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 go...

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...

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, an...

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 y...

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 s...

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 se...

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....

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 daught...

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 a...

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...

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 2...

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...

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 a...

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...

Parade of Techniques: 1. How to bank future business with loan officers. 2. How to build relationships with new construction. 3. This week’s Parade of Techniques is called “client appreciation”. How would you like to get 7 referral leads in 15 minutes? A $1000 shopping spree give-away that generates referral leads. Ask the Experts:
 1. How to hand-hold nervous sellers during the Labor Day lull. 2....

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 selle...

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...

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 y...

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...

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...

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 l...

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 c...

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 Sa...

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. An...

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 thing...