Mondays with Mike & Mary

Parade of Techniques: 1. We have lots of people looking at numbers over the last couple of weeks because we are in the second half of the year. What's your goal? 2. Many of you probably have wholesalers in your marketplace who target you and say, “I have this property that's hit the market... do you have a buyer?”. A lot of times these are people that bought in desperation. They paid cash for a ho...

Parade of Techniques: 1. What do you do after the transaction? How do you capitalize on your sold listings? What do you do after the closings? 2. "I am attending a bachelor’s party at 2 o’clock today and I just got a call from my clients. I was showing them 4 or 5 houses yesterday. Something new came on the market. Guess when they want to see it? 2 o’clock! And everybody that I use as a backup is...

Parade of Techniques: 1. There’s a lot of talk about “the shift”. What are we seeing now that we haven’t seen in years? Price reductions, longer days on market, the actual time to hold an open house. So if there is a shift, what should we do right now? Listen in to hear three recommendations from Mike. 2. A POT about taking the co-op buyer, you’re the listing agent, and putting them on your mail c...

Parade of Techniques: 1. A POT from Mike that mentions Og Mandino in a recent t book by a movie star. Matthew McConaughey wrote a book, Greenlights, and he mentioned Og Mandino, the greatest salesman in the world change his life! 2. Our market is changing. Maybe you’ve noticed. So we’ve got properties staying in the market a little bit longer. This is an old but goody — this is a don’t forget to t...

Parade of Techniques: 1. I met The Floyd Wickman Team the first week that I got licensed. I signed up for the class and the first thing you had me do is set a goal and get a picture of it, carry it around and look at it. Mine was “To take my daughter to Disneyworld.” 2. Two POTs from Mike:
 Listing agents are qualifying the buyer's agent, in addition to qualifying the offers. 
b. Here’s what start...

Parade of Techniques: 1. A POT from one of Mike’s students who had 13 qualifying conversations after doing some gardening! Having some time off and making good use of it.  2. One of Mary’s students had 5 appointments scheduled from one phone call! Here is the dialogue that she has been using when calling past clients.
 Ask the Experts: 1. "I had to take some time off because of COVID and during th...

Parade of Techniques: 1. A POT from one of Mary’s students about the ‘escalation clause’. The student said, “You know, I never looked at an escalation clause in this way until last week. And I want to share it with everybody.” 2. Buyers went against her advice. And she was advised to, “put your advice in an email”. Whenever you’ve got a client who’s going against your advice, email them to create...

PARADE OF TECHNIQUES:
 1. What is the process for working your Book of Business? Which of course is the foundation for all success no matter what’s happening in the market. It is MAIL, CALL, SEE (12-3-1)! Here’s “SEE” from Mary! 2. Lots of talks this week about the market normalizing! Stabilizing! Track everything. Know your numbers. This is this week’s Parade of Techniques. 
 ASK THE EXPERTS: 1....

Parade of Techniques: 1. So, if you are not a Millennial, but you are working with Millennials, we’ve got a couple of tips for you! Here’s a POT that this non-millennial is doing to connect with her Millennials! 2. This market is shifting so quickly! Amateur hour is over. Everybody needs a professional, more than ever right now. Your sellers need a professional, your buyers need a professional, th...

Parade of Techniques: 1. Here is what you learn when you grow up: No one is coming to rescue you, no one is coming to save you. This is your life. 2. The easiest sale I’ve ever made - no competing offers. Explore this really easy way to find homes that your buyers can buy as is! 
www.webuyuglyhouses.com Ask the Experts: 1. I’m so discouraged. I’ve been working with these buyers… I have two buyers...

Parade of Techniques: 1. A POT from one of Mike’s students who received a letter, digitally, after their offer was not accepted.  2. Raise your hand if you prospect! Do you ever call people who do not answer their phones? Raise your hand if you know for sure that when you dial them, they are holding their phone but choosing not to answer! Here’s a parade from one of our brilliant students on how t...

Parade of Techniques: 1. How do you get people talking on your social media platform? This agent asked a question and had 148 conversations as a result! 
 2. Sometimes we lose sight of the basics. This POT is a reminder of what we already know: the best lead generation system! Ask the Experts: 1. During the final walkthrough, the buyers said to the Realtor, “It’s stuffy in here.”So the Realtor adj...

