Mondays with Mike & Mary: Recent Episodes

Mondays with Mike & Mary

Professional Speakers, Trainers & Coaches with The Floyd Wickman Team. Sharing our favorite tips, tricks, strategies, techniques, and moments from R Squared Coaching the best-trained real estate agents in North America each week!

Businesses Development and Training for Real Estate Agents.

Mary. It was a total joy for us to record these weekly episodes and serve our clients and community by sharing the brilliance and main takeaways from the R Squared calls.As many of you know, Mike Pallin died on December 7, 2025. This will be our final episode.Our commitment is to you and to preserving and protecting Floyd Wickman and now Mike Pallin’s legacies through The Floyd Wickman Program and R Squared Coaching. We will move forward and look forward to many more years of The Floyd Wickman Team.

Parade of Techniques:1. How to take the mad rush out of your annual pie giveaway2. The smart way to add lottery tickets to your end-of-the-year mailingAsk The Experts:1. My #1 goal is to finish out the year and go into January with momentum — what are you doing this year to make it happen?2. My #1 goal is to get a unique commercial listing sold to a residential buyer — but it’s not getting any attention***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

This week, a recap of our Black Friday R Squared All Call — thank you to everyone who attended!How to prepare for the best 2026 possible!How to get two months of The Vault FREE!***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. 3 ways to engage with your clients at a pie give-away event2. Learn all about the growing number of foreclosuresAsk the Experts:1. I lost a listing on a coin toss. What’s missing, and what do I do about it?2. My #1 goal is to get price reductions without pestering my sellers***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade Of Techniques:1. A creative way to virtually stage a listing economically2. A creative way to spotlight local businesses in the holiday spiritAsk The Experts:1. My #1 goal is to get my listing sold, and the challenge is all 12 showings elicited the same negative feedback — too much road noise!2. My #1 goal is to get my offers accepted, and my biggest challenge is buyers are lowballing the prices they offer.**Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. Do the assignments from Business Breakthrough WITH your team2. How to hold a self-liquidating Client Appreciation EventAsk The Experts:1. My #1 goal is to handle the co-broke’s client calling me, and decide whether to add the to my contacts list.2. A family member wants to join my team. What should I do to get them started on the right track without detracting from my production?***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. How to refer a buyer to another agent2. Do you buy leads?Ask the Experts:1. My #1 goal is to adjust my priorities based on my historical ratio of listings sold to buyer sales.2. If I know pretty clearly in advance that a listing is probably not going to sell, should I take it anyway? Do the benefits outweigh the drawbacks?***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. Raffle off a Yeti cooler to stimulate Google reviews2. Customize your open house with a clever beverage named after the addressAsk The Experts:1. My #1 goal is to deal with overwhelm - I am busier than I have ever been - without dropping the ball2. My #1 goal is to motivate a buyer who is procrastinating fulfilling a clause in the contract without nullifying the whole deal***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. How to hold an open house every week from now until EOY2. Two social media apps that make your presence known and your videos popAsk The Experts:1. My #1 goal is to get the number of signatures I need before the end of the year. What is your best piece of advice?2. My #1 goal is to reinvigorate my Sellers who have been on the market longer than they anticipated and are getting no showings***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. An affordable alternative to Box Brownie for staging2. A Client Appreciation Party system that applies in other waysAsk The Ex[erts:1. My #1 goal is to motivate a buyer who has seen 15 houses that don’t meet her have-to’s and want-to’s, but do meet her price and won’t spend more but can, and already has a house to sell but doesn’t have to sell to buy.2. My #1 goal is to find a Rule of Thumb when advising buyers how much under asking price to offer.***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. Book recommendation on handling different personality types in selling2. How to respond to a co-broke who asks you to split a commission give-backAsk The Experts:1. My #1 goal is to rebalance my work/life ratio so I don’t feel overworked2. My #1 goal is to respond to three siblings who have an estate listing and who are accusing me of being self-serving***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking -- to build and then keep their momentum.

Parade of Techniques:1. What I can learn from tracking my expenses as a % of income2. How AI can help handle unique objectionsAsk the Experts:1. My #1 goal is to prevent transactions from falling apart2. My #1 goal is to master handling all the hesitations I am encountering ***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultshttps://www.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. The FSBO file that never fails2. How to generate leads without making calls Ask The Experts:1. My #1 goal is to follow up prospects who ghost me without being pushy2. My #1 goal is to generate leads through social media webinars***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to capture conversations with Voice Memo and ChatGPT2. It’s not just about obtaining, it’s also about sustainingAsk The Experts:1. My #1 goal is to get more Google reviews2. My #1 goal is to expand my Book of Business with great clients***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to get the beer and seller to negotiate until you reach agreement2. Dialogue when you don’t get the listing because they want to interview one more agentAsk the Experts:1. The people in my Book of Business are asking me to help their friends with real estate questions, not as a referral, but as a favor 2. How to take control when faced with an intimidating Seller who has a RE background***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. FIRPTA is no laughing matter. Passed in 1980 the Federal Investment in Real Property Tax act has been slowly working its way into our contracts. Here’s why you should know about it.2. What to say to a Seller who won’t reduce their price because they are "in no hurry”Ask The Experts:1. My #1 goal is to get my overpriced listing sold. My challenge is it has been on the market for 442 days and expires in 31 days.2. My #1 goal is to remedy an unintentional al screwup that has been consuming my attention. The challenge is it’s after the closing.***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. Are you familiar with the expired list?2. When you have learned how to kick your own buttAsk The Experts:1. My #1 goal is to decide whether or not to change brokerages2. My #1 goal is to get over call reluctance***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. Flower farm2. Video DMAsk the Experts:1. How to get energized2. How to get clients to take my advice***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to expand your SOI with an app - Meet Up2. A question to ask at your open house (and why)Ask The Experts:1. My #1 goal is to see my Book of Business in the 4th quarter at a Client Appreciation Event - is there anything new and fun under the sun?2. My #1 goal is to enhance my pricing presentation and avoid chasing price reductions***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to change up your approach to client connection calls2. How to arrange for showings when you are out of townAsk The Experts:1. How to nip buyer’s remorse in the bud before they get cold feet and back out2. How to reinvigorate your open house***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

The best Parade of Techniques in the first half of 2025 The trends we have observed SMART Numbers and ratios to guide your goal settingAsk The Experts:1. My #1 goal is too handle the overnight market shift and stay positive. What can I say to keep myself and my clients on track and aware?2. What is the best version of ChatGPT for real estate?***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to use birthday cards to make a lasting impression2. How to have 75 qualifying conversations without phoningAsk The Experts:1. My #1 goal is to “stay new” and my #1 challenge is I have been at this business for 30 years and I’m feeling dissatisfied2. My #1 goal is to decide if I should take a listing where the Seller is pushing back about offering buyer broker compensation ***Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030MINI-COURSE AVAILABLE: Break the Script: A Listing Bootcamp that Gets Resultswww.floydwickman.com/break-the-scriptWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. Conversations can be fun2. Team chemistry provides great ideas week after weekAsk The Experts:1. My #1 goal is to handle estate listings where the heirs are dragging their feet2. How do I stay motivated?*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyondwww.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques1. A selling budget?2. Hang with new agents and stay new yourselfAsk The Experts:1. My #1 goal is to list a soon-to-be-expired listing. How do I make sure I get it ion 309 days when it expires?2. My #1 goal is to sell some houses and make some money. My #1 challenge is I have no routine. How do Ire-establish an effective routine?*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyondwww.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. Here’s a way to serve your clients who have employees they want to retain - and make sales2. How to hold a virtual open house where live open houses are not permittedAsk The Experts:1. My #1 goal is to make my seller closing gifts memorable and customized2. My #1 goal is to get a price reduction by showing my sellers that our marketing is working

Parade of Techniques:1. How to capitalize on anonymous contacts in your phone2. Why Book of Business is the leading source of leadsAsk The Experts:1. My #1 goal is to transition from buying leads to generating my own2. My #1 goal is to protect my clients and my market from predatory wholesalers

Parade of Techniques:1. How to leverage a Home Warranty to make your buyer’s offer more attractive2. It might be a good time to squeeze concessions from builders who are carrying inventoryAsk The Experts:1. My #1 goal is to sell my listing in the next 9 weeks. How can I increase marketability?2. I have a luxury level listing but needs advice on where to look for buyers.

Parade of Techniques:1. Is there a trend toward more price reductions?2. Why volunteering at the state and local level can benefit youAsk The Experts:1. How to prevent my know-it-all brother from sabotaging my nephew’s first purchase2. How do I sell an overpriced vacant condo if the owner won’t let me hold it open?

Parade of Techniques:The power of hand-written notesFree negotiating seminar from NAR Ask The Experts:My #1 goal is to validate my commission without feeling like I have to defend or protect it from discountersReporting to Sellers when there is nothing to report

Parade of Techniques:Three recommendations for training the brain - audio books and affirmationsAsk The Experts:My #1 goal is to get the listing in one stop - but they say they want to interview other agents before they decide - how do I leave with the listing?

Parade of Techniques:1. How to explain buyer brokerage to a seller2. How to use ChatGPT to edit your video for youAsk The Experts:1. My #1 goal is to reignite my inner drive2. My #1 goal is to figure out if I’m talking too much on my listing presentation*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill-building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. Here’s what upgrading my ChatGPT or YouTube subscription does for you2. How analyzing my listing appointment wins and losses can strengthen my presentationAsk The Experts:1. My #1 goal is to get my listing sold, but we’re getting internet lookers, but no showings2. My spouse is interested in starting an estate sale company. How involved should I be?*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. Facebook Groups with assumable mortgages2. Threeclickpostcards.com - affordable and single just-listed and just-sold post cardsAsk The Experts: 1. How to enhance your Client Appreciation Event with prizes from local businesses2. How to maintain your production without working weekends*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How to get ChatGTP to summarize the terms of an offer and send an email to my Sellers2. How sticking to your goal can get the dominoes lined upAsk The Experts:1. My #1 goal is to be able to explain the CCP controversy and new rules to my clients2. My #1 goal is to buy in to abundance thinking*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. What to remember if you ever have to testify in court?2. Liberate your closet and free yourself emotionallyAsk The Experts:1. My #1 goal is to keep on keeping on, and my biggest challenge is two separate clients crushed my heart and soul in the same week.2. My #1 goal is to reach out to my neglected B and C prospects, because I am spending all my time with my Platinums*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. When to use My Core Values in a presentation2. Acres of diamonds to generate referral leadsAsk The Experts:1. My #1 goal is to find a system that helps me remember all of my appointments2. My #1 goal is to help my buyers purchase a foreclosure, but I am unfamiliar with the do’s and don'ts*Life-Changing Learning Experiences for Real Estate Professionalsfloydwickman.cominfo@floydwickman.com(734) 637-4030➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzsWe teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-courseOr try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques:1. How I turned a $4800 cosmetic upgrade into a $70,000 price bump2. Why you should never quit on a bad dayAsk The Experts: 1. My #1 goal is to insulate and educate my sellers from predatory wholesalers flooding my market2. My #1 goal is to capitalize on my SRES designation

Parade of Techniques:1. How do you get a listing even when the seller says they want to wait and fix it up first? This dialogue will make sense to you.2. What’s the best referral fee to charge a high end renovation vendor?Ask The Experts:1. My #1 goal is to train up my buyer agent so they earn quicker and lose fewer?2. My #1 goal is to decide whether or not I want to take a listing with drug addiction problems, 6 months behind on payments and obstructing family members. What do I do?

Parade of Techniques: 1. What is a “free trader agreement” and how can it help me help divorcing couples who are selling and buying?2. What kind of social media posts turn people off and what kind engage people’s attention positively?Ask The Experts:1. My #1 goal is to get listings in a local gated community full of mostly snowbirds. My #1 challenge is they all seem to want to convert their homes to VRBO or Air BnB instead of selling.2. My #1 goal is to make sure compensation questions don’t derail negotiations.

Parade of Techniques:1. How to approach an expired listing2. How to save referral fees on repo listingsAsk The Experts: 1. My #1 goal is to get twelve $%#&*# listings sold2. I already have 6 overpriced listings, and now I have two more sellers want to go $20K over market. How do I avoid another overpriced listing?

Parade of Techniques:1. A 365-days-a-year motivational book recommendation2. Fraud alert - protect yourself and your clients from the vacant land scamAsk The Experts:1. My #1 goal is to decide how to approach the commission with a tough-to-sell, referred listing2. How to protect my buyers from a less-than-adequate repair job

Parade of Techniques:1. The Secret of My Success from an agent who made $188,000 last year calling expired listings.2. What can happen when you bring a problem to your team, get their advice and take it.Ask The Experts:1. My #1 goal is to overcome call reluctance. How do I start?2. My #1 goal is to decide if I want a bunch of listings in an 8-condo building with a broken HOA, and one fsbo, two of my own listings, and three more possible.

