5 Things a REALTOR Can Do in the Fourth Quarter - Ninja Style

Real Estate Agent with Big Block Realty 858.232.8722 CA BRE# 01261476

Top 5 Things a REALTOR Can Do in the Fourth Quarter - The Ninja Selling Way

As a real estate professional, the fourth quarter of 2023 is a critical time to close out the year strong and set the stage for success in the coming year. To thrive in the real estate market, it's essential to embrace the Ninja Selling philosophy, which emphasizes building relationships, providing exceptional service, and achieving sustainable success. In the spirit of Larry Kendall's Ninja Selling approach, we'll explore the top 5 things a REALTOR can do in the fourth quarter to finish the year on a high note. 

While I'm known as a disciple of Buffini & Company - I need to point out I've been a Ninja Selling agent longer than a Buffini-coached agent!

1. Reflect and Set Clear Goals:

In the Ninja Selling philosophy, reflection is key. Take the time to review your year-to-date performance, celebrate your successes, and learn from your challenges. Then, set clear and achievable 30-day goals for the fourth quarter and big picture goals for the upcoming year. You will review and drill down on your 2024 goals closer to the end of December. Consider both personal and professional goals, as a balanced life is an essential element of Ninja Selling.

2. Connect with Your Sphere of Influence:

Your Sphere of Influence (SOI) is a vital asset in real estate. In the fourth quarter, make a concentrated effort to connect with your SOI. Send personalized holiday cards, make phone calls, and arrange meetings for coffee or lunch. Strengthening your relationships with past clients, friends, and family not only leads to referrals but also enhances your standing in the community. This is the time of year I typically host my Gratitude Gathering where between 75-100 of my clients and service partners gather for a big celebration hosted by my bride Ailina and I.

3. Conduct Strategic Client Reviews:

A Ninja REALTOR knows that it's not about just closing deals but also ensuring clients' long-term satisfaction and success. Reach out to your active and sold clients for strategic client reviews. Discuss their real estate needs, concerns, and goals for the coming year. By staying in touch and providing value, you'll build trust and maintain your reputation as a trusted advisor. A great way to do this is update the equity and market value of their home in a CMA if they already bought from you!

4. Give Back to Your Community:

The fourth quarter is a time of giving, and Ninja Selling emphasizes the importance of contributing to your community. Get involved in local charity events, volunteer, or organize community initiatives. Your commitment to your community will not only make a positive impact but also strengthen your local connections, potentially leading to new business opportunities.

5. Master Time & Energy Management:

In the fast-paced world of real estate, time management is crucial. In the Ninja Selling system, the concept of "Time Blocking" is central. Allocate specific blocks of time each day for prospecting, lead generation, client interactions, and personal development. By maximizing your productivity and focusing on income-producing activities, you'll be well-positioned to achieve your fourth-quarter goals.
This is a great way to ensure a focused and organized start to 2024!


Embracing the Ninja Selling philosophy in the fourth quarter of 2023 can make a significant difference in a REALTOR®'s success. By reflecting on (and celebrating) your achievements, connecting with your SOI, conducting client reviews, giving back to your community, and mastering time management, you'll not only finish the year on a high note but also set the stage for a prosperous year ahead.

In the spirit of Larry Kendall, Founder of The Group and Ninja Selling, remember that real estate is not just about transactions; it's about building lasting relationships and providing exceptional service. These principles will not only help you thrive in the fourth quarter but also contribute to your long-term success in the real estate industry. So, go out there and Ninja your way to a successful fourth quarter!



Graphics courtesy of Ninja Selling

Posted by

Thomas J. Nelson
REALTOR®, CRS, RCS-D, CDPE, e-Pro, Certified Military Home Specialist, Luxury Home Specialist, Author, Keynote Speaker and  Podcast Host 

Serving Coastal San Diego from Carlsbad to Coronado, Downtown, Balboa Park Area,
La Jolla/UCSD & Mission Bay Park Areas
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Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.

Comments (22)

Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
The Grit and Gratitude Agent

Very good points and those with a strategic plan should have all those points covered.

One thing is no time management because one cannot manage a constant. Self leadership is actually the management issue. If you cannot manager yourself you cannot manage others including those within the sales process.

Oct 02, 2023 06:10 PM
Leanne Smith

Understood and so do many people who know time management is about self management. And yet there are so many more who believe they can manage time.

