Mondays With Mike & Mary

Parade of Techniques: 1. We’ve got a student that is going to go out into the different neighborhoods in which she works and do a video! 2. How do you like to do a seller webinar and get really good attendance?! How do you get the word out? There are services out there that say they would get you attendance but are really costly. Here’s a POT from one of our students! Ask the Experts:
 1. We’ve got someone who has taken 5 listings and absolutely nothing is going on. Like no offers, no showings, nothing! So what do I do? 2. I just want to leave the country and start a new life. It’s discouragement time. Bunch of fallthroughs, you know, the usual. And this time of year when the market is stagnating in some places. What advice do you have for somebody who is so discouraged they want to leave the country and start a new life?

This week, we are rapid-firing the most amazing Parade of Techniques!
 1. What’s the one expense or activity that you did this year that paid off the best? The best ROI. 2. One of our Get By Giving Award winners is a member of the BNI, and has been for years — Business Networking International. 3. We got a guy who has figured out how to write off his drinking habit! 4. Build a database that is so large you never have to prospect again! 5. Here’s from a gal who is living in a rather small town. And on her website, it says, “My community matters.” 6. Another avenue for marketing your listings for free! 7. The thing that results in most business for the least amount of money is a 5-90-10. 8. Here’s from somebody who gets more than half of their business from repeat clients.


 And many more POTs from Mike and Mary!

Parade of Techniques: 1. A parade from one of our goal achievers. For those of you who are still struggling to hit the goal that you set maybe five or so months ago, if something wasn’t holding you back from hitting your goal, you would have hit it already. So figure out what it is that’s holding you back. 2. We have a student who offered a For Sale By Owner an 800 number to use for their sign, and ended up getting a listing! And a second POT from Mary! Ask the Experts: 1. My number one goal is to find a house for my buyer. And my buyer has targeted a specific area with specific 223 homes in it. My question is, I don’t know how to approach the home owners in that area to let them know I have a buyer. What would you suggest? 2. I got this listing appointment that was referred to me and I talked with the seller, and she felt like the former agent always looked at the daughter more than her. Like, she’s some old lady that can’t make this decision, you know? The condition is fantastic on the outside. Absolu

Parade of Techniques: 1. It’s just an awareness that we’re in an uncertain market. You know, the market has become conditioned, on of our students said, to new thinking. Buyers know, there’s low inventory and they have been watching for your house to hit the market. 2. A POT called, “If you, would you?”. Here’s a prospecting technique from someone who calls their prospecting their “If you, would you?” time. 
 Ask the Experts: 1. This is one of those that everyone singe one of us, can really relate too. Because we all experience fallthroughs. Things you counted on, but then, they didn’t happen. We have a student who had three this past week. And he’s just in a pit. He said, “I went to my office meeting and what did we talk about? The stupid lawsuit. I mean, it’s tough to keep your attitude up. I’ve got to change it up. What do I do to get out of the slump I’m in?”. 2. I’m sick of fallthroughs. It’s insane! Just sick of it! How do I make it stop?

Parade of Techniques: 1. Well, it’s that time of year again when people are thinking about, “What can I give my clients for the holidays?”. Here’s an idea! 2. Obviously, I’m working on my listing presentation and sharpening it because this is the season where I want to get listings or at least line them up for early next year, right? So, I’m sharpening that part of my presentation but I’m adding something to it right now.
 Ask the Experts: 1. So here’s a guy who has not done a lot of FHA buyers. But he has one and that can be kind of a competitive market. “My number one goal is to get them a house. Well, how do I get the sellers to take my FHA buyer when maybe I’m competing with a conventional buyer that has 20% down?”. 2. One of our Wickman folk has died, unfortunately, after COVID complications. And on the team, was a man who’s a member of this agent’s team long ago, and then he went out on his own. The widow reached out to him and said, “Would you like to carry on a tradition he had of advertising on th

Parade of Techniques: 1. A POT that’s going to help you do a BETTER business plan for the next year. 2. A POT to help you connect with your past clients and prospects on a regular basis, throughout the season, and throughout the year. Ask the Experts: 1. Have you seen any big shift in your market that will affect how you do your 2024 business plan? 2. As everyone knows, there has been a lawsuit settlement. What are you saying to your buyers and sellers? How do you feel about this lawsuit stuff?