Parade of Techniques:1. How To Win Friends - a classic that applies more than ever today.2. A new twist on a preferred vendor package for your buyers.Ask the Experts:1. My #1 goal is to help my potential sellers win a contract on a new build.2. My #1 goal is to pursue a partnership with an older agent who is phasing out.

Parade of Techniques:1. Call your clients to love on them2. Approach For Sale By Owners with they Unrpresented Buyer Protection PlanAsk The Experts:1. I want to call all my past clients, but the thought of calling after not calling in some cases for 5 years has me frozen up.2. My sellers want to raise their price but I want to reduce it. How do we reach a compromise?

Parade of Techniques:1. What to do with all of your Facebook “friends”2. How to find “off-market” properties for your buyersAsk the Experts1. My #1 goal is to be ethically pure when writing an offer on my own listing2. My #1 goal is to get my offer accepted when I don’t know the compensation being offered

Parade of Techniques:1. Can I get listings by door-knocking?2. What’s better than a price reduction?Ask The Experts:1. My #1 goal is to keep my cool when an untrained co-broke agent does something REALLY stupid?2. My #1 goal is to decide whether to keep these old tired listings.

Parade of Techniques:1. Beware of cash offer companies and the short and long-term drawbacks to accepting their offers2. Beware of official-looking stationery offering your buyers a digital copy of their deedAsk The Experts:1. My #1 goal is to decide which lead company to invest in. What questions should I ask?2. My #1 goal is to increase my close ratio on listing appointments. What advice do you have?

Parade of Techniques:1. Shore up your end of year/beginning of year action plan2. Be On The Lookout for a new source of listing leadsAsk The Experts:1. My #1 goal is to add commercial real estate to my practice. How do I go about it?2. My #1 goal is to institutionalize my gym routine into my daily routine. What advice do you have?

Parade of Techniques:1. The advantages of working both sides of a transaction2. Making the marketing calendar work for youAsk The Experts:1. My #1 goal is to handle my buyers ob section - We’re going to wait until the rates come down2. My #1 goal is to quickly separate scam inquiries from legitimate ones

Parade of Techniques:1. What happens when you complete your marketing calendar and look back on the most fun and rewarding client appreciations?2. How you can leverage a vacant listing.Ask The Experts:1. My #1 goal is to avoid the January blues, blahs and blips in production2. My #1 goal is to clearly describe to my seller how I am going to handle unrepresented buyers

Parade of Techniques:1. Get By Giving in action this week2. How to keep the right attitude during Client Appreciation Event that’s not going the way you had hoped3. Offering to do a wellness check on vacant homes can lead to Great conversationsAsk The Experts:1. How do I shore up my consistency of effort so that I always hit my goal?2. The buyer backed out last minute. What can I learn from this?

MailCall See EngageMake sure you have your 2025 marketing plan in place before January 1.You’ll be glad you did.

Parade of Techniques:1. Customkeychainsnow.com2. iMapAsk The Experts:1. I’ve been working so hard and nothing’s coming together. I feel like quitting real estate. How do I get my edge back?2. I have done everything I can think of to get this listing sold. It’s a bit overpriced for the neighborhood, and now the sellers are thinking about taking it off the market. They’ve got a real estate Aunt in California whispering int heir ear. How do I save this one?

Parade of Techniques:1. There’s a gold mine of potential business in the leads, inquiries and appointments that didn’t pan out this year. Revisit them now.2. Tech Tips: A website developer and a Digital to-do list.Ask The Experts:1. A new listing wants to cancel, and I suspect they might have been approached by someone they know who wants to buy it. How do I break the news and protect my commission without breaking the relationship?2. I need some fresh ideas for Client Appreciation during the Holidays. Whatcha got?

Parade of Techniques:1. This market is terrible. Nothing is selling. No one wants to buy. It’s deja vu all over again.2. What if you knew what people were Googling these days? Could it help inform your social media and video posts? Here’s how to find out about those keyword searches.Ask The Experts:1. My #1 goal is to go on a 2-week vacation without worrying about losing two overpriced listings that aren’t selling. How and when should I get price reductions?2. My #1 goal is to make surely listings appeal to buyers. What are buyers oohing and aching over these days?

Parade of Techniques:1. Here’s what happens when you edit the listing remarks down to one essential selling feature2. Here’s the real secret to sowing seeds that you actually reapAsk the Experts:1. My #1 goal is to actually do my Top Things To Do, not just write them down2. I’m in a major rut and I’ve already cleaned my office. Now what?

Parade of Techniques:1. Here’s how to create and send an email newsletter quickly and affordably2. Here’s a creative way to protect your home when there is a title dispute over who owns the land you built your home onAsk The Experts:1. My #1 goal is to keep my cool at the kitchen table when the sellers start marital bickering. I want the listing, but they’re arguing with each other.2. My #1 goal is to make sure I add retirement planning to my 2025 Business Plan so that I maximize my savings and minimize the taxes I have to pay.

Parade of Techniques:1. How do you thank your referral sources? Here’s a system that’s affordable and effective.2. Here’s a simple challenge to ignite your mojo after a difficult weekAsk The Experts:1. My #1 goal is to win a listing but the seller speaks very little English and wants me to co-list with a Chinese speaking agent. How do I find one?2. My sellers are expressing disappointment with the lack of interest in their home and worried that their house won’t sell in time. How do I keep them focused and happy with my efforts?

Parade of Techniques:1. DOJ (and other entities) is sending clandestine “testers” into the marketplace, posing as buyers visiting your open house, and asking, “Can you show me other properties?” Make sure you have the right answers.2. I have stopped calling and mailing to For Sale By Owners, because all I want is face-to-face contact - one sure way to make that happen is to visit their open house.Ask The Experts:1. My get-up-and-go got-up-and-went. Some days I just don’t wanna. How do I get back on track and prospect?2. I have been out of touch with some of the people in my Book of Business for years. It’s embarrassing and overwhelming. How do I get back in touch?

Parade of Techniques:1. Do you verify pre-approval or proof of funds before allowing your sellers to accept an offer?You will after hearing this.2. Do you have a challenge protecting your prospecting time from interruptions?You won’t after hearing this.Ask The Experts:1. My #1 goal is to prevent running out of patience with inexperienced and incompetent co-broke agents who are messing up transactions. Is it me? Am I just tired and cranky?2. My #1 goal is to get out of my head that nothing is selling. How do I change the narrative?If you can relate, you will love the advice on these two questions.

Parade of Techniques:1. Agents aren’t the only people confused by the new rules and regulations. Double-check your closing statements from the Title Company to make sure the commission is charged correctly.2. If you fired a buyer a year ago, and now they want to work with you again, should you?Ask the Experts:1. My #1 goal is to protect my buyers from being recorded on camera without their knowledge and protect my sellers from recording things that won’t help them sell their house. What measures should I take?2. My #1 goal is to decide between a social media marketing assistant I hired a year ago, and a social media company that recently made me an offer. My biggest challenge is the company's offer is better, but I hate to fire anybody.

Parade of Techniques:1. Gratitude is one of the most powerful motivators. Here’s how to harness the power.2. How to leverage random acts of kindness without being tacky.Ask The Experts:1. My closings are coming in a cluster and then I have nothing pending. Is there anything new under the sun to get listings?2. My listing has been on the market for 133 days, with lots of showings and the price feedback is positive. How do I get it sold?

Parade of Techniques:1. What happens when you decide to avoid all conversations about politics, religion, and social economics? Listen in and find out.2. What happens when you just get it on the market in spite of Sellers not making all the repairs to bring it up to market-ready price? Listen in and find out.Ask the Experts:1. My #1 goal is to prepare my Sellers for the worst - paying full commission when they sell, and then paying another half when they buy.2. My #1 goal is to figure out how to approach an over-improved listing, a do-it-yourself masterpiece, that is unfortunately in a neighborhood of much lower-priced homes.

Parade of Techniques: 1. Get out among people and network, because they will ask, “When is the market going to crash?? Here’s how to prepare an answer.2. Get a FSBO to consider listing with you with a new twist on the Net Sheet.Ask The Experts:1. I have a stagnant listing, on the market for 90 days. How do I refresh it?2. What is the best way to take advantage of all the chatter about the new regulations?

Parade of Techniques:1. When offering a “Free CMA” use clearer wording to avoid being accused of a bait & switch tactic2. The CRM Lofty (formerly Chime) now offers 45 templates for landing pagesAsk the Experts: 1. My #1 goal is to promote my experience, ethics, and caring on social media without self-promotional puffing. How do I emphasize my experience without bragging?2. My #1 goal is to find an off-market property for my buyer, since the MLS inventory is still low. Other than FSBO and expired listings, how do I approach homeowners in the neighborhood my buyer wants to live in?

Parade of Techniques:1. Book recommendation: The 5 AM Club2. Video captioning recommendation: Instagram, caput, insultAsk The Experts:1. My #1 Goal is to calm my Sellers and manage their expectations while Days-On-Market are lengthening.2. My #1 Goal is to be happy staying with my current company, but I am getting overtures and offers from competitors. What would you look for if you were considering making a change?

Parade of Techniques:1. Demographic stats (especially about Baby Boomers) that underscore the importance of having a follow-up system2. Creating a MOVING Checklist for your buyers and sellersAsk The Experts:1. I’m getting blindsided by my seller's girlfriend who is out of the country and not even on the title but calling me constantly. How do I know who the real Decision Makers are?2. I am struggling with motivation. Again. It seems like it has become an annual cycle. How do I get off this emotional roller coaster?

Parade of Techniques:1. Create a dedicated line with a VM message for all your listings explaining compensation to the buyer’s broker2. The 80-10-10 rule for managing buyer expectationsAsk The Experts:1. What are the most currently effective marketing expenses that you get a return on?2. How do I prove my value to a luxury seller who asks for y credentials when I have little or no track record in luxury properties?

Parade of Techniques:1. I visited a new dentist and learned the value of a WOW factor2. The word “lawsuit” has become part of the conversation. How about we just stop using it?Ask The Experts:1. My #1 Goal is to get my buyers, who are family friends, to stop making lowball offers, but because they are family friends I feel like I’m letting them down when they don’t get the house.2. My #1 Goal is to make myself make the calls I know I need to make, and my biggest challenge is the thought that my mother put in my head about women in real estate, and I don’t want to come across as money-hungry.

GOALSHave you set your goal for the second half of 2024 yet?Remember that goals give us the energy we need - and for them to work their magic, they should be specific, measurable, attainable,, something you want for you, visualized and with a time limit.Begin with a review of your January 1 thinking, and does everything you thought back then still apply today? When is enough enough?And finally, convert that income number into a controllable, trackable activitySMART NumbersIn the first half of 2024, there were two averages that jumped out at us.Average number of Qualifying Conversations per person per week for all of R Squared Coaching18Average production (listings, sales and sold listings) per person per week1.00"If you build it, they will come.” - Field of Dreams“If you do the work, you will have the production.” - Mike & MaryBUYER AGENCY PRESENTATIONWe have put together a “Wickmanized” buyer agency presentation for you. The slides are in The Hub, as is the webinar we recorded last week walking you through the presentation.

Parade of Techniques:1. For those who have a CRM and ChatGPT, here’s a system for fresh messaging all of your Platinums with one push of a button.2. Ever have deals on the brink of falling apart, and your clients are super anxious? Here’s a communication technique that’s sure to keep the heebie-jeebies at bay, and create grateful and peaceful clients.Ask the Experts:1. My #1 goal is to maintain my production and momentum even though the kids are home from school and the demands on my time have intensified. IF you could give me one piece of advice, what would it be?2. And my #1 goal is to find the time and energy to prospect even when I am so busy I can’t see straight. I know that if I don’t lead gen now, sooner or later there will be income gaps.

Parade of Techniques:1. zoodealio.com - You put in your address and the information about the property and it creates a chart of at least a few options for cash offers. A consolidated cash offer!2. A question to add to your arsenal when you are going on a relo listing appointment that might get you more listings!Ask the Experts:1. My number one goal is to clean up my database. I’ve got people in there that I’ve called them, and called them, and called them and they don’t answer. There is no response. What’s the last ditch effort before you send them through the shredder?2. I have a buyer client who is also a seller. They found something to buy, and now they are putting their house on the market. I have the ability to do “Coming Soon” for seven days. It goes active tomorrow. We found out that the house they are buying has an IRS lean on it. What do I do with the listing? Do we not put it live? What should I do? They could be homeless.

Parade of Techniques:1. Free marketing technique by changing your WIFI network name(Your Favorite Realtor) (Your Neighbor Is A Realtor)2. The new best time to call expireds(7:45 AM - 8:15 AM)Ask the Experts: 1. My Seller is turning down showings after 45 days on the market. How do I remotivate them?2. Three expired listing appointments ended with a surprise - they want to interview other agents before they decide! How do I handle this hesitation?

