An Action Plan Inspired by “Ninja Selling” by Larry Kendall
In real estate market, it’s easy to feel like you’re spinning your wheels. You want to grow your business—but where do you even start?
According to Larry Kendall, author of the game-changing book Ninja Selling, success doesn’t come from chasing—it comes from serving. The most productive agents aren’t just working harder—they’re working smarter, more consistently, and with a system.
That system?
The Ninja Nine.
These are 9 simple habits that, when practiced consistently, will create more meaningful connections, more referrals, and more closings.
Let’s break it down into a simple weekly action plan:
1. Start Each Day with a Success Mindset
“Your mindset is the foundation of your success.” – Larry Kendall
Every morning, take 10–15 minutes to:
- Write down 3 things you’re grateful for
- Say 1–2 personal affirmations aloud
- Read something positive or motivational (10 pages)
- Review your Life List (a.k.a. bucket list or dream list)
Why it matters: You show up better for your business when your mind is focused on abundance, not fear or lack of direction.
2. Show Up with a Plan
Time-block your week like a CEO.
- Review your calendar every Sunday (or Monday morning at the latest)
- Time-block lead generation, appointments, follow-up, and admin
- Create a short daily “to do” list – prioritize income producing activities (3-5 items)
Why it matters: When your schedule is reactionary, so is your business. Time-blocking is how you protect your priorities and create balance in your day, instead of chaos.
3. Write Two Personal Notes Every Day
Yes—handwritten.
Send a quick thank you, a “thinking of you” message, or a card celebrating a milestone.
Why it matters: Personal notes create impact and are rarely deleted, discarded, or forgotten. They deepen relationships and plant seeds for referrals.
4. Focus on Your Hot List
Your Hot List = People who are ready to buy or sell in the next 30–90 days.
- Review your list daily
- Ask: What’s the next step to help them move forward?
- Follow up, offer resources, and lead with value
Why it matters: These people are closest to a transaction—make sure you’re guiding them intentionally.
5. Focus on Your Warm List
Your Warm List = People who could be ready in 3–12 months.
- Call, text, or message 3–5 people a day
- Share helpful info, property matches, or market updates
Why it matters: Nurturing your pipeline = future income. Most agents only focus on now. Ninja agents build for now and later.
6. Make Your Client Service Calls
Check in with active buyers and sellers at least once a week. Set a specific day/time to do these calls.
Why it matters: This builds trust, reduces client anxiety, and creates more raving fans. Clients who feel cared for = repeat and referral business.
7. Have Two Live Real Estate Equity Reviews Each Week
Pick two people in your database each week and walk them through a quick market update—like a “financial review,” but for real estate.
- Use their address to run comps (Tip: this isn’t a full blown CMA)
- Talk about appreciation, equity, and market timing
- Offer suggestions for upgrades or timing future moves
- Find out their plans for the home and their future (use FORD questions)
Why it matters: Real estate equity reviews build authority, loyalty, and uncover opportunities you didn’t know were there – they might not realize they have enough equity to make a move until you sow it to them.
8. Have 50 Live FORD Conversations Weekly
FORD = Family, Occupation, Recreation, Dreams
Talk to 10 people per day (in person, on the phone, or by video chat). Ask questions, listen well, and take notes (update notes in your CRM to remember what you talked about later).
Why it matters: The more you connect personally, the more referrals come naturally. Real estate is a relationship business—this is how you grow it.
9. Update Your Database & Look for Matches
Once a week, review your CRM:
- Add new contacts and notes
- Tag people appropriately
- Match buyers with possible listings (on or off market)
Why it matters: Your database is a goldmine if you keep it updated and use it intentionally. This is where referrals are created.
Want a Ninja-Level Support System Behind You?
At Baird & Warner’s Frankfort Office, we don’t just talk about success—we train for it. We help agents implement systems like the Ninja Nine with real structure, accountability, and community.
Our coaching, mentorship, and tools are designed for agents who want to grow their business intentionally—and with balance.
📲 Ready to grow your business with systems that work? Let’s schedule a coffee.
We’ll talk about where you are, where you want to go—and how we can help you get there, faster.
ACE - Agent Coaching & Elevation 
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