Oct 03, 2023 07:58 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets

Very true Leanne Smith I always share that it's not really "time" you are managing, it's the energy and focus you bring to the hour. But, since Time-blocking is the Ninja way, I use the "colloquialism".

Oct 03, 2023 07:26 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Thomas-well done!!! This is not the time of year to take your foot off the gas pedal and coast. All of the Ninja tactics make sense and will also pay off in 2024. 

Oct 02, 2023 06:14 PM
Chris Ann Cleland
Long and Foster Real Estate - Gainesville, VA
Associate Broker, Bristow, VA

I just finished Ninja Selling and will be attending Ninja in-house training in our brokerage.  I'm already seeing the change my mindset is bringing to my business.

Oct 02, 2023 08:48 PM
Anna "Banana" Kruchten

Chris Ann Cleland I can't speak highly enough of the Ninja way.....been one for many years!  You will so enjoy it!

Oct 02, 2023 08:52 PM
Anna "Banana" Kruchten
HomeSmart Real Estate - Phoenix, AZ

Thomas I've been a Ninja for many years and as you know a Stump/Buffini gal as well. Ninja always spoke to me as I'm relationship orientated and so enjoy staying in touch with everyone. 

Oct 02, 2023 08:51 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I like the idea of a mess giving up, but then figuring something out like a ninja in some kind of artistic way. :

Oct 02, 2023 11:41 PM
Charles Ross - eXp Realty LLC
eXp Realty LLC Salina Group - Salina, KS
Love To Help People

Thank you for the insightful post. I wish you a fantastic day and a prosperous week ahead!

Oct 03, 2023 02:15 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Thomas. Time to get serious hit the clutch, shift to fourth gear ad step on the gas. And, leave your foot on the gas as you enter the new year! Either do it or seek a new career. Enjoy your day.

Oct 03, 2023 04:13 AM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

Those are really good tips and I hope that the 4th quarter will be busy for everyone and that they will end the year on a good note!

Oct 03, 2023 04:36 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Good morning, Thomas... fantastic post and suggestions. And nothing that all of us couldn't do.

Oct 03, 2023 04:50 AM
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

These are all good tips, things we should be doing all year long! :-)

Oct 03, 2023 05:17 AM
Miriam Odegard
United Real Estate Indianapolis - Indianapolis, IN
Real Estate Broker Serving Greater Indianapolis

Thank you so much for posting these strategies--and I will be taking your advice! :) 

Oct 03, 2023 05:49 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Thomas,

You've outdone yourself with this post giving excellent tips and strategies utilizing the ninja mindset!!

Oct 03, 2023 06:48 AM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Must read up about doing it Ninja style.  Thanks so much for your ideas.  Sam Shueh

Oct 03, 2023 09:13 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets

Good to see you in The Rain Sam Shueh - it's been a while! Hope you are well. 

Oct 03, 2023 09:52 AM
Myrl Jeffcoat
Sacramento, CA
Greater Sacramento Realtor - Retired

Those are all very good ideas to implement in the fourth quarter, Thomas.

Oct 03, 2023 10:49 PM
Myrl Jeffcoat
Sacramento, CA
Greater Sacramento Realtor - Retired

CONGRATULATIONS Thomas, on having this blog FEATURED in the Old Farts Club group!  

Oct 03, 2023 10:50 PM
Margaret Goss
@Properties - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

Hello Fellow Ninja!

What I love about Ninja selling is that it makes sense and is very doable. Great post!

Oct 04, 2023 09:27 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude


Lots of great advice. There's nothing here that any one of us can't do to make the final quarter of 2023 and lead in to 2024 a success.


Oct 04, 2023 07:56 PM
Kathryn Acciari
Central One Federal Credit Union - Shrewsbury, MA
Mortgage Loan Originator

These actions apply to mortgage pros too. Thanks for the inspiration, Thomas.

Oct 06, 2023 03:07 AM
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

🥋 My fourth quarter is ALWAYS my busiest . . . but you have the moves DOWN! 

Oct 07, 2023 06:15 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

I'm not a Ninja or Buffini Agent, however your post really spoke to me as i have always incorporated the ninja philosophy into my work ethic even before real estate!  It's so true and it is just part of who I am and will continue to be.  Always appreciate your posts Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets 

Oct 10, 2023 02:04 PM