In this episode of M W/ M&M (by the way, Happy Anniversary Mike & Mary)1. How to get a FSBO’s attention with the sharp angle question… If you knew you would net more money in your pocket hiring me than by doing it yourself, would you consider letting me handle things for you? And then follow up with a system of mailings2. How to generate inquiries with marketing stickers, and a very novel place to put them--1. How to handle a team member who makes appointments and wants you to cover them for her? Learn the dialogue, don’t let the tail wag the dog, sell her on being good and getting trained and have her shadow you first2. How to get 100 listings between now and the end of the year?What a great goal! Don’t forget your SMART Week, your Vision Board, your Income to Activity Converter, and your Reverse Thermometer.

Parade of Techniques:1. The word of the day is perspective. A POT from Mike about a free app called Mortgage News Daily, which gives you rates and mortgage news.2. We have a guy who has gotten eight of his last eight listing appointments; he has walked away with a listing! One little tiny adjustment: when he gets a listing lead, he has been attempting to meet with them the same day—tto do the appointment on the same day that he discovers the lead.Ask the experts:1. I’m freaking out! My number one goal is to stop freaking out. Over what? There is a lot of new inventory because there are pockets of boom and bust! I work on this market; two miles away, there’s cricket! What do I do to activate interest in my listings in this market where there’s cricket and lots of inventory, even though, two miles ago, it was BOOM TOWN?2. We have a student who has this listing in Mobile, Alabama. This is a Mardi Gras house. It is a BnB. It is a house that is for sale, but it also has a business. It generates about $60,000 a year in gross income and has been on the market for three months. The listing agent told them to start at $540,000, but they wanted to start at $560,000. They did. They are down to $550,000. She has done some great stuff. Still, it has been on the market for three months. “What do I do? ”

Parade of Techniques:1. A summer concert series POT from one of our students who is in a band.2. When you’re doing your highest price analysis, take all your comps and plug them into AI, and ask AI to create graphs and trends.Ask the Experts:1. My number one goal is to figure out what to do with this rental. There is this lady who signed the lease on May 7th but could not move in until the 24th. Our student said, “Okay, I’m going to let you do that. That’s fine. So she prorated the rest of May. She’s got a rent due June 1, 2024, but she moved in with her kids, and the house is haunted. They are scared. They want out. They can’t sleep there. What do we do?2. My number one goal is to help my buyers be competitive. They are financing the transaction, but they are going up against cash offers. They keep losing out to cash offers. What can I do to help my financing buyers be more competitive against cash offers?

Parade of Techniques:1. An important technique about the impact of Open Houses2. In a market where the average sales price is half a million, this agent has booked $4.2 million in the first quarter.Ask the Experts:1. My number one goal is to continue my success in a changing market. I have been licensed since 2013. I’m prospecting, and my prospecting is doing well. I’m getting listings, but I have noticed a shift in the market. What should I be doing? Should I redirect?2. I have three prospective listings. They don’t have to sell, but they want to find one first. How do I get these listings?

Parade of Techniques:1. We have a guy who has nine offers on his listing! One of the nine called him and said, “I’ve got an offer, and I’d really like permission to present it myself, please.”2. A prospecting question that we don’t always remember to ask is, "Who’s your Realtor?" Listen in and learn why this is important.Ask the Experts:1. We have a student who gets all kinds of business from a good past client. He gets business from them pretty regularly. There is a widower who has to sell his house. It’s been on the market for a year because it’s in a small town. It’s been listed with a local agent who’s done a decent job. The pictures are okay. It’s 4.2 million. Here’s what he’s saying, “I couldn’t see taking a listing an hour away. I could certainly improve some of the marketing stuff and photos—not by a lot, but I have better systems in place. But at 4.2 million—I mean, what is it really worth? Do I want to do this? What if I don’t get it sold?"2. I’m selling my own home. Here’s the fact: it’s probably worth $750,000. I listed it for $699,000 and just dropped the price to $649,000. I’m only offering 2% to the co-broker. And, for the last 3 weeks, crickets! This is $100,000 underpriced, getting no showings! What’s the problem?

Parade of Techniques:1. How do you get an REO listing? 2. What are the benefits of sly-dialing?Ask the Experts:1. I didn’t give all that much thought to the company I was affiliated with when I first got licensed. I’m still there, and I’m not very comfortable with their business model. I’m going to go interview with some other brokers because I want to change. What do I look for in a new company?2. We have someone who had a listing, accepted it, and offered it for $8,000 more than the full price. The $8,000 goes toward the buyer’s closing costs. After the inspection, we need a new roof, we have crooked switch plates, and we have a long list of repairs! The seller was aware of the roof and was willing to put one on. But it’s the rest of the stuff, and the buyer is asking for an exorbitant amount of money to cover all the rest of the stuff. So, what do I do?

Parade of Techniques:1. A social media marketing idea from one of our coaching students who has developed a niche of historical homes in the area.2. This is a great principle to keep in mind and to follow in your marketing, in light of the negative publicity of real estate agents lately.Ask the Experts:1. My number one goal is to get people to sign at the listing appointment. What I’m finding is that they are not prepared to sell right now. They’ve got things they want to do before listing, and therefore, they’re not signing. My question is, how do I get the signature now?2. My number-one goal is to eliminate frustration. But for the last three months, I’ve been getting my a** kicked. A friend listed with a total stranger and didn’t even talk to me first. What’s your best piece of advice on how to handle this frustration?

Parade or Techniques:1. POT from one of Mary’s students who listed a property for $6,000,000!a. What if you actually cared? How would you behave and how often would you stay in touch?b. Don’t assume because somebody bought a year ago that they’re not ready to sell.2. POTs from Mike and Mary about marketing your business by collaborating with another local business.Ask the Experts:1. We’ve got someone who has doubled down on calling Expireds. This week, she was following up with an Expired that she had an appointment with. It seemed like it went really well. She called back and the guy said, “Sorry but we have already decided that we are working with another agent because her mom and dad are buyers.” What should this agent have said?2. I’m battling burnout. What does a day off look like for you?

Parade of Techniques:1. A POT from Mike’s students came out because of three questions, from three separate teams, about what to do with disgusting houses.2. A POT that answered an Ask the Experts question from two weeks ago: I got six (6) listings coming up, but four (4) are ghosting me. What should I do?Ask the Experts:1. I’m stuck. I know this is prime selling time. My number one goal is to take advantage of that and get leads from my Book of Business and repeat, but I’m out of ideas for what to do for the “Spring and Summer Book of Business Marketing.”2. I have a buyer who bought a house, and it fell through before the closing. I need to reopen the conversation with the buyer. What do I do?

Parade of Techniques:1. We have someone who has gone through every single buyer that they are currently working with and created a notes page so he could record exactly what he has said to that buyer.2. I like the idea of teams! I’ve had a team for quite a while, and I got to the point where I wanted more transactions and more income. I don’t want to work any harder.Ask the Experts:1. Here’s my number one goal: to maintain good health without losing business. My doctor put me in the hospital due to exhaustion. How do I prevent this from happening again?2. I need more business. I want to know what you all are spending time, money, and energy. What gets you the best ROI?

Parade of Techniques: 1. Do you have a vendor list? Do you have someone you recommend for roofing, plumbing, and every single project? 2. What was the best thing you did in the first quarter? What are you going to do differently in the second quarter?Ask the Experts: 1. Most of my business comes from relationships. If I’m going to grow, I feel like I need a new niche. I need to develop a new source of business. What’s your advice? 2. My number one goal is to make a decision. I’ve been invited to two BNI meetings, and invited to join a BNI. There were eight people at each of the two meetings. My question is, is it worth it to belong to a networking group that’s chartered and follows rule books like BNI?

Parade of Techniques:1. A POT from Mary about making a closing memorable with a video.2. How to capture expired listings with a unique offer.Ask the Experts:1. I have testimonials and for a bunch of years, I have been collecting them on Zillow. Now, I have hired Real Grader. I’m paying money every month. They want my testimonial statements to be everywhere. So how do I go back and transfer the beautiful testimonials I already have on Zillow everywhere else?2. I got an expired listing referred to me. It’s expired twice already, and a friend of mine referred these people to me. I went over to see the house and discovered there was something in the house that neither of the previous two listings had mentioned. When I put this one on the market, should I mention it?

Parade of Techniques:1. Train the brain. Keep yourself learning. If you’re not learning, you’re not growing.2. A POT from someone who is from a slowing market, where multiple offers have disappeared.Ask the Experts:1. We have someone who has never hosted a broker open. She has a 1.2 million-dollar condo listed, which in her market is really a big, high sale price. Her question was, “I’m going to show my seller I’m working. It’s been on the market for 60 days. I want to host a successful broker open. If you could give me one piece of advice, what would it be?"2. My number one goal is to protect my attitude. Here’s my problem: I am married to somebody who meets with people, and deals with people all the time; they have become a complainer. How do I change things?

Parade of Techniques:1. Loopholes in the Multiple Listing System: For about $600.00 you can list your house for sale, which is essentially like being a For Sale By Owner. One of our students had an offer on that listing and could not find the listing agent because there wasn’t one. So the question was, “How do I submit an offer for a property when I can’t find the listing agent? ”.2. I feel like I am sleeping too much in the morning. I get up at 7:30 AM or 8:30 AM, and by the time I get to the office, the day is half gone. And then I’m working too late; that’s why I don’t see my spouse. I need to recalibrate.Ask the experts:1. I feel drained. I’m working overtime. I’m on social media. I’m showing up. But I’m still struggling. When I look on social media, everyone else is doing so well! What’s wrong with me?2. I received this contract for my listing from an agent who has been in the business for seven years. The clause that I am most concerned about says, “Seller to pay up to 3% of the buyer’s closing cost.”. How do I handle this?

Parade of Techniques:1. A POT from one of Mary’s students about commissions!2. Something that could help the people in your Book of Business have fun!Ask the Experts:1. We have someone who has a 1 million dollar condominium, a high-end property, and it has been on the market for 70 days. She is considering hosting a broker open. Here was her team's advice.2. How do I get my average price point up?

Parade of Techniques:1. A three-step POT using your ShowingTime app to get more buyers for your listings.2. How would you like to be the star of your own movie? A POT for your Client Appreciation Night.Ask the Experts:1. In Iowa, there is a postcard campaign asking people if they had a transaction between this time and that time to join the class action suit against real estate. Yikes. What can we do?2. I’m usually not going through the Buyer Agency Contract until a showing. So how and when do you present buyer agency?

Parade of Techniques:1. A POT from Mary’s student who thought of offering her services to owners of Airbnbs.2. “The people I contacted in December, I’m hearing from now.”Ask the Experts:1. My number one goal is to focus on listings but I keep getting all these buyer leads. If I’m going to get buyer leads and I’m going to sit down with buyers, I want to make sure they actually buy from me. So what do I do to tighten up my CITO?2. I am in constant contact with my Sphere of Influence. I need to do something new. Should I start a geographic farm?

Parade of Techniques:1. How to become the “expert” in your local market2. A new twist on the appraisal gap clauseAsk the Experts:1. How do I increase my qualifying conversations? My number one goal is to keep up with my teammates here in R Squared so that I generate the leads to get the appointment. So what are you doing that I’m not doing? 2. My number one goal is to build new habits that are going to help me achieve my goals in 2024. So, what new habits are you building to hit your goals?

Parade of Techniques:1. How many of you have been surprised on a morning when you sit down at your computer and there’s a birthday notifying you on Facebook? Here’s a technique to deepen relationships with past clients, prospects, and family using Facebook.2. A POT from Mike that resulted in a listing referral from an agent in another company, in another area of the state.Ask the Experts:1. What do I do to make sure that my participation now in R2 Coaching is gonna cause me to prospect? How do I get myself prospecting? 2. I’m in boot camp for videos and I’ve been posting a video every day. I’m prospecting with 5-90-10, and I have no signatures yet. What do I do?

Parade of Techniques:1. A backyard “staging” technique from one of our students for this time of year.2. One of our students is using a “bot” (BirdDogBot) to get listings.Ask the Experts:1. One of our students who is working For Sale By Owners (FSBOs) found one that’s listed at 373K. He did the comps and it should be between 320K and 330K. It’s vacant and the seller lives in Tennessee. He called the seller who is willing to talk to him. However, he just wants a phone conversation. He’s going to get him access to the house, let him walk through it, and then, “Call me from the house”. “So what do I do?”.2. I’m committing to a neighborhood geographical farm. And I want it to pay off as quickly as possible. I don’t know what to do. What’s your advice?

Parade of Techniques:1. Here’s a tip when you’re going on a listing appointment from one of our client's mortgage officers.2. Why it's important not to burn bridges...Ask the Experts:1. All of a sudden, I’m busy again like crazy. I’m struggling with balance so what’s your best tip or technique for maintaining a good business-personal life balance?2. I’ve been going on listing appointments and I always tell them the truth. I always let them know that I work for them and that I want them to get maximum value. Lately, client's expectations of price have been way, way higher than what I am telling them. What do I do?

