Mondays with Mike & Mary

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...

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...

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 h...

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 th...

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...

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...

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 go...

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 fo...

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 to...

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...

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 ge...

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...

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 Squ...

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...

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 mor...

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 $...

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...

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 yourse...

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...

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 tech...

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. The...

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 conversati...

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 positi...