Mondays With Mike & Mary

Parade of Techniques: 1. A POT from Mary about a new referral network from NAR called “Ready Connect”. 2. When you go on listing appointments, how do you look? You look sharp. What do you take with you including the right attitude? But even if I don’t get it, what should I bring with me? 
Ask the Experts: 1. I listed a friend’s house and we had two offers, and we ended up selling it for $5,000 more than we asked for. So back in 2019, the same inspector came over and there were no issues. And this particular buyer, chose that same inspector to do an inspection and there are issues. So now, I’m mad… 2. I got a buyer who’s coming back to the market. They lost a few last year… and what are they experiencing? Payment shock! 

 “Maybe we can’t afford what we thought we could.” 

 How do I get these folks into a house despite “payment shocks”?

Parade of Techniques: 1. Microsoft Power Automate. What it does is it reads your Google contacts. This and a second POT from Mary! 2. In addition to your Book of Business (BoB), you want to develop a niche market, a special niche. 

 Ask the Experts: 1. My number one goal is to sell my listing, priced at $1.65M. It started at $1.8M. There are three other properties in the building that are under $1.5M, there’s one at 600. But this one is like done! It’s perfect. It’s wonderful. It’s all remodeled. It’s absolutely great! But nothing is happening. I mean, I’ve had two showings, been on the market for 60 days… What do I do? 2. One of Mike’s students has a client who is price shopping and he knows that they are price shopping because he is a Cutco Sales Knife Representative. They are looking at COSTCO. Don’t confuse “Cutco” and “Costco”. Costco is the big bucks store with all the discounts, right? Well, his parent company, Cutco, has signed a promotional deal with Costco! And they can buy one knife, for about

Parade of Techniques: 1. Three (3) listings in three (3) weeks! All from the same type of source! Guess what it was? 2. A second POT from Mike which would come in the form of two different situations. One was a co-broke agent who called my seller directly and demanded a showing. It wasn’t like they couldn’t get hold of me, they called the seller directly. What should I do about that? And the other situation was, we get to closing and they’re seeing that the half of percent that was coded in the MLS was a typo and we’re going to get a half of percent less than was actually coded. What do you do about situations like that? Ask the Experts: 1. Yes, my number one goal is to get back in control of my life and time but my week was ruined by a client that was referred to me. And it was ruined because they’re beset by indecision… What do I do about it?

Parade of Techniques: 1. I have a question for you. How would you like to get two listing appointments scheduled and attended in one week? What if you knew that out of two appointments that you attended you could get two listings? 2. How would you like to learn about a gift card gateway? Isn’t that an interesting phrase? This is a website called thanks.io. Ask the Experts: 1. How do you get yourself going? How do you get your attitude right so that you are the one that does business? 2. I’m off to the slowest start in years… Who else to call? Who else can I call?

Here are 7 sure-fire ways to beat the winter doldrums and get back to work when you just don't feel like it. AND How to capitalize on that stack of last year's leads AND How to use technology to help you separate business and personal time AND A secret to getting your envelop

Parade of Techniques: 1. The Parade of Techniques this week is about continuity programs and how affected they are, and how hands-off they are. 2. A POT from Mary about contacting every old seller, meaning a potential seller who didn’t list last year, the year before, the year before, the year before… and every buyer who came to an open house that they were gonna buy but didn’t buy and followed up, and showed them houses, and didn’t buy. Ask the Experts: 1. I’ve been journaling every day. I have a personal journal and a work journal. And it has become very clear to me that I am struggling with taking a full day off. What would your advice be? Do you actually take a full day off? If so, how do I do it? 2. My number one goal is to help this family, this guy, and his wife buy a house. They’ve been looking for two and a half years. They have been willing to write offers but they’ve lost. Like… four or five or six houses that they’ve made offers on and they lost. They’re writing good offers, they’re writing

Parade of Techniques: 1. You know how it’s nice to be a giver? And to give something to your Platinums, some folks in your Book of Business, that will keep giving. A POT from one of Mary’s students for Valentine's Day this year. 2. Do you know how excited folks are when they discover the magic of 5-90-10? Well, we now have 5-90-10 Squared. Ask the Experts: 1. What if I could give you a little technique to motivate buyers to buy now, you know, especially if you have a “declining price market”? 2. My number one goal is to make sure that I’m giving my clients the best advice. But I don’t know what to factor into when I’m determining comps. Are some comps better than others? Do I give some comps more weight than others? What are you doing right now?