Parade of Techniques:1. Two POTs from Mary — first, for those who are on R Squared or who have been to classes, and second for those who are tracking their goals!2. How to use ChatGPT for video campaigns and marketingAsk the Experts:1. We have a student who took a listing and listed it for $243,000 which is what the seller wanted. It has been on the market for 55 days. It had 3 low offers. It’s cluttered and dirty. He gave them that feedback early on. The sellers said they would take 235K, so maybe they should raise the price and offer a $10,000 carpet and flooring allowance. What do I do?2. I have received calls from three different sellers in the past week asking for an estimate, a market value. Three different ones and they’re not going to list. Should I charge to do a market estimate for them?

Parade of Techniques:1. The Mail-Call Expired Campaign is alive and well! In one tiny market on January 1st, guess how many expired listings there were for me to contact?2. Two POTs from Mary:a. A Field Guide to American Houses by Virginia McAlsterb. An app called “My Routine” and why I'm recommending itAsk the Experts:1. It’s a new year and my number one goal is to be consistent with prospecting. I discovered that when I feel good, I’m consistent with prospecting. When I’m not in a good place, my prospecting is inconsistent. And we know that the secret to productivity is consistent prospecting. How do I keep myself in a good place so that I keep prospecting?2. I have been selling real estate for the last 20 years and the calendar just turned to a new year and I feel like I got to start all over again. How do I make my prospecting fun? How do I get excited about doing more work?

Parade of Techniques:1. A POT from Mary about an app that loads your credit card on your profile, tracks, and helps you summarize your business expenses! Also, another app recommendation for your editing video content.2. A “no tech” POT from one of Mike’s students about generating listings through handwritten letters.Ask the Experts:1. Mary’s teams talked about the status of the marketing plans! If you were at Business Breakthrough, you were given a marketing calendar. MAIL, CALL, SEE! What are you doing this year? What’s the niche you’re going after?2. My number one goal is to get paid. I got this listing, and it’s probably going to expire in a couple of weeks; I know it’s going to sell in the spring. I just know it. It’s in a terrific neighborhood, but the seller has moved out of town. The seller is turning down offers that are good offers! I still want to get paid, so what can I do?

Parade of Techniques:1. Do you know how there are some states where if you declare or apply for homestead, your property taxes are less? But you have to apply or declare. Here’s a POT from one of our students about homestead exemptions.2. Mary has received a video from one of our students explaining earnest money and it was over the top good! Here are two POTs from Mary’s student!Ask the Experts:1. It’s about a listing that’s about to expire, and my number one goal is I want to price it so it does not expire. This is a manufactured home in a normal neighborhood. How do I price this so it does not expire? 2. How many of you would say you’ve had a pretty tough year? How do you get back on track after the first of the year?

Parade of Techniques:1. Here’s a Parade of Techniques from our keynote speaker at Business Breakthrough, Kyle Draper, about using video in your social media. What’s on your list to accomplish by the end of the first quarter? What are you doing to systemize your social media and video campaign? 2. I attended a Chamber of Commerce meeting and they invited a cybersecurity expert and here’s what I learned: 9 out of 10 people have no protection on their phones. Ask the Experts:1. I’m planning my marketing for 2024. I was at Business Breakthrough and I got a calendar. So I’m thinking okay, Mail. Call. See. I have never done a good job of SEE. What can I do to be seeing my clients each year? 2. "How do I approach a surviving spouse with real estate without coming across like an ambulance chaser?”. This client's one goal is to get estate listings or surviving spouse listings.

Parade of Techniques:1. First Parade of Techniques is — renew my subscription to the county foreclosure list because I’m seeing lis pendens and pre-foreclosures as a ground for prospecting. 2. A POT that might be a fun thing to do. You know how sometimes it can be a drag to call, have to call again, have to say, “Who do you know who…”. “I just have not been motivated to do it.” So here’s what one of ur students decided to do!Ask the Experts:1. I had a really good year and then, Thanksgiving came! And then, Business Breakthrough came! What I really want to do is keep my momentum going even though I’ve taken a couple of weeks back and make sure I go into January with momentum! But, my number one challenge is it’s the holiday season! And that’s a distraction so what should I do? 2. I have a listing. It’s not submitted yet but it is completely signed, and the people are getting a divorce and I’ve known them forever. My kids and their kids liked each other. I’m heartbroken that they are getting a divorce. But the wife has already moved out, she signed a one-year lease for an apartment, and the husband is in the house. It was supposed to go in the market last week but this week, they asked me to wait. So what do I do? I mean I’m just heartbroken about this divorce.

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 got someone who has taken 5 listings and absolutely nothing is going on. Like no offers, no showings, nothing! So what do I do?2. I just want to leave the country and start a new life. It’s discouragement time. Bunch of fallthroughs, you know, the usual. And this time of year when the market is stagnating in some places. What advice do you have for somebody who is so discouraged they want to leave the country and start a new life?

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 large you never have to prospect again!5. Here’s from a gal who is living in a rather small town. And on her website, it says, “My community matters.”6. Another avenue for marketing your listings for free!7. The thing that results in most business for the least amount of money is a 5-90-10.8. Here’s from somebody who gets more than half of their business from repeat clients.   And many more POTs from Mike and Mary!

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, and ended up getting a listing! And a second POT from Mary!Ask the Experts:1. My number one goal is to find a house for my buyer. And my buyer has targeted a specific area with specific 223 homes in it. My question is, I don’t know how to approach the home owners in that area to let them know I have a buyer. What would you suggest? 2. I got this listing appointment that was referred to me and I talked with the seller, and she felt like the former agent always looked at the daughter more than her. Like, she’s some old lady that can’t make this decision, you know? The condition is fantastic on the outside. Absolutely gorgeous! But the interior is just a mess. Clearly, this homeowner is beyond her ability to handle it. How do I handle this?

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 you?” time.  Ask the Experts:1. This is one of those that everyone singe one of us, can really relate too. Because we all experience fallthroughs. Things you counted on, but then, they didn’t happen. We have a student who had three this past week. And he’s just in a pit. He said, “I went to my office meeting and what did we talk about? The stupid lawsuit. I mean, it’s tough to keep your attitude up. I’ve got to change it up. What do I do to get out of the slump I’m in?”.2. I’m sick of fallthroughs. It’s insane! Just sick of it! How do I make it stop?

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 something to it right now. Ask the Experts:1. So here’s a guy who has not done a lot of FHA buyers. But he has one and that can be kind of a competitive market. “My number one goal is to get them a house. Well, how do I get the sellers to take my FHA buyer when maybe I’m competing with a conventional buyer that has 20% down?”.2. One of our Wickman folk has died, unfortunately, after COVID complications. And on the team, was a man who’s a member of this agent’s team long ago, and then he went out on his own. The widow reached out to him and said, “Would you like to carry on a tradition he had of advertising on the back page of this magazine?”. How do I do a Book of Business transfer? How do I make it official? First of all without being creepy about it. But second, by being fair. What are your recommendations?

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 settlement. What are you saying to your buyers and sellers? How do you feel about this lawsuit stuff?

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.Ask the Experts:1. Guess what’s coming?! The HOLIDAYS! How do I get holiday listings? What should I do during this low?2. We have a student who is going on a FSBO appointment. They have been on the market for 40 days. “What do I do in the appointment?”. Here’s how to present to a FSBO.

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 daughter, and it’s the first time that I’ve been threatened with a lawsuit! The daughter is not even on the title but she said, ”If you don’t cancel this listing, we’re going to sue you! You pressured my mother. I’m going to tell everybody that you are abusing the elders…”. What do I do? 2. If you’re just getting started, welcome to the business! But if you’re getting restarted, then you’re going to be familiar with this syndrome, it’s almost like an existential dilemma. “I finally decided that I want to continue to work in real estate. How do I stay focused and intentional when getting restarted?

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 asking for?2. I listed this property for 10% more than I really wanted to because there are two lots that are included with the property. And so this is what the seller really thinks it’s worth. It has been on the market for two weeks. My average DOM is 30 days. But 10% over. So what do I do? What’s the dialogue? 3. And a quick bonus technique!

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 to my goal, there is no Plan B. This has to work. How would you suggest I get my hundred?2. My number 1 goal is to stay out of jail and keep my license. But we live in a very litigious, politically correct climate where Fair Housing is really the talk of the town. How do I avoid getting nicked by testers?

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 23 and getting her license, and the question was, “What should I have her be doing? What should she do first?”. How to help new agents learn to hustle. 2. I have a listing prospect from a year ago, and I just found out that they listed with another agent. How could I have incubated those leads to fruition? To at least an appointment? How often do I keep in touch? What do I do?

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 the Experts:1. My number one goal is to get paid and help my buyer buy the right house. They’ve seen something they like. It’s being offered through the MLS for a $1 co-broke commission. How do I get paid?2. My number one goal is to get back up on the horse but I am discouraged. I’m angry. I’m afraid and the reason is, I just got hit this past week with the threat of a lawsuit. It’s the second time in 30 years, and the second time this year, and here’s this seller who’s agreed in writing to pay me a particular commission and right before the closing says, “Well, I’m not paying that. I’ll only pay this.” I just can’t get over it!

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 at a hearing to any of the dates in the contract. So there’s an expiration date, deadline dates, and the banker’s ignoring! How to handle non-commission people who have control over your transaction but not the same urgency you do?2. My number one goal is that I got some great clients! These are the best ones to have. They want to sell and they want to buy. However, my number one challenge is I keep running into this, “I want to look, before I list”. And they’re adamant about it. They want to buy before they even list! If you could give me a piece of advice on how to handle these people, what would it be?

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 owner. And here’s what happened, it sold in the first four days. It was listed at 395K. It sold at 399K. Then the inspection came, and the buyer backed out. So I resisted it, put it back in the market, and the seller instead that it go back in the market at 399K! So what happened in the last week since it went back on the market? Absolutely nothing! No showings, no offers, and the other three offers, none of them are interested in coming back so it’s very unusual in my market to have crickets — no showings, no offers. What do I do?2. You all remember that I changed offices. Not companies, but offices, and I did that because I was in this place where I was the HelpDesk. How to undo being the go-to HelpDesk person in your office?

How to bank future business with loan officersANDHow to build relationships with new constructionANDHow to hand-hold nervous sellers during the Labor Day lullANDA $1000 shopping spree give-away that generates referral leadsANDGetting back at buyers backing out at closing

Parade of Techniques:

What is your favorite Floyd Wickman dialogue? Here are some answers from Mary’s students.
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:

We have a student who has a hoarder house. A bunch of times, it’s just kind of overwhelming for the seller to think of moving all this stuff. So what do I do?
Uncooperative tenants. What do I do about uncooperative tenants?

Parade of Techniques:

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!
A fraud scam that’s going around and how to report it to the Federal Trade Commission.

Ask the Experts:

We have a student who is prospecting. She called this gentleman and he said, “Yeah, we’re thinking of selling but my neighbor said he’d give me 2.7 million for it”. And she fumbled. I just absolutely did not know what to say to that. What should I have said?
I took a look at my production this year and I realized, four of my listings that sold were estates and I’ve got a fifth coming up. I want to get more estate sales. How do I do that?

A prospecting email that gets results
A door-knocking approach that gets results
Handling a belligerent prospect fixated on commission
How to generate leads from builder relationships

Parade of Techniques:

Who you absolutely have to call TODAY!
Get back on the phone for listings!

Ask the Experts:

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 do I do?
I have a dream client. Done lots of business with me, and she’s looking four hours away. She saw a For Sale By Owner. She’s already talking to the person. How can I help her?

Parade of Techniques: 

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.
How to get a deal closed when the inspector wants the seller to pay for a new roof.

Ask the Experts: 

“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 yourself when getting commitments and signatures.
My number one goal is to get control of this fire. The challenge I’m having is, they keep getting advice from their attorney who is a licensed realtor that actually referred them to me. The Mrs Buyer works in the attorney’s office and so anything that our student recommends, she discusses with this attorney who then undoes everything our student recommends.

Parade of Techniques:

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!
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:

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?
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.

Episode 286: How To Break The Cycle Of Losing Multiple Offer Negotiations by Mondays with Mike & Mary

Episode 285 - How To Generate Listings And Get Them Sold by Mondays with Mike & Mary

Parade of Techniques:

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?
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:

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?
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 a spot in the fair. How do I make the most of this spot and get this listing sold?

How to dispute appraisals without comps - How to stay safe in a showing - How to find listing leads without paying up front - and How to get control of out of control debt

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:

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.
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:

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?
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 so frustrated. They’ve lost out on a couple of offers, there’s nothing for me to show them. How do I keep the buyer? How do I keep them from just walking away?