Parade of Techniques: 1. I’ve been on appointment after appointment after appointment, and this is what I have been hearing from the public, even people who know me and like me — This market sucks!
Hey, wait a minute… this market isn’t so bad! 2. We have a guy who attended a seminar from someone who is talking about mental health. It spells the word S.A.N.I.T.Y., and it is how you maintain SANITY. Ask the Experts: 1. Guess what’s coming?! The HOLIDAYS! How do I get holiday listings? What should I do during this low? 2. We have a student who is going on a FSBO appointment. They have been on the market for 40 days. “What do I do in the appointment?”. Here’s how to present to a FSBO.

Parade of Techniques: 1. What if you could invest $200 and 2 hours of time and add 50 conversations, ask for business, and add 50 people to your database? Here’s how to add 50 new friends to your Book of Business in just two hours. 2. How would you like to get in front of an audience of potential listing leads? Ask the Experts: 1. Pretty new to the business, listed two lots, was a mom and a daughter, and it’s the first time that I’ve been threatened with a lawsuit! The daughter is not even on the title but she said, ”If you don’t cancel this listing, we’re going to sue you! You pressured my mother. I’m going to tell everybody that you are abusing the elders…”. What do I do? 2. If you’re just getting started, welcome to the business! But if you’re getting restarted, then you’re going to be familiar with this syndrome, it’s almost like an existential dilemma. “I finally decided that I want to continue to work in real estate. How do I stay focused and intentional when getting restarted?

Parade of Techniques: 1. What did Floyd teach us to say when they say, “What do you think my house is worth?”. “Gee, I don’t know. I haven’t seen your house yet. Let’s get together. (In so many words).” Why you should never give a price over the phone. 2. Who’s doing pies for Thanksgiving? Here’s how to personalize your pie giveaway. Ask the Experts: 1. What commission would you be uncomfortable asking for? 2. I listed this property for 10% more than I really wanted to because there are two lots that are included with the property. And so this is what the seller really thinks it’s worth. It has been on the market for two weeks. My average DOM is 30 days. But 10% over. So what do I do? What’s the dialogue? 3. And a quick bonus technique!

Parade of Techniques: 1. What if you did your walkthrough without the buyer? Here’s how to prevent final walk-through surprises. 2. Here’s one of those premature, “Will you discount your commission?” questions. How to handle a commission discount request over three transactions from one client. Ask the Experts: 1. I’ve made a commitment to do a hundred conversations a week. Like I am so committed to my goal, there is no Plan B. This has to work. How would you suggest I get my hundred? 2. My number 1 goal is to stay out of jail and keep my license. But we live in a very litigious, politically correct climate where Fair Housing is really the talk of the town. How do I avoid getting nicked by testers?

Parade of Techniques: 1. You know how when you get a prospect and you don’t know them very well, but you’re following up and you’re calling them every once in a while? Sometimes, it’s easy to forget how you met them or what they’re looking for. Here’s how to remember where you met prospects. 2. How to remember to engage with your community. Ask the Experts: 1. We have a student whose daughter is 23 and getting her license, and the question was, “What should I have her be doing? What should she do first?”. How to help new agents learn to hustle. 2. I have a listing prospect from a year ago, and I just found out that they listed with another agent. How could I have incubated those leads to fruition? To at least an appointment? How often do I keep in touch? What do I do?

Parade of Techniques: 1. A POT from a “Get By Giving” Award Winner who is very active in both his local board and in the national association. In this episode, Mike & Mary share the efforts of NAR to get Fannie and Freddie to finance buyer commissions. 2. We have an agent who recommended to the seller that they have an estate sale. Here’s how to capitalize on an estate sale with an open house. Ask the Experts: 1. My number one goal is to get paid and help my buyer buy the right house. They’ve seen something they like. It’s being offered through the MLS for a $1 co-broke commission. How do I get paid? 2. My number one goal is to get back up on the horse but I am discouraged. I’m angry. I’m afraid and the reason is, I just got hit this past week with the threat of a lawsuit. It’s the second time in 30 years, and the second time this year, and here’s this seller who’s agreed in writing to pay me a particular commission and right before the closing says, “Well, I’m not paying that. I’ll only pay this.” I just

Parade of Techniques: 1. How to beat the competition with listing photo expertise. 2. How to beat the competition with REDatum. Ask the Experts: 1. We have a student who sold a 550K property and that’s significantly higher than the average sale price in her area. The banker is in charge. She’s representing the buyer and the buyer is engaged in this contract but all along, the banker has not been at a hearing to any of the dates in the contract. So there’s an expiration date, deadline dates, and the banker’s ignoring! How to handle non-commission people who have control over your transaction but not the same urgency you do? 2. My number one goal is that I got some great clients! These are the best ones to have. They want to sell and they want to buy. However, my number one challenge is I keep running into this, “I want to look, before I list”. And they’re adamant about it. They want to buy before they even list! If you could give me a piece of advice on how to handle these people, what would it be?

