Mondays With Mike & Mary

Parade or Techniques: 1. POT from one of Mary’s students who listed a property for $6,000,000! a. What if you actually cared? How would you behave and how often would you stay in touch? b. Don’t assume because somebody bought a year ago that they’re not ready to sell. 2. POTs from Mike and Mary about marketing your business by collaborating with another local business. Ask the Experts: 1. We’ve got someone who has doubled down on calling Expireds. This week, she was following up with an Expired that she had an appointment with. It seemed like it went really well. She called back and the guy said, “Sorry but we have already decided that we are working with another agent because her mom and dad are buyers.” What should this agent have said? 2. I’m battling burnout. What does a day off look like for you?

Parade of Techniques: 1. A POT from Mike’s students came out because of three questions, from three separate teams, about what to do with disgusting houses. 2. A POT that answered an Ask the Experts question from two weeks ago: I got six (6) listings coming up, but four (4) are ghosting me. What should I do? Ask the Experts: 1. I’m stuck. I know this is prime selling time. My number one goal is to take advantage of that and get leads from my Book of Business and repeat, but I’m out of ideas for what to do for the “Spring and Summer Book of Business Marketing.” 2. I have a buyer who bought a house, and it fell through before the closing. I need to reopen the conversation with the buyer. What do I do?

Parade of Techniques: 1. We have someone who has gone through every single buyer that they are currently working with and created a notes page so he could record exactly what he has said to that buyer. 2. I like the idea of teams! I’ve had a team for quite a while, and I got to the point where I wanted more transactions and more income. I don’t want to work any harder. Ask the Experts: 1. Here’s my number one goal: to maintain good health without losing business. My doctor put me in the hospital due to exhaustion. How do I prevent this from happening again? 2. I need more business. I want to know what you all are spending time, money, and energy. What gets you the best ROI?

Parade of Techniques:
 1. Do you have a vendor list? Do you have someone you recommend for roofing, plumbing, and every single project?
 2. What was the best thing you did in the first quarter? What are you going to do differently in the second quarter? Ask the Experts:
 1. Most of my business comes from relationships. If I’m going to grow, I feel like I need a new niche. I need to develop a new source of business. What’s your advice?
 2. My number one goal is to make a decision. I’ve been invited to two BNI meetings, and invited to join a BNI. There were eight people at each of the two meetings. My question is, is it worth it to belong to a networking group that’s chartered and follows rule books like BNI?

Parade of Techniques: 1. A POT from Mary about making a closing memorable with a video. 2. How to capture expired listings with a unique offer. Ask the Experts: 1. I have testimonials and for a bunch of years, I have been collecting them on Zillow. Now, I have hired Real Grader. I’m paying money every month. They want my testimonial statements to be everywhere. So how do I go back and transfer the beautiful testimonials I already have on Zillow everywhere else? 2. I got an expired listing referred to me. It’s expired twice already, and a friend of mine referred these people to me. I went over to see the house and discovered there was something in the house that neither of the previous two listings had mentioned. When I put this one on the market, should I mention it?

Parade of Techniques: 1. Train the brain. Keep yourself learning. If you’re not learning, you’re not growing. 2. A POT from someone who is from a slowing market, where multiple offers have disappeared. Ask the Experts: 1. We have someone who has never hosted a broker open. She has a 1.2 million-dollar condo listed, which in her market is really a big, high sale price. Her question was, “I’m going to show my seller I’m working. It’s been on the market for 60 days. I want to host a successful broker open. If you could give me one piece of advice, what would it be?" 2. My number one goal is to protect my attitude. Here’s my problem: I am married to somebody who meets with people, and deals with people all the time; they have become a complainer. How do I change things?