Parade of Techniques:1. Making calls that make a difference by increasing your effectiveness2. How to call people you don’t want to call Ask the Experts:1. How to really connect with non-referred leads to get a response 2. How to protect yourself from the latest real estate scam

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.” How do I get this guy to list with me?2. Mike’s Ask the Experts is about taking good care of the platinums without breaking the bank.

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 pretty slow start of the year and now I’m feeling like, “Oh, I’m so far behind.”. I just don’t have any energy.

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?

Episode 270: Go All In by Mondays with Mike & Mary

Parade of Techniques:Using CLUE Reports to verify a property's history of claimsWhat 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!

Episode 268: You Get What You Focus On by 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 70% of what he charges retail… So how does he explain to his client and compete with his own company that’s discounting?

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 full and over full price offers. They are pre-approved except for the house. The glitch, the thing that’s holding them back is he wants to use his VA eligibility. So what do I do? Their lease is ending, they have opened up to buy a house again. Right now. How do I make sure that I get it for them?

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 gave you some reason… So what do I do cause now they don’t want to do it this weekend either?!2. What’s a Book of Business? It’s your two hundred best referral sources — for repeat, referral business, and reviews. And what do we do? We “Mail, Call, See”. So, I’ve been going through my database, and guess what? I got 283! What do I do with the surplus?

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 away. I think we should raise the price by ten grand. Ten grand represents 3% (300K house). What do I do? How do I get paid for this listing?

Parade of Techniques:1. If you have been in the Wickman family for a while, you know some of the dialogues, and especially the Referral Lead Generator, where we say “I’m expanding my business, who do you know who?”. But what do you say the second time you call? Or the third time? Or the fourth time?”. 2. So what does everybody have stuck to the ceiling or hidden away in a closet, not even installed? A smoke alarm!Ask the Experts:1. I met these people at an open house. I know they have to sell in order to buy. But somehow they revealed that the decision-makers and the people that will qualify for the loan are pretty much like, everybody in their family. Like they are all putting their hats in the ring to buy this next house — mom, dad, son, the son’s wife… That made me feel like, “Oh, this is going to be hard. This is going to be a waste of time. How am I going to make all these people make a decision? Of course, they want to buy one before they sell their house, but they can’t buy til they sell.”. How do I adjust my attitude? Cause I’m going to run screaming in the other direction. 2. I’ve got a listing appointment and the seller knows a past client of mine. And that’s how I got referred to them. And the past client sold their house in one day. So this seller’s expectations are, “Baboom, Badading, Bababoom! It’s gonna be done! No problem.” So, they’re interviewing people, and they send me an email that says, “Will you cut your commission?”.

Parade of Techniques:1. Do you know how we’ve been taught that there is nothing wrong with any listing at the right price and terms? We’ll sometimes it’s just because the market is changing and things are staying on the market longer. 2. Let’s have a taco party! Everyone loves tacos!Ask the Experts:1. As you know, we’ve all been through a very difficult time recently with hurricane Ian and one of our students lived right within the path of it. And needs to get back on the phone right now. “What ideas do you have about how to approach the people in my area? I don’t want to be insensitive to the tragedy around me.”2. My number one goal is to make the most of the next six weeks, maybe seven. We have Thanksgiving and frankly, I just assumed not working on the month of December. I certainly don’t want to have to push in order to hit my goal. I’d really rather do it right now. So what kind of advise could you give me?

Parade of Techniques:1. A dialogue from Mike towards buyers who are saying, “That’s a lot of interest to be paying!”.2. What would you do if you have 7,000 people in your database and you recognize a lot of people are getting hit with high capital gains tax? Ask the Experts:1. Since things are changing so much, one of the changes my company is noticing is sellers wanting to take a break, wanting to cancel, withdraw their listing, and either take a break or not come back on the market at all. “Let’s wait it out and see what’s going to happen.” So, my company is moving toward a listing release, adding this to the contract, and doing it for a basic fee to reimburse the agent for marketing expenses so far incurred. So, should I brace this? Should I fight this? What do you guys think?2. I’ve got sellers that are divorcing. They were under contract and at the inspection, the transaction fell apart. We put it back on the market and now we’re back under contract. Tomorrow, is the inspection. But, here is my problem, here’s what I need help with, “What do I do with this woman? She’s driving me nuts! She’s texting me 4 or 5 times a day!”. “This must go through! This needs to go through! What have you done lately? Did you contact the contractor?”… My number 1 goal is to get her to shut up and stop bugging me. So what do I do?

Parade of Techniques:1. What do you say when you hear people say, "Isn’t this the wrong time to buy? I think we missed the market. You know, it’s not a good market right now. " Here’s a dialogue from Mary!2. A POT from Mike for the market that has changed!Ask the Experts:1. I’m stressed. I’m overwhelmed. I recently did the research you made me do and discovered I have 1897 contacts in my CRM and they are not sorted at all... It is not organized. Is it really worth it?2. Floyd taught us to take a day off every week... Well, I chose Sunday! It’s good enough for God, it’s good enough for me. Work six (6) days and then take one (1) day off. And then, a listing that had been on the market for sixty-six (66) days, which, in this market, is an eternity, and my buyers wanted to see that SUNDAY! But I said, "No, that’s my day off. I’ll show it to you on Monday." They got an offer and sold on Sunday... And then it happened again the next week! What do I do?

Parade of Techniques:1. Be unexpected. Give them more than they think they can get. Surprise people!2. A POT from Mike about “Pre-Title Work”. Ask the Experts:1. “My number one goal is to let these two buyers go. I’ve written offers for them, but they don’t take my advice. I’m done! That’s it! What do I say to let them go?”.2. “Is it still a good time to be in the real estate market?”.

Parade of Techniques:1. A POT from one of Mike’s students about calling the listing agent to ask, “Hey, what if? Is it even a possibility?”.2. A POT from one of Mary’s students about using homebot.ai. Ask the Experts:1. “So far this year, five (5) of my buyer clients to home I have shown lots of houses bought FSBOs, and I earned nothing. How do I prevent this from happening again?”2. I just listed a condo downtown. It’s so cool. It’s on the first floor. It’s got bigger square footage than anybody else downtown, and I’ve got an open house this weekend. Now, I’m nervous, because it’s one giant room. Like what do I do with all these people in this room?

Ask the Experts:1. The value of effective door knocking (with the right attitude)2. “I’m only going to work in the upper 50% of my price range. How do I do that?” Parade of Techniques:1. Generating listing leads from holding vacant houses open listed by other agents2. How to receive quality phone numbers

Parade of Techniques:1. If you’re a Wickman graduate, you have learned, “Mail, Call, See”. What is the “See”? We think of it as a party sometimes or taking people out to dinner, an event. But here’s another way to do a “see” that’s really working for one of our students!2. Mike’s got a technique and it’s more of a “something new in the market”. The return of the contingent offer! And why are we seeing the return of the contingent offer?Ask the Experts:1. This is an agent who has never done a seller who’s in the process of getting a divorce and needs to list their house. Never experienced it before, knows that that’s what she’s going to encounter tomorrow night, so she comes to her meeting with her R2 group and she said, “How do I project impartiality? How do I give them great advice? How do I provide the best service to someone who’s divorcing?”.2. 9 out of 10 sellers need to find suitable housing and guess what they’re thinking, “Maybe we should look first and see if we can find something!”

Parade of Techniques:

A Parade of Techniques from Mike for those who are subscribed to Cloud CMA (https://cloudcma.com/real-estate-agents)!
Two quick Parade of Techniques from Mary:  a. Curbio - gives you money upfront so you can invest in repairs that you can pay back at the closing!  b. “When I schedule my prospecting, I get it done. I need the rigidity of a schedule. Otherwise, the whole week goes by.”

Ask the Experts:

“I’ve been Wickmanized. I know how to get listings. I’m good at getting listings. But all the buyers I’ve been finding lately have been in the process for a while. How do I find those buyers who are just starting so they’re not already jaded, frustrated, and disappointed?”
“I’ve got a listing that is leased. There are tenants living on the property, and the sellers have asked me to coordinate the showings directly with the tenants. So how do I do that effectively?"

Parade of Techniques: - CuratedSocial.com: social media content created for you for one, low, monthly rate - Are you in need of a reason to call your B.O.B? Here is one idea.

Ask the Experts: - My business has completely stopped in this shifted market. I also sold my old office… How do I get back into it? - How do I keep myself motivated even while my clients are pumping the brakes?

Episode 237: Creating Urgency To Get Signatures by Mondays with Mike & Mary

Parade of Techniques:   1. A POT from Mike’s students who have never ever taken a Floyd Wickman Program, and who were introduced to Wickman tools for the first time. 2. A POT from Mary’s students who live in Canada, and in the northern half of the United States.   Ask the Experts:   1. The last stat I heard is that most markets are up 15% in price year over year. So my number 1 goal is to help my clients get out of the house they bought last year without having to dip into their pockets at closing because they are getting a divorce. So, what do I do? 2. I got a listing, 429K, the offer came in at 410K. They countered back. Now, it’s time to put it back on the market. The seller wants to raise the price to 449K… What’s the motivation? They are moving to Florida. But they’re not going to buy, they’re going to rent down there til they figure out where they want to be.

Parade of Techniques: 1. Guess what’s back?! Contingent offers. Almost every market has them back again. However, we’ve got a new tool at our disposal! It’s called the “Supersede”, “Automatic Supersede”! 2. A POT from Mike that came out as a result of an Ask the Experts! “I’m working Expireds. And I’m working an expired campaign going back years and it’s taking me 6 to 8 hours a week to vet the leads before I call them, to see who’s actually come back on the market, if the owner still owns the property, finding the contact information. How do I cut that time down?”.

Ask the Experts: 1. I’ve got two investors. Two buyers. Both of them are cash buyers. They want to buy, fix up, flip. But I’m having trouble. I kind of doesn’t know what to tell them. I’m very much lacking in confidence that they can buy right now, buy RIGHT right now, flip it. I want to be able to say, “Ann, this is a great property because in 6 months when you get everything done you’ll be able to flip it, and make a profit. And I don’t feel that way! Like I’m scared! I’m nervous! What do I do? 2. Three different people with the same issue wrapped up in an Ask the Experts question. a. My buyers walked away 2 hours before closing. b. I had 3 deals collapse in one week. The first time ever! c. I got 2 buyers who were backing out of what I considered their first option.

What conversation can I have with these people? What do I do about this? Teams are forming now.

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Parade of Techniques: 1. A POT from two of Mary’s students about showing up at sales meetings. 2. Mike does a webinar called, “How to Get Your People Back into the Office and Create the Post-Pandemic Company Culture that You Want”.

Ask the Experts: 1. Three similar “Ask the Experts” questions from Mary’s students: a. How do I become more effective at generating leads on social media? b. Do you know anybody that uses a dialer? I need to expand my marketing beyond my 450 Book of Business CRM people. c. I have an opportunity to spend $1,400 a month to buy a zip code from Zillow. They guarantee 6-7 leads per month. I have to make a 6-month commitment. I can afford it, but should I do it? 2. What do I do about someone, a toxic client who’s threatening to write bad reviews?

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Parade of Techniques: 1. Whatever you do, make sure you have a living will! A Parade of Techniques from someone who was on his way to a hospital for a routine procedure had a heart attack, ended up having open-heart surgery, and was out of business for some time. 2. You told us that no one wants to listen to voicemails. So when I prospect, and someone does not answer, last week for the first time ever, instead of leaving a voicemail, I left a text. Here's what happened: a. My 18 conversations came a lot quicker b. I think they saw it and got my message versus leaving a voicemail

Ask the Experts: 1. I have set my goal for the second half of this year and I went through all my numbers from the first half, and realized that 18 conversations not going to be enough. I need to 32 a week. So how do I do that? What do I have to do? 2. A student of Mary's had two properties listed at 200K. Both of them sold. The buyer proposed 190K. That’s what they agreed to. Then there were inspections. Both properties had inspection problems… Both buyers came back after the inspection and said, “170K.” The first seller said, “I’ll take 180K.” So 190K, 170K, settled on 180K. Everyone got it. So our realtor went to the second seller and said, “This just happened. The seller countered back at 180K. That’s what I recommend we do.” But, it didn’t work. Lost the buyer. So the house goes back on the market and there have only been 2 showings in 30 days at 190K. What do I do now?

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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 house and gave it to the seller who thought they were getting a good deal and didn’t have to do anything. And this wholesaler comes in, flips the house, and takes the property. Here’s a POT from one of Mary’s students on how to get a listing out of those situations.

Ask the Experts: 1. I received a buyer inquiry on a vacant house. They want to look at that house and buy it. And they’re also a seller. They got to sell. Here’s the problem: it’s vacant. I looked them up on Forewarn, and the owner has the same address as the property but they’re not there. How do I find them? 2. What do you say when you need a price reduction?

