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The Farming Formula That Works

Ninja Selling Podcast

Release Date: 04/13/2026

The $100 Open House Strategy show art The $100 Open House Strategy

Ninja Selling Podcast

Eric Thompson interviews Jacquelyn Krasnikoff of RE/MAX First in Calgary, Alberta, who shares a creative, relationship-centered open house strategy that helped her generate 30 of her first 34 real estate transactions from open houses. Her approach revolves around one simple question: “What do you think this house will sell for?” By turning that question into a fun contest with a $100 gift card, Jacquelyn creates a natural, pressure-free way to engage visitors, collect contact information, and establish relationships. Jacquelyn walks through her entire process, from welcoming guests...

info_outline How Consistency Creates Peace show art How Consistency Creates Peace

Ninja Selling Podcast

Eric Thompson interviews Andrew Liberty of Compass in Studio City, California, about his “Ninja renaissance” and the shift from an unpredictable, seasonal business to one built on consistency and peace of mind. After years of strong months followed by long valleys, Andrew realized he had been operating “on accident,” without a repeatable structure connecting his daily activities to his results. Through Ninja Coaching, Ninja 90, and consistent use of the Weekly Flow Activity Scorecard, Andrew transformed the way he approaches his business. Instead of worrying about where the next...

info_outline There's Always a Market show art There's Always a Market

Ninja Selling Podcast

These People Probably Want to Buy/Sell Real Estate Download: In this episode, Rob Nelson and Eric Thompson challenge the idea that 7% mortgage rates mean there is no real estate market. While higher rates certainly affect affordability and transaction volume, people continue to move because life continues to change. Births, deaths, marriages, divorces, career changes, empty nesting, inheritances, and other FORD events create housing needs regardless of the economic environment.  The opportunity for Ninjas is to identify those changes through consistent flow. Rob and Eric explain why...

info_outline Can You Change Your Career in 90 Days? show art Can You Change Your Career in 90 Days?

Ninja Selling Podcast

Rob Nelson and Larry Kendall take a real-world challenge from a recent Ninja Installation and turn it into a 90-day business plan. A newer agent, currently working full-time as a CPA, wants to build $75,000 in reserves before leaving his corporate career and committing to real estate full-time. Larry’s message is straightforward: focus less on the $75,000 and more on consistently executing the activities that produce it. Using the Ninja 9, the weekly scorecard, real estate reviews, live flow, auto flow, and open houses, Larry lays out how someone with a full-time job can aggressively build a...

info_outline 50 Cards a Month, 50% Referral Business show art 50 Cards a Month, 50% Referral Business

Ninja Selling Podcast

Eric Thompson interviews Jeff Feldman of Premier Plus Realty in Naples, Florida, alongside his Ninja Coach, Steve Mangelson, about a remarkably simple strategy that generates half of Jeff’s business: building meaningful relationships with other real estate agents. Jeff is on pace for $20 million in volume this year, with approximately 50% coming from agent referrals. At the center of Jeff’s strategy is a consistent birthday and anniversary card campaign. He sends at least 50 handwritten cards every month, roughly 70% to fellow Realtors. But the power isn’t simply sending a card. Jeff...

info_outline TSW - The Scorecard Works show art TSW - The Scorecard Works

Ninja Selling Podcast

Eric Thompson interviews Jeff Hansen of Helen Adams Realty in Charlotte, North Carolina, about how the Ninja Weekly Flow Activity Scorecard has helped him create greater consistency in his business. After years of experiencing strong months followed by slower periods, Jeff began using the scorecard alongside coaching with Ninja Coach Bob Sutton to create structure, accountability, and a clear weekly blueprint. By consistently targeting at least 80 points per week, Jeff has increased his live flow, become more intentional in his FORD conversations, improved his real estate review process, and...

info_outline How Great Leaders Create Productive Agents show art How Great Leaders Create Productive Agents

