Mondays With Mike & Mary

Parade of Techniques: 1. Agents aren’t the only people confused by the new rules and regulations. Double-check your closing statements from the Title Company to make sure the commission is charged correctly. 2. If you fired a buyer a year ago, and now they want to work with you again, should you? Ask the Experts: 1. My #1 goal is to protect my buyers from being recorded on camera without their knowledge and protect my sellers from recording things that won’t help them sell their house. What measures should I take? 2. My #1 goal is to decide between a social media marketing assistant I hired a year ago, and a social media company that recently made me an offer. My biggest challenge is the company's offer is better, but I hate to fire anybody.

Parade of Techniques: 1. Gratitude is one of the most powerful motivators. Here’s how to harness the power. 2. How to leverage random acts of kindness without being tacky. Ask The Experts: 1. My closings are coming in a cluster and then I have nothing pending. Is there anything new under the sun to get listings? 2. My listing has been on the market for 133 days, with lots of showings and the price feedback is positive. How do I get it sold?

Parade of Techniques: 1. What happens when you decide to avoid all conversations about politics, religion, and social economics? Listen in and find out. 2. What happens when you just get it on the market in spite of Sellers not making all the repairs to bring it up to market-ready price? Listen in and find out. Ask the Experts: 1. My #1 goal is to prepare my Sellers for the worst - paying full commission when they sell, and then paying another half when they buy. 2. My #1 goal is to figure out how to approach an over-improved listing, a do-it-yourself masterpiece, that is unfortunately in a neighborhood of much lower-priced homes.

Parade of Techniques: 1. Get out among people and network, because they will ask, “When is the market going to crash?? Here’s how to prepare an answer. 2. Get a FSBO to consider listing with you with a new twist on the Net Sheet. Ask The Experts: 1. I have a stagnant listing, on the market for 90 days. How do I refresh it? 2. What is the best way to take advantage of all the chatter about the new regulations?

Parade of Techniques: 1. When offering a “Free CMA” use clearer wording to avoid being accused of a bait & switch tactic 2. The CRM Lofty (formerly Chime) now offers 45 templates for landing pages Ask the Experts: 1. My #1 goal is to promote my experience, ethics, and caring on social media without self-promotional puffing. How do I emphasize my experience without bragging? 2. My #1 goal is to find an off-market property for my buyer, since the MLS inventory is still low. Other than FSBO and expired listings, how do I approach homeowners in the neighborhood my buyer wants to live in?

Parade of Techniques: 1. Book recommendation: The 5 AM Club 2. Video captioning recommendation: Instagram, caput, insult Ask The Experts: 1. My #1 Goal is to calm my Sellers and manage their expectations while Days-On-Market are lengthening. 2. My #1 Goal is to be happy staying with my current company, but I am getting overtures and offers from competitors. What would you look for if you were considering making a change?

Parade of Techniques: 1. Demographic stats (especially about Baby Boomers) that underscore the importance of having a follow-up system 2. Creating a MOVING Checklist for your buyers and sellers Ask The Experts: 1. I’m getting blindsided by my seller's girlfriend who is out of the country and not even on the title but calling me constantly. How do I know who the real Decision Makers are? 2. I am struggling with motivation. Again. It seems like it has become an annual cycle. How do I get off this emotional roller coaster?

Parade of Techniques: 1. Create a dedicated line with a VM message for all your listings explaining compensation to the buyer’s broker 2. The 80-10-10 rule for managing buyer expectations Ask The Experts: 1. What are the most currently effective marketing expenses that you get a return on? 2. How do I prove my value to a luxury seller who asks for y credentials when I have little or no track record in luxury properties?

Parade of Techniques: 1. I visited a new dentist and learned the value of a WOW factor 2. The word “lawsuit” has become part of the conversation. How about we just stop using it? Ask The Experts: 1. My #1 Goal is to get my buyers, who are family friends, to stop making lowball offers, but because they are family friends I feel like I’m letting them down when they don’t get the house. 2. My #1 Goal is to make myself make the calls I know I need to make, and my biggest challenge is the thought that my mother put in my head about women in real estate, and I don’t want to come across as money-hungry.