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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? Here’s a POT from one of Mary’s students. 2. I got a bachelor’s party at 2 o’clock in the afternoon 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 out-of-town! Not available! What do I do?! This is an “Ask the Experts” that easily became a POT from one of Mike’s students. 

Ask the Experts: 1. My number 1 goal is to be a big hit at a client party that I am hosting in a day or two. So I want to really capitalize on this. It’s at a country club doing drinks and naps. Got a raffle, a couple of raffles, got some gifts, and some gift bags. What else would you tell me to make sure that I do? 2. What should I do now that the market is shifting? 

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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 call “see” list. Make sure you add them to your CRM because we know statistically that the co-op agent is likely not in real estate, 5 to 7 years from now .   Ask the Experts: 1. I have a For Sale by Owner in my market that used to be listed. It expired. It didn’t sell with the broker. And my number 1 goal is to be able to approach that FSBO with confidence and get an appointment. What’s your best advice? 2. My number 1 goal is to get myself to prospect. The challenge I am having is two weeks of bad numbers. I’m so busy. Tired all the time. I’m stressed out. And the first thing that I lose, the first thing I don’t do is prospect. What do I do? How do I get myself to make my calls?

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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 take advantage of this changing market.

Ask the Experts: What’s your system to make sure you don’t lose a listing that isn’t ready to list now? What about all those appointments you went on two weeks, two months, or two years ago? How do you make sure those people haven’t forgotten you and choose you when they’re ready to hit the market? 1. "Lost a listing I should have had. Working on a listing lead for a year. I still don’t have it… The listing I lost was actually two on the same day. So what could I have done not to lose, or what can I do not to lose that listing lead I’ve been working on but didn’t get at that time?" 2. "My buyers come from marketing. My sellers come from referrals. I know I’m stronger than I was because I have been practicing. I’ve been role-playing with friends. I’m making my calls. But when they tell you, “This isn’t the right time,” “Yeah, we’re going to wait out this market,” How do you change your mind?

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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 started as a result of the market changing — they’re doing commuter open houses.

Ask the Experts: 1. When a buyer referral came to me they told me over the phone they have four pre-approval letters. Do I really need to connect them with my local lender? Do I really try to convince them to do five? 2. I have a listing and it’s an out-of-town owner so there’s a tenant in the listing. The buyers bought it and wanted to do an inspection. I wasn’t there. While doing the inspection, the tenant threatened to kill the buyer! My number one goal is to stay safe when I’m showing houses. What should I do?

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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 that, a recent client listed their house in my neighborhood listed it with somebody else! I called them and said, “I have no words.” I think there were some hurt feelings there… and it stirred up these negative feelings… How do I get over this?" 2. With closings come problems. This agent has felt an emotional drain building over the last few weeks. “How do I get back on track? How do I find myself again?”

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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 a record.

Ask the Experts: 1. What do you say on the phone when they text you, “I already have a Realtor”? 2. The pandemic has made me lazy in the “SEE” department. And I’m wondering will my lack of going out and getting face-to-face, seeing my client base, and my Book of Business, is that going to hurt my long-term clients? Do I go and see them?

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PARADE OF TECHNIQUES: 

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!
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:
“We got a preemptive offer of $25,000 over asking” So that’s what I communicated to my client. The Buyer's agent wrote it up and the seller accepted it and was elated! Should I have waited till it was on the market and held the open house? Did I do the right thing?
Canadian buyers came to my state. I did a sit-down CITO with them. We found a house. It was supposed to close last week. They cannot get here from Canada. Do you know why? They’re not vaccinated.

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PARADE OF TECHNIQUES:

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!
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, the inspectors need a professional, the appraisers need a professional… Be the PRO!   ASK THE EXPERTS:
I want to rebrand myself, I want some new social media angles… you know, Facebook versus Instagram. What do I do?
Somebody was getting ghosted by the prospects. How long do I hang on, keep trying? When is enough, enough? When do you let them go?

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Parade of Techniques:

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.
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:

I’m so discouraged. I’ve been working with these buyers… I have two buyers this week, who made fantastic offers, a 600-price point, and they’re making offers for 650K, first, they need financing. But they’re discouraged, I’m discouraged, I think it’s contagious! How do I get my energy back? I do not like real estate right now. I feel I’m not having fun.
I got a great referral source. Probably my best referral source. What do I do for them?

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Parade of Techniques:

A POT from one of Mike’s students who received a letter, digitally, after their offer was not accepted.
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 to handle this the next time it happens to you.

Ask the Experts:

I am in a monumental funk. The people in my book of business are sick of hearing from me. All I feel like doing is going to the beach. What do I do to get out of this?
We have a student who is experiencing some difficulties at home inspections lately, even though they’ve been waived except for major structural or safety mechanical. Buyers are having the inspection just to make sure and then saying, “Fix this stuff, or we walk.”

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Parade of Techniques:

How do you get people talking on your social media platform? This agent asked a question and had 148 conversations as a result!  
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:

During the final walkthrough, the buyers said to the Realtor, “It’s stuffy in here.”So the Realtor adjusted the thermostat so that the air conditioner would cool the home, making it a little bit less stuffy. Three days later and after closing the buyer called the Realtor and said, “We just spent fifty-five hundred dollars replacing our air-conditioning. We’re 82 years old and we haven’t been able to sleep. It’s not been working.” The question was, “What do I (as the agent) do about this?” 
How do we stay relevant? And how do we stay valuable to our sellers? What is it that we can do better to help justify our fee?

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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.

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 her mental agility and overall real estate skills.
Two other Parade of Techniques from Mary! a. Mary got a student who is doing a lot of business, getting listings and the people around him are not getting listings. He’s beaten the odds. How is he doing it? b. “How do you make myself make calls?”

Ask the Experts: 1. My number 1 goal is to honor the referrals I’m getting. But they’re marginally qualified buyers and I’m asking myself, “Am I just wasting my time?”. So how do I honor these referrals and at the same time, not lose my life over having to work with these marginally qualified buyers?

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Parade of Techniques:

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.
A hidden secret! One reason why more of my offers get accepted.

Ask the Experts:

One of our students got an email that said, “We’re gonna take a step back. We’re tired of this. We’ve been saving money for this long and we can’t seem to get a house. We’re just gonna wait till next year. We’re gonna spend some of that money and have some fun in life.” - How do you respond?
“When a potential seller said, “You’re being paid too much. Would you do it for 3%?”. Because they see that it’s so ‘easy’ to find a buyer. So how do I handle that?”

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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 forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

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? Because…”

Ask the Experts: 1. An “Ask the Experts” at the other end of the relationship with buyers. “What can I say, without over-talking to keep them encouraged rather than discouraged?” 2. “There are no listings in my market. Nobody wants to put their house in the market because it’s gonna sell and there’s nothing for them to buy. This is so hard! I don’t know what to do. I can’t get myself excited… help!”

Teams are still forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

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?

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 and emails at 6:00 AM or at 10:30 PM at night? No? Then, how do you handle these buyers who are desperate and need you immediately? 2. One of the traditional ways to get listings is to farm a geographic area. And Floyd always says, “It works!” It takes usually more time, effort, and money to pay off. So I’m partnering with my lender to form a farming area to get listings. What do you suggest I do?

Teams are still forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

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. It isn’t just a cool thing you use socially, but really, you use it to help your business. A parade from one of Mary’s students on how to promote your business while supporting other local businesses!

Ask the Experts: 1. How do I stay encouraged in this hyper-competitive market? How do I keep my confidence up? 2. A second parade from a student of Mary who already has 18 listings in 8 weeks!

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

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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 from an agent doing a very expensive commercial lease, who is thinking that instead of leasing it, he should be telling them to list it. “I really think they’ve got to list it. How do I convince them to list it because that’s not what they want to do when they came to me?”

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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 your MINDSET regarding the inventory “shortage” and about this time of the year

Are you ready to join R Squared? Start with a free consultation. No strings attached. Take the leap today: floydwickman.com/r-squared-coaching

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 but we’re off to kind of a slow start and I want to get my mental game focused. So, what’s your best piece of advice? 2. How do I become more effective? How do I get more organized?

Teams are still forming for the first half of 2022... Get involved today! floydwickman.com/r-squared-coaching

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.thevaba.com)

Ask the Experts 1. How do I get more effective on my phone calls? 2. The seller said it’s January now, we don’t want to move until April. Should I list the property now and advertise it as “the seller wants a lease-back until April”, or should I wait until April to put it on the market?

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’t offended other agents after discounting my commission? And keep them their good graces so they don’t suspect there was something secret going on? 2. How do I stay focused during the prospecting time? Because people call me or they stop by my office, or they open the door and interrupt me. How do I maintain my focus?

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

Parade of Techniques: 1. How to boost attendance at your next client appreciation event 2. What our agents are up to in the first month of 2022. Inspired to take time off next year? LFTs? Marketing plan?

Ask the Experts: 1. My buyer is asking for a list of properties to look at. How do I avoid sending them homes they’ve already looked at online? 2. How can I hit the ground running as a new agent?

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Welcome to Season 5!

Parade of Techniques: 1. Highly recommended services for finding information on people, contact information: * Forewarn * BeenVerified  * Remind 2. R Squared students do not only set the goal, because in order to hit one, you have to first set one. “What do I have to do to make that goal a reality to actually hit it?”

Ask the Experts: 1. I keep seeing commercials for discount brokers. “We’ll buy your house. You don’t have to put it in the market.” How do I stand out and compete with them? 2. What percentage of income do you recommend I spend on marketing on 2022?

If you like what you're hearing each week on the podcast, we encourage you to get involved in R Squared Coaching: floydwickman.com/r-squared-coaching

Parade of Techniques: - Leveraging holiday parties as prospecting time - Handwritten notes are receiving responses from Expired listings

Ask the Experts: - I’m spending a ton of time on my clients connecting them to home vendors (painters/etc). And this level of service is inhibiting my work/life balance. Let’s talk about WHO can help with this… - When listings sell quickly, what do we miss? Marketing. Marketing generates leads. How do you generate leads from listings that sell so quickly?

Time is running out to register for January 2022 R Squared Coaching! Get in touch with us today to join: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. One timeless principle that Floyd taught — You can’t sell what you don’t buy! If you’re going to talk to investors, if you’re going to sell rental properties you’ve got to own something. 2. It’s a season to look ahead and create a plan for next year! What if next year you scheduled a client get-together? A girls’ get-together? Plus other ideas…

Ask the Experts: 1. I want to get business from where I live. So what can I do as a lake property owner to get business around my lake? 2. My number one goal is to get two more listings by the end of the year. Time is running out! How am I going to do that because everyone is saying we want to wait till next year?

Teams for January 2022 are forming! Join yours today: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. So we’re talking about market conditions. What’s happening in your market? What does it mean for next year? 2. A Parade of Technique where you check out market conditions, statistics, for your market specifically!

Ask the Experts: 1. I take a look at my pipeline, and I don’t know a lot of them, listing inventory is low, and here comes Christmas. I’m feeling pressure and panic! How do I shake this off? 2. Do I start working on rentals in order to keep my investor client happy?Should I become a rental agent and keep that segment of business?

2022 Teams are forming now! Visit our website for more details: floydwickman.com

Parade of Techniques: 1. Make a commitment in front of everybody: I’m going to knock on seven For Sale By Owner doors every week between now and the first week of January! People are seeing the praise of Homesnap! Because when you put your listing on Homesnap, it works just like Zillow but better!

Ask the Experts: 1. My number 1 goal is to have a great 2022. I realized that we’re going to go into this time of year where there are a lot of distractions. What’s your number 1 thing to do to prevent yourself from being distracted? 2. What’s your number 1 “Build 2022” activity?

2022 Teams are forming now! Visit our website for more details: floydwickman.com

Parade of Techniques: 1. A fantastic dialogue from a rockstar and sharp agent to get FSBOs to sit down for an appointment: “I can’t think of one property in this area in your price range that didn’t have multiple offers over the last 6 months. So what if I could show you a way to pay the commissions and walk away with more money than if you didn’t pay the commission and just sold it yourself. Would you at least be willing to entertain the idea?” And they sat down and they listed the house! 2. The 10th Commitment from Business Breakthrough — World class service! Deliver world-class service and get repeat and referral-based business.

Ask the Experts: 1. What do you do to implement all of the things that you have learned? 2. How do I deal with four (4) fall-throughs?

floydwickman.com info@floydwickman.com (734) 637-4030

Parade of Techniques: 1. One activity that you can measure, that you can manage, that you can motivate yourself to do so that when you do that activity, you hit your income goal. 2. Use local businesses to do mailouts and to offer things from just local businesses so you are supporting your community at the same time!

Ask the Experts: 1. When you set your goal, do you look at how many millions you want to accomplish? 2. What’s my one number? And what’s the one thing that could possibly prevent me from actually doing that number on a week-to-week basis?

