Mondays With Mike & Mary

Parade of Techniques: 1. You know how you’re supposed to work out? You’re supposed to move your body. We’ve got someone who’s moving his body, for 45 minutes every single day on the treadmill. So, that takes time away from real estate! 2. According to T3 Sixty, “A decoupling of a buyer-broker presentation from listing-broker compensation, to some degree, will most likely occur sooner rather than later.” Ask the Experts: 1. My number one goal is to have those kinds of numbers that you just reported… I went from twelve pending transactions down to zero. I’m making my calls but it’s like the whole business just went… stopped. So what do I do? 2. What’s the other big issue these days? Remember when the pandemic hit and we’re all talking about becoming a virtual or remote agent? Well, AI has been much in the news and much on people’s tongues.

Parade of Techniques: 1. So what has been the most enduring marketing tool that so many of our people use that is on multiple refrigerators all over America? 2. Do you ever have trouble getting a door opened? You have the key, the key is on the door, it’s not opening. Maybe there is salt, condensation, maybe the lock is old. How would you like to solve that every single time for the rest of your career? Ask the Experts: 1. I am writing an offer today, I have an Ask the Experts question. Because, the last five (5) offers I have written, all have lost to multiple other offers. All five of my buyers have stopped looking. This is a new buyer. We’re writing. It’s a new listing. Just before the week ends, is there anything I can do to make sure this offer has a fighting chance? 2. I listed a dump. I mean it’s the worse house I’ve ever been to. There’s a hole in the roof. I mean, it’s a dump. There’s nobody that lived in it for several years. I went over there to look at it. I brought my spouse along for protect

Parade of Techniques: 1. One of the many things that I love about our people in R2 is how fearless they are sometimes at examining their business, really making hard decisions… So one of them did a check-up from the neck up! 2. So we’ve got a student who’s taking pictures with a “Sold” sign and loves that! You know, before the closing we take a picture standing in front of the house with a “For Sale” sign. Ask the Experts: 1. How to get listings this year?! My number one goal is to increase my listing inventory cause I know that listings are going to be the name of the game for the rest of this year. I need listings! Where do I go right now? 2. So once you got the listing? How do you get it sold?

Parade of Techniques: 1. What if when you’re touching base with your Book of Business, you did a quick look at anything that might have been listed recently in their neighborhood? 2. So what’s one of the toughest things we have to do in our business? That’s staying motivated to do the little things every day. Ask the Experts: 1. We got a small town. Everybody knows everybody in this small town. And back in 2005, in this home, the 13-year-old committed suicide. So now, the sellers are selling the house and there’s been a couple of showings but everyone is uncomfortable. The buyers are uncomfortable… The agent is uncomfortable, the buyers are uncomfortable, and the odds of getting an out-of-town buyer for this little neighborhood, this little town is pretty small. We got to sell it to somebody who knows the story. So what do I do? How do I handle this? 2. I got this listing. It’s overpriced. Finally brought the price down and this weekend we’re having a big Greek Fair in the community… and I’m going to have

How to dispute appraisals without comps - How to stay safe in a showing - How to find listing leads without paying upfront - and How to get control of out-of-control debt Parade of Techniques: 1. You know how we always counsel our students that there are agents who are inactive or retiring… Maybe not so much formally leaving the business but they just sort of dropped it and tried doing other things and would gladly give you their leads for a twenty-five percent referral fee. 2. A safety tip from Mary. If you are feeling weirded out about somebody or you are meeting somebody that you have never met before, obviously we recommend in a public place, right? But sometimes, that does not work out or there are some reasons. Everybody is using Forewarn. Ask the Experts: 1. I got a listing. It’s a condo listing in a 55 and over community and the most recent sale and it’s the only one in the last 3 years. Way too low! Like what in the world were these people thinking? They gave away their condo! So I’m having a pro

How to show your buyers why their offers are not winning the sale - AND - How to make the most of a wedding expo as a vendor - AND - How to multiply the results of an open house - AND - How to make a lasting impression on moving day Parade of Techniques: 1. What do you give someone who’s moving this weekend and the temperature you know is 104 degrees? What do you bring them? What do you give them as a client gift? How do you make moving day more comfortable for them? 2. If I had the inventory, I would hold an open house every week. So, since I don’t have all that much inventory, here’s what I did in advance of my open house — I mailed 200 letters to the 200 neighbors around the open house. Ask the Experts: 1. My number one goal is to sell two houses. I’ve got two sets of buyers. Both of them are willing to make offers. One has made 3 offers, the other has made 4 offers. None of their offers have been accepted. I’ve written 7 offers for two buyers and they’re not getting accepted because they’re not listen

