Post Yom Kippur, the fall market has found its rhythm. Phones are buzzing again. Buyers who vanished in August are back in circulation. Listings are getting showings. You can feel the movement in the air, like the tide just turned.

But what if you don’t feel it in your business?

What if everyone else seems to be catching wind and you’re the one sitting in a quiet cove, sails slack, watching boats glide past?

That is one of the hardest places to be as an agent. When activity is happening all around you, but nothing is happening for you. It is frustrating. It is humbling. And it is also fixable.

This is when I draw upon Ninja Selling by Larry Kendall, hands down the best real-estate sales book out there. It is not about chasing. It is about flow. Kendall reminds us that flow is not luck. It is energy in motion. And when that energy stalls, your job is not to paddle harder. It is to reconnect to what generates movement in the first place.

1. Stop staring at what is not moving

Energy goes where attention flows. If all your focus is on the stale listing or the hesitant buyer, that is what expands. Shift the lens. Call your past clients. Circle back to warm leads. Reach out with genuine curiosity, not desperation.

2. Zoom out and get out of the weeds

When deals stall, it is rarely about the washer and dryer, the light, or the square footage. It is about fear, timing, and uncertainty. Clients get stuck in the details when they have lost sight of the bigger picture.

Your job is to help them zoom out.
For buyers, shift the focus from the missing feature to the life they are building. “What does your lifestyle look like over the next few years? What kind of space will support that?”
For sellers, bring the conversation back to purpose. “What is the ultimate goal here? Is it freedom? Less maintenance? A new chapter?”

When you help people reconnect to what they actually want, clarity returns. And with clarity, decisions start to move again.

3. Raise the energy, not the pressure

Ninja Selling calls this positive expectancy. When you believe business is coming, your tone, your words, even your body language change. You stop convincing and start inviting. That is when momentum returns.

4. Put systems behind your calm

Stillness does not mean inactivity. Use slow weeks to refine your pipeline, update your client notes, clean your database, polish your marketing templates. Flow thrives on organization.

Coaching Corner: The Flow Formula

In Ninja Selling, flow is built on relationships, value, and consistency.
Translation:

Talk to people. Offer something meaningful. Do it regularly.

When nothing is moving, movement is still yours to make.

Not by forcing outcomes, but by strengthening habits that keep energy circulating through your business.

Flow is not luck. It is rhythm.
And rhythm can be rebuilt, one intentional conversation at a time.

Stay steady, stay generous, stay in flow.

Think of it like strength training. The growth comes from consistent reps.