Parade of Techniques: 1. How would you like a way to turn your financed buyers into cash offers? 
RibbonHome.com - a new tool to check out. 2. How do we get better at what we do? Floyd says to practice. We drill for skill. That’s what role play is all about. It’s rehearsing! And role play elevates your skill level like really quickly! Here’s a parade from one of Mike’s students on how she elevated...

Parade of Techniques: 1. Is anyone out there working condominium listings?! If you are, you know that conventional mortgages on condos are getting more and more difficult. Listen in as Mary shares a way to make it a little bit easier on you to investigate what loans each building are approved for. 2. A hidden secret! One reason why more of my offers get accepted. Ask the Experts: 1. One of our stu...

Parade of Techniques: 1. PunchlistUSA.com - instant ballpark cost estimates on repairs or major home projects for your Buyers. This helps you factor in the cost immediately with your clients! 2. Skills for getting over the fear of learning dialogue and talking to people. Ask the Experts: 1. How do I focus more on generating Seller leads over Buyer ones? 2. Open Houses - yay or nay? Teams are still...

Parade of Techniques: 1. A success story including great use of that “Coming Soon” program or the Direct Customer Program technique for closing on a CITO (Come Into The Office) from Mike. 2. A dialogue that works from one of our rockstar agents! “If I wrote you a super good offer (details, details) do you happen to have a seller who would like to not live on a house when there is a lot of showings...

Parade of Techniques: 1. Do you ever work with people out of the country that need to sign documents? How do you get their signature notarized? 2. Identify properties that should be coming into the market in a different way than mass mailings or robocalling! It’s a website to help you identify distressed properties, vacant homes, and pre-foreclosures! Ask the Experts: 1. Do you respond to texts an...

Parade of Techniques: 1. More and more people are working from home, especially Real Estate Agents. What’s a necessity if you’re going to work from home? Internet connectivity! You’ve got to have a really good connection. There’s a site where you can check to see any address in the country what connection they’ve got! A marketing idea for listings! 2. Instagram! Instagram caused you to get noticed...

Parade of Techniques: - Asking for what you need help with. If you are in a slump, there’s only 1 way to get out of it. - What are the 4 low-cost things I can do to help my seller get top dollar? - Declutter, depersonalize, first impression, 5 senses Ask the Experts: - How can I hit 25 conversations this week? - My #1 goal is to get my appraiser to reconsider Are you ready to join R Squared? Start...

Parade of Techniques: 1. Two versions of a dialogue from Mike — one for using the Referral Lead Generator, and the second is for calling Expireds. 2. Here’s an app/software to help you get your finances in order — You Need a Budget (YNAB). Ask the Experts: 1. “What I’m doing is not working and that puts me in a panic mode about this market. So how do I get some traction?” 2. This ATE question is f...

Parade of Techniques: 1. Google My Business Page 2. QR Code Monkey *An ad created by an image taken by a professional photography of the family, plus a QR code Ask the Experts: 1. I have a “Coming Soon” listing that my Buyer wants to see but there are 300 showings already scheduled… *What’s the lesson here? Stop waiting for others to list houses for your buyers. Go find listings! 2. How to change...

Parade of Techniques: 1. “I called all of my clients and neighbors, and offered to snow-blow their driveway and their walk for them.” You get by giving, and you sure do get by the servant’s heart. 2. How to generate listing appointments with a simple QR code Ask the Experts: 1. My number one goal is to get my mental game focused for the first half of this year. I know where my business is going bu...

Parade of Techniques 1. What prevents us from prospecting? Sometimes, it’s fear of rejection. Mary shares a cool way of getting your head wrapped around handling rejection! 2. You’re in a lead-buying mode but you want to get into a program where you don’t have to pay upfront for something you don’t know the results you’re going to get. Here’s something that serves military veterans:
The VABA (www....

Parade of Techniques: 1. What day is one of the most stressful days for a seller? I’ll tell you, it’s the day the photographer comes! To lower that pressure, that stress on your seller, this idea from a member is to bring over a gift. 2. How many closings have you had, so far, this year? What if you added to your closing checklist, this item… Ask the Experts: 1. What can I do to make sure I haven’...

Parade of Techniques: - Who do I call when I prospect? Ask the Experts: - How can I attract positive people? - Creative ways to respond to the famous question, “How many offers are on the table right now?”
 Join a team to learn, grow, and exchange ideas like the members mentioned in this week’s episode. floydwickman.com/r-squared-coaching