Parade of Techniques: 1. Loopholes in the Multiple Listing System: For about $600.00 you can list your house for sale, which is essentially like being a For Sale By Owner. One of our students had an offer on that listing and could not find the listing agent because there wasn’t one. So the question was, “How do I submit an offer for a property when I can’t find the listing agent? ”. 2. I feel like I am sleeping too much in the morning. I get up at 7:30 AM or 8:30 AM, and by the time I get to the office, the day is half gone. And then I’m working too late; that’s why I don’t see my spouse. I need to recalibrate. Ask the experts: 1. I feel drained. I’m working overtime. I’m on social media. I’m showing up. But I’m still struggling. When I look on social media, everyone else is doing so well! What’s wrong with me? 2. I received this contract for my listing from an agent who has been in the business for seven years. The clause that I am most concerned about says, “Seller to pay up to 3% of the buyer’s closin

Parade of Techniques: 1. A POT from one of Mary’s students about commissions! 2. Something that could help the people in your Book of Business have fun! Ask the Experts: 1. We have someone who has a 1 million dollar condominium, a high-end property, and it has been on the market for 70 days. She is considering hosting a broker open. Here was her team's advice. 2. How do I get my average price point up?

Parade of Techniques: 1. A three-step POT using your ShowingTime app to get more buyers for your listings. 2. How would you like to be the star of your own movie? A POT for your Client Appreciation Night. Ask the Experts: 1. In Iowa, there is a postcard campaign asking people if they had a transaction between this time and that time to join the class action suit against real estate. Yikes. What can we do? 2. I’m usually not going through the Buyer Agency Contract until a showing. So how and when do you present buyer agency?

Parade of Techniques: 1. A POT from Mary’s student who thought of offering her services to owners of Airbnbs. 2. “The people I contacted in December, I’m hearing from now.” Ask the Experts: 1. My number one goal is to focus on listings but I keep getting all these buyer leads. If I’m going to get buyer leads and I’m going to sit down with buyers, I want to make sure they actually buy from me. So what do I do to tighten up my CITO? 2. I am in constant contact with my Sphere of Influence. I need to do something new. Should I start a geographic farm?

Parade of Techniques: 1. How to become the “expert” in your local market 2. A new twist on the appraisal gap clause Ask the Experts: 1. How do I increase my qualifying conversations? My number one goal is to keep up with my teammates here in R Squared so that I generate the leads to get the appointment. So what are you doing that I’m not doing?
 2. My number one goal is to build new habits that are going to help me achieve my goals in 2024. So, what new habits are you building to hit your goals?

Parade of Techniques: 1. How many of you have been surprised on a morning when you sit down at your computer and there’s a birthday notifying you on Facebook? Here’s a technique to deepen relationships with past clients, prospects, and family using Facebook. 2. A POT from Mike that resulted in a listing referral from an agent in another company, in another area of the state. Ask the Experts: 1. What do I do to make sure that my participation now in R2 Coaching is gonna cause me to prospect? How do I get myself prospecting? 2. I’m in boot camp for videos and I’ve been posting a video every day. I’m prospecting with 5-90-10, and I have no signatures yet. What do I do?

Parade of Techniques: 1. A backyard “staging” technique from one of our students for this time of year. 2. One of our students is using a “bot” (BirdDogBot) to get listings. Ask the Experts: 1. One of our students who is working For Sale By Owners (FSBOs) found one that’s listed at 373K. He did the comps and it should be between 320K and 330K. It’s vacant and the seller lives in Tennessee. He called the seller who is willing to talk to him. However, he just wants a phone conversation. He’s going to get him access to the house, let him walk through it, and then, “Call me from the house”. “So what do I do?”. 2. I’m committing to a neighborhood geographical farm. And I want it to pay off as quickly as possible. I don’t know what to do. What’s your advice?

Parade of Techniques: 1. Here’s a tip when you’re going on a listing appointment from one of our client's mortgage officers. 2. Why it's important not to burn bridges... Ask the Experts: 1. All of a sudden, I’m busy again like crazy. I’m struggling with balance so what’s your best tip or technique for maintaining a good business-personal life balance? 2. I’ve been going on listing appointments and I always tell them the truth. I always let them know that I work for them and that I want them to get maximum value. Lately, client's expectations of price have been way, way higher than what I am telling them. What do I do?