Parade of Techniques: 1. A POT from Mary that basically says this, “When you can get a signature, get a signature.” 2. Now when Days on Market are getting longer, guess what’s come back into the fold? OPEN HOUSE! Ask the Experts: 1. I took this listing for $180,000.00. And they only listed it because they have found the house that they wanted to buy. They made that offer. They got it accepted. They rushed back home to sell their house and listed it for $180K. The agent on the new house that they were buying, said, “You’ve got 3 weekends to sell it, and then we are kicking you off.” Well, this is the second weekend. Right now. So, what do I do? I only have 3 showings! Two of them came back and then both of them said, “No”. So what do I do now? 2. I hate Open House! Nobody ever comes and what a waste of time. How do I get over this? That’s my number one goal, I got to get over this cause I’m getting inventory and I want to capitalize on Open Houses.

Parade of Techniques: 1. Set your business up to revolve around your life, not the other way around. 2. Last year, I lost two deals with clients going rogue and I made a commitment. In 2023, I’m going to CITO, and when they’re sitting there, I’m going to get them to sign a Buyer Representation Agreement. Ask the Experts: 1. I figured out I need 40 conversations a week. I want to nail my conversations this week. So, I’m going for 8 per day, 5 days a week. If you could give me one piece of advice on how to hold myself to that standard so I get 8 a day, 5 days a week? 2. An “Ask the Experts” from someone in a market that has slowed down considerably, and right now, properties are sitting on the market somewhere between 60 and 90 days.

Parade of Techniques: 1. A POT from Mike’s friend who wants to “fill the year with gratitude” — the second strongest feeling in the world right after love! 2. What if instead of your prospecting follow-up… what if instead of just texting letters and words, you video text?! Ask the Experts: 1. My number one goal is to build my team and be more productive this year. And, I’ve been offered the position of Office Manager. Not Sole Office Manager, but Co-Office Manager along with two other people. We have 109 agents and those two people are burnt out. 2. A question from Mary for you out there is Listening Land — What’s your goal?

In Episode 257, Mike & Mary share a sure-fire way to get to the kitchen table; and how to become a neighborhood expert with a custom audience on social media; and the smart way to turn a Coming Soon listing into active and on the market; and how to streamline your Book of Business mailings. Parade of Techniques: 1. A POT that comes from a gentleman who has targeted a 900-door geographic farm area. So up til now, he has just sent a postcard every couple of months. But now, he’s saying, “I’m going to double down. I’m going to figure out who lives there. I’m going to become the Realtor that specializes in this neighborhood.” 2. Did you ever get derailed on a listing appointment? You know, ring the doorbell, smile, pay them a compliment, take them to the kitchen table… Ask the Experts: 1. Here’s someone who told our student, “Okay, we’ll list with you on such and such (a date)…”. So that date has come and gone. How many of you have had that happen to you where you didn’t get the listing on the spot, and they

Parade of Techniques: 1. A POT from Mary called Story Worth. Have you ever thought about writing a book? For a hundred bucks, you can write a book, and what is this is an online writing system. You get a question a week, and you just answer it! 2. Good manners set you apart from, literally, everybody else. And, it doesn’t cost you anything! Ask the Experts: 1. My number one goal is to keep people engaged when I follow-up after an appointment, whether it’s a buyer or a seller. But man! My problem is they keep ghosting me. So what do I do to prevent them from ghosting me and keep them engaged? 2. An Ask the Experts from Mike about leads who ghosted you! “I have this surplus of leads that I have either developed or purchased that are kind of in limbo. I don’t know what I’ve got but it’s a lot of them! So I want to know how do I approach them uniquely so they don’t ghost me? To get their attention and turn they either in to prospects or the circular file?

Episode 255: Market Corrections Equal Opportunities by Mondays with Mike & Mary

Parade of Techniques: 1. What’s the name of the game? Listings! How do we have listings? We generate leads! But what if I don’t want to prospect though? 2. A POT from Mary about the stats that came out of the NAR that were brought to the R2 Coaching Call. Ask the Experts: 1. I’m new to real estate. I’m learning what to do. But what I’d like to hear from the veterans on the call is what not to do… Or, what do you wish you have done more of this year? 2. My number one goal is to increase my number of conversations. The challenge I have is last week I have 34 dials and only 3 people to talk too. I know I have to get my numbers up in order to get my results to show up. How do I have more conversations?