Ninja Selling Podcast

Eric Thompson interviews Brookelynn Cardenas of ERA Live Moore about how leaders can create more productive, engaged agents by building a culture of coaching, accountability, and genuine personal investment. The results are compelling: while her overall market is up just 1.29% in volume, ERA Live Moore is up 8.74%, and its Ninja agents are up an impressive 41%. As VP of Growth, Brookelynn works alongside managers to coach agents, reinforce Ninja habits, and create clear development opportunities. Her philosophy is that agents are more than production numbers. Great leaders understand what...

info_outline How Abundance Reveals Opportunity show art How Abundance Reveals Opportunity

Ninja Selling Podcast

Eric Thompson interviews Dan Dodd of Vanguard Properties in San Francisco about the dramatic shift that took him from a scarcity mindset in 2025 to one of the strongest years of his 22-year career. After closing $15 million in 2025, Dan had already closed $33 million by mid-August 2026, with $90 million in his funnel and a projected year of $65–80 million. Dan explains that the breakthrough wasn't a new lead-generation strategy. With help from Ninja Coach Mark Johnson, he stopped simply checking the boxes of his Ninja habits and began focusing on the feelings and mindset behind them. A...

info_outline Navigating Crazy with Mike Staver show art Navigating Crazy with Mike Staver

Ninja Selling Podcast

Rob Nelson chats with Mike Staver, author of Navigating Crazy, to explore why modern life can feel overwhelming and how to stay grounded amid chaotic circumstances. Mike argues that the world isn't necessarily getting worse, but the pace, pressure, and constant demands on our attention have dramatically increased. The solution isn't eliminating the crazy; it's learning to navigate through it. Mike recommends focusing on what you can control, establishing clear boundaries, and anchoring decisions to your core values. He also explores anxiety as a prediction about the future, the importance...

info_outline Connect and Communicate: The Fourth Cornerstone of Ninja Selling show art Connect and Communicate: The Fourth Cornerstone of Ninja Selling

Ninja Selling Podcast

In this episode, Eric Thompson interviews Larry Kendall about the fourth principle of Ninja Selling: Connect and Communicate. Larry explains that great communication begins with connection. The best communicators create a sense of trust through what he calls a "non-anxious presence," making the conversation about the other person rather than themselves. By asking thoughtful questions, listening deeply, and adapting to clients' communication styles, Ninjas help clients gain clarity and make confident decisions. The conversation explores the Platinum Rule, the importance of asking rather than...

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In this episode, Eric Thompson interviews Hope George, a Richmond, Virginia based team leader who has built a highly effective Ninja-style farming business that generates consistent listings and income. With 60 percent of her nearly $880,000 in GCI coming from farming, Hope shares a clear, repeatable system for farming intentionally and profitably.

Hope’s approach begins with selecting the right farm using both relationship affinity and data. She analyzes past transactions, proximity, turnover rates, and competition to identify “fertile ground” before committing resources. From there, she implements a multi-layered flow system that combines high-quality monthly newsletters, targeted postcards with dynamic QR codes, and a strong follow-up system that includes handwritten notes, video messages, and in-person events.

A key differentiator is her commitment to both art and science in her marketing. Her eight-page newsletter blends community content, real estate data, and local connections, while her postcards and brand kits create strong visibility and credibility. She complements this auto flow with live flow through charitable events, sponsorships, and consistent community presence.

Hope emphasizes that farming requires persistence and financial discipline, noting it took eight months before her first listing. However, once momentum builds, the results compound. Her success illustrates that effective farming is not about luck but about consistent execution, strategic selection, and delivering exceptional value.

Key Takeaways

Start farming where you already have connection, familiarity, or past success

Use data to validate your farm including turnover rate, competition, and ROI potential

Commit financially and mentally because farming requires consistency before results appear

Combine art and science in your marketing to connect emotionally and demonstrate expertise

Use systems to convert auto flow into live flow through follow up and personal touches

Leverage your listings aggressively to build visibility and momentum within the farm

Memorable Quotes

“I have clients calling me every month.”

“It felt like feeding a slot machine until it hit.”

“I’m trying to live on your fridge.”

“I had to stay in it until it started bearing fruit.”

“I almost quit at eight months.”

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