Parade of Techniques: 1. Two POTs from Mary — first, for those who are on R Squared or who have been to classes, and second for those who are tracking their goals! 2. How to use ChatGPT for video campaigns and marketing Ask the Experts: 1. We have a student who took a listing and listed it for $243,000 which is what the seller wanted. It has been on the market for 55 days. It had 3 low offers. It’s cluttered and dirty. He gave them that feedback early on. The sellers said they would take 235K, so maybe they should raise the price and offer a $10,000 carpet and flooring allowance. What do I do? 2. I have received calls from three different sellers in the past week asking for an estimate, a market value. Three different ones and they’re not going to list. Should I charge to do a market estimate for them?

Parade of Techniques: 1. The Mail-Call Expired Campaign is alive and well! In one tiny market on January 1st, guess how many expired listings there were for me to contact? 2. Two POTs from Mary: a. A Field Guide to American Houses by Virginia McAlster b. An app called “My Routine” and why I'm recommending it Ask the Experts: 1. It’s a new year and my number one goal is to be consistent with prospecting. I discovered that when I feel good, I’m consistent with prospecting. When I’m not in a good place, my prospecting is inconsistent. And we know that the secret to productivity is consistent prospecting. How do I keep myself in a good place so that I keep prospecting? 2. I have been selling real estate for the last 20 years and the calendar just turned to a new year and I feel like I got to start all over again. How do I make my prospecting fun? How do I get excited about doing more work?

Parade of Techniques: 1. A POT from Mary about an app that loads your credit card on your profile, tracks, and helps you summarize your business expenses! Also, another app recommendation for your editing video content. 2. A “no tech” POT from one of Mike’s students about generating listings through handwritten letters. Ask the Experts: 1. Mary’s teams talked about the status of the marketing plans! If you were at Business Breakthrough, you were given a marketing calendar. MAIL, CALL, SEE! What are you doing this year? What’s the niche you’re going after? 2. My number one goal is to get paid. I got this listing, and it’s probably going to expire in a couple of weeks; I know it’s going to sell in the spring. I just know it. It’s in a terrific neighborhood, but the seller has moved out of town. The seller is turning down offers that are good offers! I still want to get paid, so what can I do?

Parade of Techniques: 1. Do you know how there are some states where if you declare or apply for homestead, your property taxes are less? But you have to apply or declare. Here’s a POT from one of our students about homestead exemptions. 2. Mary has received a video from one of our students explaining earnest money and it was over the top good! Here are two POTs from Mary’s student! Ask the Experts: 1. It’s about a listing that’s about to expire, and my number one goal is I want to price it so it does not expire. This is a manufactured home in a normal neighborhood. How do I price this so it does not expire? 2. How many of you would say you’ve had a pretty tough year? How do you get back on track after the first of the year?

Parade of Techniques: 1. Here’s a Parade of Techniques from our keynote speaker at Business Breakthrough, Kyle Draper, about using video in your social media. What’s on your list to accomplish by the end of the first quarter? What are you doing to systemize your social media and video campaign?
 2. I attended a Chamber of Commerce meeting and they invited a cybersecurity expert and here’s what I learned: 9 out of 10 people have no protection on their phones.   Ask the Experts: 1. I’m planning my marketing for 2024. I was at Business Breakthrough and I got a calendar. So I’m thinking okay, Mail. Call. See. I have never done a good job of SEE. What can I do to be seeing my clients each year?
 2. "How do I approach a surviving spouse with real estate without coming across like an ambulance chaser?”.  This client's one goal is to get estate listings or surviving spouse listings.

Parade of Techniques: 1. First Parade of Techniques is — renew my subscription to the county foreclosure list because I’m seeing lis pendens and pre-foreclosures as a ground for prospecting. 2. A POT that might be a fun thing to do. You know how sometimes it can be a drag to call, have to call again, have to say, “Who do you know who…”. “I just have not been motivated to do it.” So here’s what one of ur students decided to do! Ask the Experts: 1. I had a really good year and then, Thanksgiving came! And then, Business Breakthrough came! What I really want to do is keep my momentum going even though I’ve taken a couple of weeks back and make sure I go into January with momentum! But, my number one challenge is it’s the holiday season! And that’s a distraction so what should I do? 2. I have a listing. It’s not submitted yet but it is completely signed, and the people are getting a divorce and I’ve known them forever. My kids and their kids liked each other. I’m heartbroken that they are getting a divorce.