Get in touch with us! info@floydwickman.com text/call (734) 637-4030

Parade of Techniques: 1. Pros and Cons of a response deadline in your contacts 2. My 80 year old clients are procrastinating preparing their house to sell

Ask the Experts: 1. My business is dead for the winter. What can I do to revive it (and revive my attitude) between now and the end of the year? 2. What are you doing online to get the most views on your listings?

Thanks for being a loyal listener of Mondays With Mike & Mary. Please like and share this week’s episode!

floydwickman.com (734) 637-4030

Join our email list to receive FREE 2022 business planning tools.

Parade of Techniques: 1. A new full-color postcard idea 2. How do I get 5-star reviews on social media as a result of my client appreciation event? The short answer? You don’t. Here’s why.

Ask the Experts: 1. Stuck in quarantine with my kids. How do I change my attitude and rejuvenate my business after being forced to shut it down for a few weeks? 2. How to restart your business after a long (4 year!) haitus. Floyd says, “When the going gets tough…”. It’s never a bad time to get back to the basics.

Thanks for being a loyal listener of Mondays With Mike & Mary. Please like and share this week’s episode!

Parade of Techniques: 1. Seller’s Shield: Seller’s property disclosure in an online format 2. A Mother-Daughter Charity Association called the National Charity League Inc. Introducing a new group of people you can connect with!

Ask the Experts: 1. How to handle a client that has become toxic - Once the true character of a client has been revealed, how do you move forward? How do you heal and learn for future experiences? 2. My #1 goal is 10 listings by the end of December. How can I achieve that?

Thanks for being a loyal listener of Mondays With Mike & Mary. Please like and share this week’s episode!

Professional Speakers, Trainers & Coaches with The Floyd Wickman Team. Sharing our favorite tips, tricks, strategies, techniques, and moments from R Squared Coaching the best-trained real estate agents in North America each week!

As always, take what you need from this episode. Please like/subscribe and share with your network.

Parade of Techniques: - New and improved marketing materials! Have you tried umbrellas? - Moove Guru as a client gift to help them transfer those annoying utilities over to their new home

Ask the Experts: - How to respond when asked, “Is now a good time to sell?” There is conflicting advice floating around. Stay focused on the facts.

Take the first step to get involved in R Squared Coaching today. Click here for a free custom consultation: https://www.floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Let's talk about a variation on the Specific Buyer Approach that utilizes the resource: GrowMyListings.com to make a great first impression with people in a specific area.

Circle back with prospects (buyers) who said they weren’t ready… make another contact!

Ask the Experts: 1. How do I get over the fear of trying to work with expired listings?

1 answer? Protect your prospecting time

How to handle a buyer that wants to renegotiate after receiving the inspection back… the answer? Listen in to find out!

floydwickman.com info@floydwickman.com (734) 637-4030

Parade of Techniques: 1. If you use Gmail, there is a free app called Google Keep. Check it out and see if you could replace your SMART week with it. It allows you to color-block, puts it on both places at the same time. It’s wonderful! Give it a shot. 2. We’ve been so obsessed with Zillow reviews, and Yelp, and other kinds of reviews, and we forget that the biggest SEO optimizer is Google reviews!

Ask the Experts: 1. I have to find three listings from nowhere. Where can I look? 2. It’s the fourth quarter. I haven’t done my “see” yet. I wanna see my people on the Book of Business, but I want to do something unique this year. My client appreciation, I wanna make a splash in the market. What can I do that’s unique this year?

Join R Squared Today! floydwickman.com/r-squared-coaching

Parade of Techniques:

Who’s the perfect client for you? Isn’t it somebody who lives in your market, frequently moves, stays in your market, and refers all their friends and family to you? 
Working with sellers who are dirty, messy, and cluttery? Communicate to your sellers that counters and shelvings should be 75% bare. Make it mathematical, make it logical!

Ask The Experts:

I’ve been asked to be on a panel at a retreat for producers. And the question is, “What have you done this year, to improve your business? What have you done during the pandemic to improve your business?” 
What do you do when you go on a listing appointment and every instinct is telling you, “They’re trying to take advantage of me. They just need a second opinion. They’ve already made a decision to go with a different Realtor.” ?

floydwickman.com (734) 637-4030 info@floydwickman.com

Parade of Techniques: 1. This is a local bank, not a big bucks bank, that does ‘umbrella loans’. They do a loan for the first mortgage on the seller’s house, and it’s interest only for 16 months! Find a local lender who’s willing to do that, and get that umbrella loan alternative going for you, and you’ll get more listings. 2. You’re having an open house because you’re in control of your listing inventory, you’re not going to present offers until after the Open House, anyway. Here is a fun idea for the night before...

Ask the Experts: 1. "I just had my best month ever! And all I’m doing now is managing the transactions." 2. "My number one goal is to keep my transactions together. The challenge I’m having is, how do you handle those post-inspection buyers who want stupid repairs?"

floydwickman.com

PARADE OF TECHNIQUES: 1. How many conversations are you having each week? One piece of advice: focus on a subject that would get them to answer. Best results come from exciting news! 2. Are you preparing to be away from your business for a couple of days or weeks and are feeling guilty about it? You can’t recapture, you can only capture. Capture those moments and you will remember them.

ASK THE EXPERTS: 1. I can’t handle all these buyers! They’re everywhere! This is not where I want to focus my business. I want listings. I want to focus my time and energy on listings. How do I say no to these people without destroying my relationships?" 2. "I’ve been so busy lately. How do I keep my energy up? There’s just so much going on! I’m overwhelmed!"

Teams are constantly forming to join R Squared Coaching. If you need a coach, sign up for a free, hassle free consultation call: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. An ad campaign that’s working on social media and it’s called, “Don’t be homeless when you sell your home.” And that’s getting real interest from people who have homes to sell and then buy! 2. The reason to use an app called Homesnap. It’s about controlling what the buyer sees. If the buyer shops on Zillow, they get all the other agents’ contact information as well. But if they shop on your Homesnap App, every property is available to them, however, it’s all bracketed by your own branding!

Ask the Experts: 1. How do I stay focused on building a listing inventory? 2. Oh my gosh! These people are driving me crazy! They’re not even nice, they’re mean! They’re treating me terribly! I just don’t know what to do. I don’t even like this job anymore. I really thought about quitting. What’s your advice?

Like what you're hearing? Get involved in our coaching program: https://www.floydwickman.com/r-squared-coaching

Parade of Techniques: 1. You know how people are saying, “Oh August, the market has slowed down. We’ll see what happens in September.” When the market seems a little slower, when you have a window of time, what’s your plan? Do you have an overall, overarching marketing plan? 2. A tip from someone who “broke through the lull he was in” and ended up with one new listing and one sale!

Ask the Experts: 1. “I took a listing, gave the seller a price, and the seller wanted more…and more and more…. Weeks later, the seller has decided, “The market is so good. I’m going to take it off the market. I’m going to fix some things up, do some repairs, and then I’m going to put it back on in March of 2022.” What do I do?” 2. How do I compete against flat fees and discounters? How do I prove my value during the listing presentation?

Parade of Techniques: 1. Champagne tour... open house style! 2. Three new technologies for your toolbox: ListReports.com, Dee Sign Company, and Box Brownie

Ask the Experts: 1. Are you suffering from vacation guilt? How to get back to work and get re-energized 2. "I have shown 20+ homes to one buyer and I am frustrated. I put a deadline in my contract but no agents pay attention to it... what do I do?"

Buyer frustration is real. This episode can help. Listen in and be sure to share with your network of agents!

floydwickman.com

Parade of Techniques : 1. Recently sold houses for sellers who raised their families there? What if, you put those professional photographs taken for marketing purposes in a photo-book and give that as a gift! 2. What are you doing putting your listings on a Friday?

Ask the Experts: 1. What do I do during my power hour? How do I protect my time to do this routine, consistent routine, because I’m sure I’ll have inspections, I’ll have closings, what do I do? 2. My buyers are slapping me around. How do I get buyers to follow my process and take my advice?

Episode 186: Managing Seller Expectations by Mondays with Mike & Mary

Parade of Techniques: 1. 8 seconds to attract someone's attention. What photo of a listing do you choose? 2. SURVEY: Are you detecting a change in the market? Is there a shift going on? What should we be doing as real estate agents if we are seeing a shift?

Ask the Experts: 1. "When the daughters of my client disagree with the price we've decided on... what do I do?" 2. "I’m selling my house. I’m listing my own house! What advice do you have for me?"

Teams are still forming for the second half of 2021... get involved today! https://www.floydwickman.com/r-squared-coaching

Parade of Techniques:

New App: Genius Scan. You can take all the listing documents and scan them right from your phone. They export as multi-page PDF files.
Facebook Live about what your options are if you are in forbearance

Ask the Experts:

I don’t want to do Thanksgiving pies anymore! What am I gonna do?
I’m not as busy as I was the first half of the year. My day isn’t filled and I’m feeling guilty. I’m fretting over this. What do I do about this?
I did so well the first half of the year. How can I tackle the second half of the year and keep this momentum going?

Parade of Techniques: 1. Finding someone to show your buyers houses... what can you delegate this week? 2. Floyd’s dialogue in the Buy-Sell Analysis, when he says in a normal market or a slow market where the buyers want to negotiate prices. What would you offer them and still be able to sleep at night?

Ask the Experts: 1. What are you doing right now to ensure that the second half of 2021 is the best possible semester for you? 2. "My number one goal is to figure out whether or not I want to take this listing. I generated the lead myself and now it turns out that they are actually a relo listing through my company. And the relo company wants 40% of my commission. Should I take this listing and pay 40% of my income to the relo company?"

Parade of Techniques: 1. Guess what’s coming up?! Tuesday, August 3rd — National Night Out Day! A perfect opportunity to do a client appreciation event for your Book of Business! 2. Let's talk about taking time off. You know how hard it can be because even if you plan it, even if you structure it, and you’re going to do something great, it’s really difficult to turn your phone off.

Ask the Experts: 1. "I’ve got a listing! Yes! They’re getting divorced. And the listing is inhabited by a tenant. What do I do?" 2. "I’m a new agent. I don’t have a sphere of influence. How am I going to get business? Where am I going to go to build a relationship-tight business?"

Teams are still forming for R Squared Coaching... get involved today: https://www.floydwickman.com/r-squared-coaching

Parade of Techniques: - The possible benefits of marketing on shopping carts in local stores - Weariness, exhaustion… There’s so many of us who are pandemic-weary. Go sign-up for something you just love doing! We really need that refreshing, re-energizing, reconnecting with humanity.

Ask the Experts: - We’re half-way through the year, I gotta get back on track with my mailers! I had my first of the year planned but my second half, I really don’t. Advice? - I think I need some help! How do I know what’s the point in time when I know I need to bring on some help? How do I figure all this out?

Contact us for any resources mentioned, including our favorite Virtual Assistant Company, VIAST: info@floydwickman.com

Parade of Techniques: 1. Hundreds of thousands of motivated seller leads! Hundreds of motivated seller leads! How to target and uncover motivated seller leads — Deal Machine, Freedom Soft, Deal Driven 2. Change the way you’re talking. Create awareness. Work with Intention.

Ask the Experts: 1. How do I compensate for not having that “hyper success wiring”? I fall into complacency all the time. 2. I’m overwhelmed… There’s a lot going on and I need to be in control. How do I handle this? How do I do everything myself?

PS: Deal Machine, Freedom Soft, Deal Driven --- Apps Mike mentioned in today's episode.

Parade of Techniques - Sponsoring a “hard hat tour” - “Coming soon” Facebook Groups - It’s time to take a bird’s eye view

Ask the Experts - My clients aren’t accepting reasonable offers… what do I do? - Our job is to help our clients make better decisions - How to know when to hire a transaction closing service

Enrollment is OPEN for the next semester of R Squared Coaching! Find your team: https://www.floydwickman.com/r-squared-coaching

Parade of Techniques - Hit Them With the Highlights - How much money are you saving? What’s your system for each paycheck? Or self employed finance tips

Ask the Experts - “I’m having trouble staying motivated” - “My #1 competitor launched a full-scale marketing campaign saying they only take a 3% commission. What do I do?!” - Floyd dialogues of great value are given away in this episode!

The new semester of R Squared Coaching is starting in just a few weeks: https://www.floydwickman.com/r-squared-coaching

Episode 177: You Have No Competition by Mondays with Mike & Mary

Parade of Techniques: - Four questions to ask the next time you call a FSBO (Plus a free way to find FSBOs to call) - “Let’s go through the contract”

Ask the Experts: - A few dos and don’ts of escalation clauses - Where’s the balance between SMART week, top 5, and a property hitting the market for your client… you can’t wait because they might use it. How do you keep the balance?

The new semester of R Squared Coaching will start in July. If you love hearing these podcasts, coaching could be right for you. Contact us or visit our website to learn more: floydwickman.com

Parade of Techniques: * Are your Buyers frustrated? They make many offers and feel like they are missing out on property after property. * The answer? RE-EDUCATE and “Come into the office” (RECITO)

How to make the FSBO know you care about their rights. (What is their #1 hesitation?)