Parade of Techniques: 1. You know how Floyd gave us those 12 questions and call it the Client Qualifier? That doesn’t mean you’re only allowed to ask 12 questions. That means you should ask all 12 especially the last one. But one of ours has decided to add a question that he has found very useful in determining the landscape. 2. A parade from someone who is just really decided to take control and reach out to the community so she’s doing, “Coffee with Karen” every single Saturday morning! Ask the Experts: 1. I’ve got 400 preforeclosure leads and I went out and got RedX to help do the due diligence and research but it does not work as well as I like it to reach people. I’m just not having enough conversations with people. What would you suggest to be more effective at working this preforeclosure market which by the way is growing? 2. Anyone got some frustrated buyers out there? We know inventory is low. Buyers are making offers, not getting accepted, being beat out… What do I do with these buyers? They’re s

Making calls that make a difference by increasing your effectiveness - AND - How to call people you don’t want to call - AND - How to really connect with non-referred leads to get a response - AND - How to protect yourself from the latest real estate scam
 Parade of Techniques:
 1. So we know there are scammers out there. Right? We’ve all heard about scams in real estate. Well, there’s a new one happening. So heads up, everyone! Be aware of this. 2. I’m looking it up, a list of people that I’m supposed to call in the coming months. And there are a couple of names that jumped out of me and these are people I really don’t want to talk to, for whatever reason. But at the end of the day, and I’ll tell you what, I’m going to make one more call and it’s going to be that person that I really don’t want to talk to anyway. But I’m going to call them. Guess what? They said, “Come on over and list our house!” Ask the Experts: 1. How do I become more effective at conversations? 2. We got two kinds of leads — referre

Parade of Techniques: 1. So, do you have good handwriting? Because if you don’t, it might be holding you back from writing thank you notes. So, we have a student that came up with a solution! 2. So do you use, web syndication for your listings? 
 Ask the Experts: 1. We’ve got a very much experienced agent who’s got the greatest heart. But you know how sometimes you can get on your own head, and this is one of those times. He’s got a 92-year-old seller with a daughter who’s helping him with the transaction. And he is on his way this afternoon to tell them the second buyer, the second time they put it under contract, doesn’t look good. So he’s beaten himself up…

What do I do? How do I get on my own head? How do I say this to them without… Oh! I just feel so terrible. 2. Two fallthroughs, we got to put this back on the market, I don’t know how to break this news to the sellers. What do I do?

Parade of Techniques:
 1. Want to get your name out there and maybe scoop up some new fans? What about this idea, a free give-away and you register to win in a drawing? 2. We’ve had a season of short appraisals over the last few years. One of the Ask the Experts question was how you handle a short appraisal and that’s where the Parade of Techniques comes out! Ask the Experts: 1. How do you know if a client dies? If I had known she died, I could have sent a card, talked to her family, perhaps even attended the funeral If I really cared about them. 2. This Ask the Experts is about an Expired Listing Campaign (Expired, Cancelled, Withdrawn, etc.). What do I do? What works? What is my drip campaign?

Parade of Techniques: 1. So I’m talking to a seller and they’ve got this laundry list of things to do to get the house market-ready. And they’re overwhelmed by this list. So their question is, “What do we have to do?”. 2. If you have now made a new commitment, “I’m going to prospect. I probably should have before… talk to people that I don’t know but I’m gonna do it. I’ve got a targeted area…” or maybe, it’s you calling your past clients who you have this beautiful database from 20 years ago, and you do not have cellphone numbers. Ask the Experts: 1. So, I’m at a standstill. You know, I’ve heard from some people that this year is off to a pretty slow start for some of them. And for others, it’s come to a complete halt. I’m at a standstill and I think I have an attitude problem. How do I correct this and get back in the game? 2. My number one goal is to get more listings! Where are you getting yours?

Parade of Techniques: 1. Have you ever heard someone say, “I don’t want to be in sales, I mean I don’t want to be a sales person”? 2. Mike’s Parade of Techniques comes from two situations — one that happened many years ago where an agent was working with a pair of buyers who are not married… 16 years later, they got married, then a few years after that, they got divorced. Ask the Experts: 1. We got a guy who got a listing appointment with his neighbor and it’s taking them a while. He has followed up and followed up, and he finally gets over there and the wife isn’t there. But, he does the appointment anyway… And then followed-up and followed-up and followed up. And now this neighbour is saying, “You know, I’ve been driving around looking at signs and you actually have fewer signs up than your competition. And I really believe real estate is local. I’ve sold two other properties in other areas and I chose the local realtor with the most signs up and that was I good choice so I know what I’m talking about.

