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.

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

"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."

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/
• Hope George: https://hopegeorgerealestate.com/

Eric Thompson interviews Jackie Converse, a Dallas-based Ninja with Allie Beth Allman & Associates, who is experiencing extraordinary momentum in her business, describing it as "clients coming out of the woodwork." Jackie shares how this success is not accidental, but the result of consistent, authentic Ninja habits that focus on relationships over transactions.

Jackie highlights three key drivers of her growth: handwritten notes, consistent auto flow through a weekly real estate newsletter, and thoughtful real estate reviews. Her handwritten notes, about ten per week, are personal, heartfelt, and not about real estate, which naturally leads to reconnection and in-person meetings. Her newsletter provides valuable market insights, while her real estate reviews create meaningful touchpoints that often convert into business without any pressure.

A central theme of the conversation is authenticity. Jackie emphasizes that Ninja has given her permission to be herself and build her business in a way that aligns with her personality. Rather than pushing for transactions, she focuses on caring for people, staying in flow, and letting her marketing communicate her expertise. Combined with coaching support, this approach has helped her set better boundaries, streamline her systems, and attract clients who respect her time and value her guidance.

Handwritten notes are a powerful relationship tool that create emotional connection and natural follow up

Consistent auto flow, such as newsletters and market updates, keeps you visible and reinforces expertise

Real estate reviews create opportunities for business without being pushy or sales focused

Authenticity is the foundation of effective flow and the best results come from being yourself

Coaching provides clarity, accountability, and helps set boundaries that protect your time and energy

You do not need perfection to succeed, consistent effort and following the system at a moderate level still produces strong results

"I have clients coming out of the woodwork."

"It has nothing to do with real estate."

"Ninja has given me free license to be myself."

"I market what I do so I don't have to tell them."

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/
• Jackie Converse: https://www.jackieconverse.com/

In this episode, Eric Thompson interviews John Zickert about how he has grown his real estate team while staying true to Ninja Selling principles. John shares how his team increased production from $55.6M and 120 transactions in 2024 to $66.6M and 151 transactions in 2025, not by chasing new tactics, but by becoming more consistent with the Ninja Nine, improving team alignment, and deepening their commitment to value-driven relationships.

John explains the structure of his team, the role clarity within it, and the "definitive purpose" that guides everything they do: to create value for others. He walks through their flow systems, including newsletters, postcards, local business highlights, client appreciation events, personal notes, and a thoughtful weekly team meeting rhythm. He also discusses how coaching, business planning, mindset habits, and consistency have helped him become more purposeful as a leader.

The episode is ultimately about building a team the Ninja way: with strong mindset, simple but consistent actions, community focus, and a commitment to people over shiny objects.

• A strong team starts with a clear purpose. John's team filters decisions through one simple idea: Does this create value? That clarity helps them stay aligned and avoid distractions.Growth often comes from consistency, not reinvention.Their 20% year-over-year growth did not come from a major new initiative. It came from doing the fundamentals more consistently over time.

• Flow works best when it is both personal and valuable. Their newsletters, postcards, local-love features, Z Crew events, and handwritten notes are all designed to genuinely serve clients and community, not just market to them.

• Great team meetings are intentional. John's weekly team meeting includes gratitude, word-of-the-year reflection, pipeline review, marketing updates, Ninja teaching, idea sharing, and a positive close. It is designed to build both culture and clarity.

• Mindset is still the foundation. John credits much of his success to a disciplined morning routine built around gratitudes, affirmations, life-list review, reading, exercise, and meditation. For him, mindset is non-negotiable.

Memorable Quotes

• "If we focus on creating value, we'll have all the business we need."

• "Anything we do in our business meetings—if it's not going to create value, we're not doing it."

• "We'd rather do the Ninja Nine 85% of the time than try to do it 100% of the time and only hit 50%."

• "We're very careful not to look for the new shiny object."

• "That morning mindset is so critical. It just keeps me focused."\

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/
• John Zickert: https://jonzickert.realestateone.com/vp/AgentServlet?SITE=REO&tp_Usage=AgentPersonalWeb&context=AGENT_PAGE&cd_Agent=289214&cd_Web=jonzickert&REQUEST_HOST=jonzickert.realestateone.com