Parade of Techniques: 1. A person can never have too many apps. Here are two new apps that you are going to want to get hold of: 
HitEmUp - an app that you can send a personalized text to for your own phone number!
 Mortgage News Daily - a free app that tracks real-time mortgage rates! 2. A POT from Mike about a text marketing service called Easy Texting. Here is what it does — it takes one of your listings and marries it to everyone in your MLS who has put anyone close to your listing into their search parameters and texts them about your listing! Ask the Experts: 1. I’ve got this buyer and I can’t get them off the dime because of the market. They’re just procrastinating… I’ve got this seller and I can’t get them off the dime because of the market. They’re just procrastinating… What do I do with these buyers and sellers who are procrastinating? 2. What are you doing in response to the “slow down” in the market? Are you doing anything differently?

Parade of Techniques: 1. There was one thing that happened during the pandemic that people might forget that could bite them later. 2. It’s time to look for new sources of listings… This is the time of year when you start saying, “Okay, where am I going to get my listings? Where am I going to find them?”. Ask the Experts: 1. My number one goal is to develop a new source of income outside of my book of business. So I want to start working on probate leads. How do I find them? 2. My number one goal is to figure this out and boost my number of reviews. The challenge I’m having is, I’ve sent the link out, I’ve asked my clients for reviews and I don’t get any! So what do I do?

Parade of Techniques: 1. The harder you work, the luckier you get. Here’s a POT from one of Mary’s students who was prospecting this week. 2. There was a lender in New Jersey who did some hanky stuff and rather than get fined or punished, they’re doing community service loans. Ask the Experts: 1. When do you turn a listing down? So what are your criteria? 2. I’ve been to some board functions recently. And I hear nothing but whining, complaining, negativity, and bad-mouthing. “Oh, it’s so terrible out there.” How do I navigate through the negatives?

Parade of Techniques: 1. If you want to do something that you are uncomfortable with, make a commitment to your team and make sure they follow up with you next week that you made your commitment. 2. How to answer the question, “Why did the other buyer walk away?”, when you are representing the seller? Ask the Experts: 1. The hurricane decimated neighborhoods… It completely canceled all my LFTs. So, I got to snap out of this wound-licking and get some momentum back. How do I do that? 2. My number one goal is to not let the seller drive me crazy. Negative attitude! Call after call, after call! Calls me, I don’t answer, calls three more times. I mean, immediately! So, what do I do?

Parade of Techniques: 1. “Take time for your heart.” What does that mean? You got to find time in your busy, busy life — real estate life, family life, to also take care of YOU. 2. Do you remember the multiple offer market we used to have? And some people still do, and for others, their market has turned 180 degrees in the other direction, or at least it feels that way because it’s not so frenzied. So it’s time to dust off an old question! Ask the Experts: 1. What do you do with a good buyer? My number one goal is to sell my good buyer a house. What do you do with a good buyer who is qualified, they’re willing to go look for homes with you but they’re pokey. You know, they’re slow to decide, and when they do find one they write a lowball offer. 2. My number one goal is to put together five deals by the end of the year. What’s holding me back, I think, is trying to be perfect. Trying to have the perfect prospecting “script” or approach. Trying to have the perfect presentation. What can I do about that?

Parade of Techniques: 1. Useful apps for scanning documents on your phone — Genius Scan and Thermal Scan. 2. So what are you doing for social media? Are you having trouble getting people to engage with you? Would you like to be top-of-mind? Ask the Experts: 1. Guess what time of year it is?! It’s that time of year when we’re thinking about, “Oh, Daylight Savings Time is about to end. It’s Halloween! The snow is starting to fly.” What do potential sellers do when the weather turns like this? They start to procrastinate. “Oh, my listing prospect wants to wait til next year… How do I get my listing prospects to come on the market now? 2. My number one goal is to get these listings sold. The challenge I’m having is, the seller died. This would be a problem. The seller died, and the buyer that was pending walked, so now it went back to the market… So now, the kids, are in charge. One of the kids lives in Los Angeles, California. And he said, “We gave it away last time. You sold it fast. We had two offers right