Parade of Techniques: 1. We were talking about what you need to really keep it going in this market and someone said, “But what was that thing you said about spice and variety?”. I said, “Variety is the spice of life. But spice only adds flavor not substance. The real substance is consistency.” 2. Time to call your Platinums! So if you are going to call your Platinums, we have a piece of advice for you! Ask the Experts: 1. I’ve been hearing that my competitors are doing this one-stop shopping thing, meaning they’re offering to clean up their seller’s house for them. Not just clean it out — get rid of their furniture, get rid of their stuff, take it down to the floorboards… I mean just like literally steam clean, top to bottom… And Boy! How do I compete against that? Cause I’m not willing to do that? 2. Here’s my number one challenge… My problem is I got stinking thinking. I just can’t get myself going! I mean I was prospecting, and working really hard, and I worked on my database. I got a lot done but I pr

Resharing this Episode from 3 years ago. Mike and Mary are on vacation and will be back with a new episode on Monday! - Building your Book of Business with unlikely community members... - Stay prepared when you're out and about with an electronic package - How to respectfully prospect clients experiencing a loss - Your pricing presentation and when to just relax...

Parade of Techniques: 1. I’ve been in a bit of a bumpy slump. The year has not gotten off to the start that I wanted… I needed to get some momentum back so I made a commitment to doing something. 2. There is something called UV Water Purification System! It’s a filter that purifies 18 gallons a minute! Ask the Experts: 1. How do I get myself to use the buyer agency agreement? 2. I received some tough feedback regarding cleanliness at the showing. Do I tell the sellers? It was a long, detailed text. Do I forward this to them? Do I read it to them? What do I do? Do I just say, “Oh they didn’t like it.”

Parade of Techniques: 1. How many of you accept referrals from your relocation department? 2. So what does Floyd say? When opportunity knocks, don’t complain about the noise! Ask the Experts: 1. My number one goal is to shift my thinking to feel renewed and energized and the challenge I’m having is I’m stressed out! I just had a couple of crappy weeks as in fall throughs and all kinds of negative stuff going on with my business… So what do I do? What do you do to recharge yourself? 2. Here’s a strange thing that has happened. My business this year is mostly estates and divorces. In addition to my book. But all of a sudden, estates and divorces are popping up all the time. How do I work these?

Parade of Techniques: The Department of Justice has reinstated the agencys lawsuit. Which means, make sure you know how to sell buyer agency. I don’t use the buyer agency contract. What do you say? We have a student who is spending 4 hours a week learning. Isn’t it neat? She has been in the business for 15 - 20 years and made the decision that she’s going to spend 4 hours per week learning, and getting better at what she does. Ask the Experts: I want to get really good at the Wickman Listing presentation. But what’s your listing presentation really like? What do you really do when you go out there? How do I approach the family of a dead neighbor?

Parade of Techniques: 1. Are you looking for an app that would allow you to scan a house, use your own phone, and create a floor plan that you can then use in the MLS? 2. Mike’s POT is a phrase — “Better to buy and wait than wait to buy”. Ask the Experts: 1. My number one goal is to handle my time better. I’m using a schedule. I’m time-blocking. But I do all this pressure and when things happen, I quickly grab them because I have learned that if I put the little things off til the end of the day, the end of the afternoon, I’m exhausted, and the stuff is piled up. I try and handle something quickly, and those people are no longer available to talk to me. So I feel like I’m better off just taking it when it comes. 2. I’m off to the slowest start in years. What are you doing to keep yourself busy to generate business outside of your Book of Business?

Parade of Techniques: Using CLUE Reports to verify a property's history of claims What is a "Green Certification" and why would it matter? Ask the Experts: How do I discourage my Buyers from writing a love letter? What can we do as an alternative? I need to convince my Sellers to declutter... to the extreme. How do I handle instantly defensive Sellers. What do you recommend? Thank you to all R Squared Coaching members for your participation and belief in the "Get By Giving" philosophy. By giving what we have, we will always get back what we need. If you learned something NEW in this episode, leave us a 5-Star Review and help Mondays With Mike & Mary reach more agents. Thank you for listening!

Parade of Techniques: 1. A POT from smart people who are paying attention to what’s going on in the market. One of them said, “This is the week you all want to go and do your research into three things — list-to-sale price ratio, days on market, and new home sale percentages. 2. Tally Tracker - an app to help you track your dials and your calls; and a second POT from Mary; Ask the Experts: 1. How do I get better at Smart Week? 2. What’s really important to you? What are you focused on?