GOALS Have you set your goal for the second half of 2024 yet? Remember that goals give us the energy we need - and for them to work their magic, they should be specific, measurable, attainable,, something you want for you, visualized and with a time limit. Begin with a review of your January 1 thinking, and does everything you thought back then still apply today? When is enough enough? And finally, convert that income number into a controllable, trackable activity SMART Numbers In the first half of 2024, there were two averages that jumped out at us. Average number of Qualifying Conversations per person per week for all of R Squared Coaching 18 Average production (listings, sales and sold listings) per person per week 1.00 "If you build it, they will come.” - Field of Dreams “If you do the work, you will have the production.” - Mike & Mary BUYER AGENCY PRESENTATION We have put together a “Wickmanized” buyer agency presentation for you. The slides are in The Hub, as is the webinar we recorded last week

Parade of Techniques: 1. For those who have a CRM and ChatGPT, here’s a system for fresh messaging all of your Platinums with one push of a button. 2. Ever have deals on the brink of falling apart, and your clients are super anxious? Here’s a communication technique that’s sure to keep the heebie-jeebies at bay, and create grateful and peaceful clients. Ask the Experts: 1. My #1 goal is to maintain my production and momentum even though the kids are home from school and the demands on my time have intensified. If you could give me one piece of advice, what would it be? 2. And my #1 goal is to find the time and energy to prospect even when I am so busy I can’t see straight. I know that if I don’t lead gen now, sooner or later there will be income gaps.

Parade of Techniques: 1. zoodealio.com - You put in your address and the information about the property and it creates a chart of options for cash offers. A consolidated cash offer platform! 2. A question to add to your arsenal when you are going on a relo listing appointment that might get you more listings. Ask the Experts: 1. My number one goal is to clean up my database. I’ve got people in there that I’ve called and called, and they don’t answer. What’s the last ditch effort before you send them through the shredder? 2. I have a buyer client who is also a seller. They found something to buy, and now they are putting their house on the market. I have the ability to do “Coming Soon” for seven days. It goes active tomorrow. We found out that the house they are buying has an IRS lean on it. What do I do with the listing? Do we not put it live? What should I do? They could be homeless.

Parade of Techniques: 1. Free marketing technique by changing your WIFI network name (Your Favorite Realtor) (Your Neighbor Is A Realtor) 2. The new best time to call expireds (7:45 AM - 8:15 AM) Ask the Experts: 1. My Seller is turning down showings after 45 days on the market. How do I remotivate them? 2. Three expired listing appointments ended with a surprise - they want to interview other agents before they decide! How do I handle this hesitation?

In this episode of M W/ M&M (by the way, Happy Anniversary Mike & Mary) 1. How to get a FSBO’s attention with the sharp angle question… If you knew you would net more money in your pocket hiring me than by doing it yourself, would you consider letting me handle things for you? And then follow up with a system of mailings 2. How to generate inquiries with marketing stickers, and a very novel place to put them -- 1. How to handle a team member who makes appointments and wants you to cover them for her? Learn the dialogue, don’t let the tail wag the dog, sell her on being good and getting trained and have her shadow you first 2. How to get 100 listings between now and the end of the year? What a great goal! Don’t forget your SMART Week, your Vision Board, your Income to Activity Converter, and your Reverse Thermometer.