Parade of Techniques: 1. Do you remember how we’ve been told that one number taken out of context really doesn’t mean anything? It’s only when you put it into context that it really does mean something. A startling fact about buying leads. 2. I got a message this past week and it made me so angry. Here’s how to handle an email or text that makes you mad. Ask the Experts: 1. I listed a for sale by owner. And here’s what happened, it sold in the first four days. It was listed at 395K. It sold at 399K. Then the inspection came, and the buyer backed out. So I resisted it, put it back in the market, and the seller instead that it go back in the market at 399K! So what happened in the last week since it went back on the market? Absolutely nothing! No showings, no offers, and the other three offers, none of them are interested in coming back so it’s very unusual in my market to have crickets — no showings, no offers. What do I do? 2. You all remember that I changed offices. Not companies, but offices, and I did

How to bank future business with loan officers AND How to build relationships with new construction AND How to hand-hold nervous sellers during the Labor Day lull AND A $1000 shopping spree give-away that generates referral leads AND Getting back at buyers backing out at closing

Parade of Techniques: 1. What is your favorite Floyd Wickman dialogue? Here are some answers from Mary’s students. 2. What if I could get you three referred leads generated, two listings, and two buyers in the next two weeks and it only took 10 minutes a day, 6 days a week? Ask the Experts: 1. We have a student who has a hoarder house. A bunch of times, it’s just kind of overwhelming for the seller to think of moving all this stuff. So what do I do? 2. Uncooperative tenants. What do I do about uncooperative tenants?

Parade of Techniques: 1. Did you ever have to edit a video? Video is so hot right now and we’re supposed to be putting videos out there weather on Facebook, Instagram, and all kinds of ways of communicating. Here’s a great video editing tool that’s (almost) free! 2. A fraud scam that’s going around and how to report it to the Federal Trade Commission.
 Ask the Experts: 1. We have a student who is prospecting. She called this gentleman and he said, “Yeah, we’re thinking of selling but my neighbor said he’d give me 2.7 million for it”. And she fumbled. I just absolutely did not know what to say to that. What should I have said? 2. I took a look at my production this year and I realized, four of my listings that sold were estates and I’ve got a fifth coming up. I want to get more estate sales. How do I do that?

Parade of Techniques: 1. What if we can show you an email that gets great response? This was an email sent out to 35 people in the Book of Business. A prospecting email that gets results. 2. A door-knocking approach that gets results.
 Ask the Experts: 1. I got a lead and called them, and the guy on the phone was belligerent. It was all about commission. What’s your commission? Will you discount your commission? How much do you charge? Here’s how to handle a belligerent prospect fixated on commission. 2. How to generate leads from builder relationships.

Parade of Techniques: 1. Who you absolutely have to call TODAY! 2. Get back on the phone for listings! Ask the Experts: 1. My number one goal is to prospect efficiently and to make my calls every single week consistently like we all do in R Squared. But I get so distracted. I get an incoming phone call and then I’m down a rabbit hole and things happen that take me off of my prospecting calls. What do I do? 2. I have a dream client. Done lots of business with me, and she’s looking four hours away. She saw a For Sale By Owner. She’s already talking to the person. How can I help her?

Parade of Techniques:
 1. What do we do to stay on track even though we’re under fire left and right? Here’s how to keep your mind from wandering. 2. How to get a deal closed when the inspector wants the seller to pay for a new roof. Ask the Experts:
 1. “How do I get rid of this tendency to talk people out of saying “yes” to me and signing agreements?”. How to avoid sabotaging and second-guessing yourself when getting commitments and signatures. 2. My number one goal is to get control of this fire. The challenge I’m having is, they keep getting advice from their attorney who is a licensed realtor that actually referred them to me. The Mrs Buyer works in the attorney’s office and so anything that our student recommends, she discusses with this attorney who then undoes everything our student recommends.