitude before the grind," she built work/life harmony by scheduling what matters most first: breastfeeding, family, mindset, then layering her Ninja Nine and client work around those priorities. Caroline treats her 350-person database as extended family, organizing detailed FORD notes and staying in consistent flow through texts, personalized touches, and thoughtfully designed 8-in-8 campaigns. She also leverages housewarming parties, staging expertise, and hyper-personal gifts to make real estate deeply relational, not transactional. Steve adds powerful insight into how her success comes not from tactics alone, but from who she has become: a person whose business is simply an expression of service and love. Key Takeaways Momentum Is Consistency, Not Noise: Caroline's success is built on the belief that "momentum isn't loud, it's consistent," and that small, steady habits compound. Ninja Your Way: She customizes Ninja, leaning on staging skills, math strengths, and an internal scoreboard for her Ninja Nine. Database as Extended Family: Her 350-person "extended family" is tracked with detailed FORD notes and regularly updated insights, not just static contact records. Structured 8-in-8 Follow-Up: After meeting someone (often at a housewarming party), she runs a pre-planned eight-touch sequence of texts, calls, reviews, and face-to-face meetings. Housewarming Parties as Flow Engines: Streamlined, repeatable celebrations for buyers deepen relationships, generate introductions, and create natural reasons to stay in flow. Work–Life Harmony Through Scheduling: "Priorities don't fight for space; they get scheduled," she built her calendar around feeding a newborn, family, mindset, and then business. Service as the Business Model: Caroline's guiding question is: How can I use this to serve more people? The relationship itself is the leverage. Memorable Quotes "Momentum isn't loud. It's consistent." "Discipline doesn't disappear, it adapts." "God and gratitude before the grind." "Priorities don't fight for space; they get scheduled." "Show up, serve up, and keep swimming." "This is not transactional, this is relational." "If you love on people, you will serve them like no other." Links: Website: https://ninjaselling.com/ninja-podcast/ Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http://www.facebook.com/groups/TheNinjaSellingPodcast Facebook: http://www.facebook.com/NinjaSelling Instagram: https://www.instagram.com/ninjasellingofficial/ LinkedIn: https://www.linkedin.com/company/ninjaselling Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/ Caroline Bourgeault https://carolinebourgeault.com/