Parade of Techniques: 1. The word of the day is perspective. A POT from Mike about a free app called Mortgage News Daily, which gives you rates and mortgage news. 2. We have a guy who has gotten eight of his last eight listing appointments; he has walked away with a listing! One little tiny adjustment: when he gets a listing lead, he has been attempting to meet with them the same day—tto do the appointment on the same day that he discovers the lead. Ask the experts: 1. I’m freaking out! My number one goal is to stop freaking out. Over what? There is a lot of new inventory because there are pockets of boom and bust! I work on this market; two miles away, there’s cricket! What do I do to activate interest in my listings in this market where there’s cricket and lots of inventory, even though, two miles ago, it was BOOM TOWN? 2. We have a student who has this listing in Mobile, Alabama. This is a Mardi Gras house. It is a BnB. It is a house that is for sale, but it also has a business. It generates about $60

Parade of Techniques: 1. A summer concert series POT from one of our students who is in a band. 2, When you’re doing your Highest Price Analysis, take all your comps, plug them into AI, and ask AI to create graphs/trends. Ask the Experts: 1. My number one goal is to figure out what to do with this rental. There is this lady who signed the lease on May 7th but could not move in til the 24th. Our student said, “Okay, I’m going to let you do that. That’s fine. So she prorated the rest of May. She’s got a rent due June 1, 2024, but, she moved in with her kids, and they say the house is "haunted". They are scared. They want out. They can’t sleep there. What do we do? 2. My number one goal is to help my buyers be competitive. They are financing the transaction, but they are going up against cash offers. They keep losing out on cash offers. What can I do to help my financing buyers be more competitive against cash offers?

Parade of Techniques: 1. An important technique about the impact of Open Houses 2. In a market where the average sales price is half a million, this agent has booked $4.2 million in the first quarter. Ask the Experts: 1. My number one goal is to continue my success in a changing market. I have been licensed since 2013. I’m prospecting, and my prospecting is doing well. I’m getting listings, but I have noticed a shift in the market. What should I be doing? Should I redirect? 2. I have three prospective listings. They don’t have to sell, but they want to find one first. How do I get these listings?

Parade of Techniques: 1. We have a guy who has nine offers on his listing! One of the nine called him and said, “I’ve got an offer, and I’d really like permission to present it myself, please.” 2. A prospecting question that we don’t always remember to ask is, "Who’s your Realtor?" Listen in and learn why this is important. Ask the Experts: 1. We have a student who gets all kinds of business from a good past client. He gets business from them pretty regularly. There is a widower who has to sell his house. It’s been on the market for a year because it’s in a small town. It’s been listed with a local agent who’s done a decent job. The pictures are okay. It’s 4.2 million. Here’s what he’s saying, “I couldn’t see taking a listing an hour away. I could certainly improve some of the marketing stuff and photos—not by a lot, but I have better systems in place. But at 4.2 million—I mean, what is it really worth? Do I want to do this? What if I don’t get it sold?" 2. I’m selling my own home. Here’s the fact: it’s

Parade of Techniques: 1. How do you get an REO listing? 2. What are the benefits of sly-dialing? Ask the Experts: 1. I didn’t give all that much thought to the company I was affiliated with when I first got licensed. I’m still there, and I’m not very comfortable with their business model. I’m going to go interview with some other brokers because I want to change. What do I look for in a new company? 2. We have someone who had a listing, accepted it, and offered it for $8,000 more than the full price. The $8,000 goes toward the buyer’s closing costs. After the inspection, we need a new roof, we have crooked switch plates, and we have a long list of repairs! The seller was aware of the roof and was willing to put one on. But it’s the rest of the stuff, and the buyer is asking for an exorbitant amount of money to cover all the rest of the stuff. So, what do I do?

Parade of Techniques: 1. A social media marketing idea from one of our coaching students who has developed a niche of historical homes in the area. 2. This is a great principle to keep in mind and to follow in your marketing, in light of the negative publicity of real estate agents lately. Ask the Experts: 1. My number one goal is to get people to sign at the listing appointment. What I’m finding is that they are not prepared to sell right now. They’ve got things they want to do before listing, and therefore, they’re not signing. My question is, how do I get the signature now? 2. My number-one goal is to eliminate frustration. But for the last three months, I’ve been getting my a** kicked. A friend listed with a total stranger and didn’t even talk to me first. What’s your best piece of advice on how to handle this frustration?