Ask the Experts: * How to know when your Seller may need to hire a new agent * “Floyd always says, there is nothing wrong with any listing that right price and terms cannot cure.” * Before you reject a listing. Think first about “what price would I take for this listing?” * “Who else can I call when I run out FSBOs to call?”

Parade of Techniques: New Construction * Teaching you how to TAKE CONTROL of new construction listings * Prepare your buyers for everything happening in the marketplace.

Ask the Experts: * “Why would an agent be focusing on listing townhomes? What are the advantages?”

“I have a pending transaction, my Buyer has their belongings in a moving trucking the bank says they don’t want to close even after approval… what do I do now?!”
“How do I prevent having 0 listings in my inventory?”
The answer to this always begins with changing your thinking
Second: Get a visual representation of your pipeline. Lead generation, lead conversion to appointments, appointments to listings. Make sure each box is checked.

Parade of Techniques - A marketing idea unique to the times we are in - Re-CITO-ing : reset your Buyer’s expectations. Explain what’s going on more than once.

Ask the Experts - What is your best prospect source? What’s your checklist for keeping in touch after the transaction? - How to relay 'bad' news (over and over again...) to your Buyers

Parade of Techniques - Applying what we learned last week on how to minimize the 'crazy' when your listing hits the market - Handling a new agent who has crossed the line. Do you turn them in? How else can you approach this?

Ask the Experts - “How often do I follow up with someone who is a prospect?” —> Cue MAIL, CALL, SEE - Floyd’s dialogue for handling the commission hesitation

If you need to learn the dialogue mentioned in today’s episode, we encourage you to check out the Digital Floyd Wickman Course: digitalfloydwickmancourse.com

Parade of Techniques: - How networking groups can positively impact your business - A creative way to make your offer stand out amongst a sea of offers

Ask the Experts: - Let's talk about escalation clauses. When is it time to consider them? Or contingent offers? - Post-closing programs that automatically send past clients gifts on a schedule

Episode 170: What Advice Would You Give Yourself by Mondays with Mike & Mary

Parade of Techniques: - How to expand your listing in search criteria (legally) - Anniversary cards to past clients plus a resource: Alpha Graphics

Ask the Experts: - How to help your Buyers - 8:30: How to work both sides of the transaction

Email mary@floydwickman.com for the example mentioned during Parade of Techniques!

Parade of Techniques: - A reminder to humanize your clients - The power of a third party validation

Ask the Experts: - "My #1 goal is to land more FSBO (For Sale by Owner) and Expired Listings. My challenge is that I've never done a campaign before to market to them. Where do I start?" - "How do I approach a For Sale by Owner in my own neighborhood?"

You can start a Floyd Wickman Program today and go at your own pace. Visit: digitalfloydwickmancourse.com and sign up!

Parade of Techniques: - The Power of Dialogue - Where listing leads may be hiding

Ask the Experts: - Creative ways and solutions for handling a client that wants full retail value for their home that hasn’t been maintained

R Squared Coaching gets results. Contact us for a free consultation: (734) 637-4030 (text/call) or email us at info@floydwickman.com

In a turn of events, we have FOUR Ask the Experts to share this morning! Listen in to hear the answers to these four questions: 1. How do I go out on a listing appointment with the right mindset? 2. What would attract you to purchase someone's Book of Business? 3. How do I work with a seller that refuses to pay my commission? 4. What are your suggestions for creative, new client referral thank-you gifts?

Join our free event this Wednesday from 12:30-2PM Eastern: https://us02web.zoom.us/meeting/register/tZMvc-qurDouHdOcMXCLEWU2iezLifjbAolT

Parade of Techniques: - How to help our appraisals come in where we need them to - Floyd says to solve problems before they occur - How visiting nearby recently sold properties could help give you an advantage at your next listing appointment

Ask the Experts: - How do I keep my client's happy and make sure they know I'm working hard for them?

Parade of Techniques: - Marco Polo App: using videos to educate and provide value to your Buyer clients - Click Counter: a free micro habit tracker app - Buy Sell Trade (City Name) Facebook Groups: You have seen them in your community, perhaps been annoyed at how many notifications they send to you, but how can you leverage them for your business?

Ask the Experts: - 8:09: How do you define what a qualifying conversation is? - Our R Squared Members commit to 18 qualifying conversation every week. How can you improve the quality and quantity of your conversations? Plus why you should be having 18+ each week too.

Parade of Techniques: * The impact using manners can have during a phone conversation * How to get a buyer to sign a buyer agency

Ask the Experts: * How to handle a FSBO who wants to negotiate to a 1% commission (plus some encouragement)

floydwickman.com/r-squared-coaching

Parade of Techniques: - Facebook Groups: finding people new to your community with similar interests - Notecard Cafe .com - Cheap notecards - Bitmoji

Ask the Experts: - When to take an offer to move companies? - It’s more important that you decide, than what you decide. - Floyd Wickman

Parade of Techniques: - How something simple like changing your ringtone can help you deal with difficult clients - Nuwber - Fizbonanza - Client Giant

Ask the Experts: - Geographic farming tools like Every Door Direct - Are you experiencing buyer overwhelm?

Join a team today! floydwickman.com/r-squared-coaching

Parade of Techniques: - Closing Anniversary cards for past clients - How to use the alternative choice close with a stubborn client

Ask the Experts: - "I want to switch to listing mode but I'm saturated with Buyer clients.... how do I switch?" - "I've been stood up three times by my new Buyer client... what do I do? I don't want to lose the client."

Get involved with R Squared Coaching. Contact us for a free consultation: (734) 637-4030 (text/call) or email us at info@floydwickman.com

Today's theme is PROSPECTING!

Parade of Techniques: - Do you need people to call? Try Cole Information www.colerealtyresource.com/floydwickman or TruePeopleSearch.com - An expired listing prospecting technique - Who is the lowest hanging fruit?

Ask the Experts: - Handling the commission hesitation when properties are selling wicked fast - How do I get my buyers to put their best food forward first?

Join a team today! floydwickman.com/r-squared-coaching

Parade of Techniques: - A great dialogue for your next agent interaction… “the seller has every right to…” - Hit em Up - a text marketing app - KAPWING - a free content creation tool

Ask the Experts: - Vendor Relationships with a lender who has given referrals for 10 years. But they’ve dropped the ball on your referrals lately… how do you handle this? - Floyd Wickman’s Classic Specific Person

Have you joined an R Squared team yet? Visit floydwickman.com/r-squared-coaching to connect with like-minded agents in this incredible Wickman community.

Parade of Techniques: - Pencil Planner - It’s one thing to make enough calls, but it’s another to increase the quality of your calls. - How to generate business in your area? Try calling the listing agents that are based 1+ hour away but have clients in the areas you want to work in.

Ask the Experts: - “How do I fit in and make a good impression with my buyer client in their ideal lake home community?” - “I’m going to call expired listings for the first time….what do I say?”

Teams are still forming for this semester of coaching. Connect with yours today: floydwickman.com/r-squared-coaching

Parade of Techniques:

OJO Select Network: referral network, 20% referral fee. Are your referral networks actually giving you referrals? A few tips to help ensure they do…
The impact of a consistent morning routine and how creating a vision board can give you clarity on your business

Ask the Experts:

I’ve established a solid morning routine, but how do I transition that into work mode for the day?
How do I increase my average sale price?

To get connected with R Squared Coaching, please visit: floydwickman.com/r-squared-coaching

Episode 155: How To Believe In 2021 by Mondays with Mike & Mary

Episode 154: How To Make The Most Of Every Appointment by Mondays with Mike & Mary

Episode 153: Get By Giving In Action by Mondays with Mike & Mary

For the full episode transcript, please visit: https://www.floydwickman.com/blogformatrss/covid-weariness

Episode 151: How To Get Signatures In December by Mondays with Mike & Mary

Parade of Techniques: - 5x5x5 social outreach technique - How to amp up the accountability in your next 5-90-10 session

Ask the Experts: - Are you stuck in a COVID rut? This team gave creative ideas on how to break out of a mental rut... - Is everyone you're talking to 'on the fence' right now? What CAN you do when you keep hearing this hesitation?

Floyd says, "When you're on the fence, what happens? Nothing."

Teams are forming for 2021! Join our community of incredible agents to make next year your best year yet: floydwickman.com/r-squared-coaching

Parade of Techniques: - What numbers you should look at when creating your 2021 business plan (Hint: ACTIVITY) - The importance of the client qualifier - Consistent, qualifying conversations (AKA the magic of R Squared Coaching)

Ask the Experts: - How pre-inspections will save your clients money and time - Why your clients should pay for the home warranty, NOT you - Virtual Staging

Registration is OPEN for 2021 R Squared Coaching. Sign up now for your free consultation: floydwickman.com/r-squared-coaching

Parade of Techniques - Advice about home owners insurance - The importance of clear communication with every party involved - RealtyZam.com - Mile IQ

Ask the Experts - What to include in your holiday holiday newsletter - What should I be doing during this “busy” season for families? - Mail, call, see, what your BOB should include and entail

Join these exceptional agents working on improving their skills and get involved in R Squared Coaching! floydwickman.com/r-squared-coaching

Parade of Techniques: - Home Buyers Portfolio Binder: a post-closing gift/package idea for your clients - The power of the unfollow button - We are collecting something for a project!

Ask the Experts: - How to handle difficult transactions. What's normal? What isn't? - What numbers and metrics to use when planning for 2021?

"Kindness doesn't cost anything." - Mike Pallin

We want to hear from you! Please reach us at: (734) 637-4030 or info@floydwickman.com

For more info about R Squared Coaching, please visit: floydwickman.com/r-squared-coaching

Parade of Techniques: - How to handle a difficult seller (Hint: Decide if you WANT them as clients) - Start with your Book of Business when looking for an admin assistant...

Ask the Experts: - Let's circle back to the administrative assistant question from Parade of Techniques and see what others' advice was... - Should I still do my annual pie giveaway for my Book of Business? How can I conduct it safely?

Teams are forming now! Visit: floydwickman.com/r-squared-coaching or call us for a confidential, free consultation: (734) 637-4030

Parade of Techniques - Let's raise our awareness. Check in. How are you preparing for the future? - Sending "We moved!" postcards to your client's family and friends to build your Book of Business

Ask the Experts - A question we heard four times this week was, "I'm chasing deals and not prospecting. How do I keep my head in the prospecting game amidst this busy time?" - How to handle the, "We're going to wait until after the election" hesitation

Let’s go land some listings!

To get involved in R Squared Coaching, please visit: floydwickman.com/r-squared-coaching

Parade of Techniques: - Prospecting. Get focused NOW. It's easier to get listings in October than in November and December - "It's not the calls you make, it's that you make the calls." - Thinking outside the box. How this agent went under contract with two buyers in one week in a multiple-offer market.

Ask the Experts: - This agent had their sellers purchase a home in WY which created urgency to list, but they want to list much higher than they should. - What to do when the busyness seems never ending

To get involved in R Squared Coaching, please visit: Floydwickman.com/r-squared-coaching or contact us for a consultation: info@floydwickman.com or (734)637-4030

Episode 143: When People Aren't Nice by Mondays with Mike & Mary

Enjoy our special guest this week from Team F, John Brown! 🎉

Parade of Techniques - Virtual CE classes - How to get your neighbors to refer YOU instead of to someone else

Ask the Experts - Has to sell before he can buy… procrastinating getting his house ready. Agent believes it will sell quickly with int vacant - Are you enabling the procrastination?

How to get more listings instead of buyers when you’re prospecting
Focus your time and energy ON listings. Ask those questions and then prioritize them
Use the specific buyer approach - if you need a refresher, contact us!

Parade of Techniques: Dressing as a sign of respect, not to impress Create and implement a system so as Floyd says, “lost fewer" *Focus Organizer - need a copy? Contact us!

Ask the Experts: Price reduction techniques How to capitalize on your new neighborhood (after moving)

To get involved in R Squared Coaching, contact us or visit: floydwickman.com/r-squared-coaching

Parade of Techniques - Hand written notes - “Every client is worth a full sheet of paper” - Floyd says, “Caring about what other people care about is what caring is all about.”

Ask the Experts - How to keep your business going when you have no power? (Grocery stores, airports, personal hot spot, - “My buyers are not following my advice…” - Fear of loss is more motivating than opportunity to gain - Be clear about your communication expectations - Try to get as much as you can in advance

We have TWO events coming up! Check out floydwickman.com/breakthrough for more details.

Parade of Techniques: - How to finish strong in Quarter 4 - Are you frustrated with your buyer clients?

Ask the Experts: - How to stay focused and present with your family and friends - Handling an ethics complaint that is out of your control

Floyd says, “Control the controllables.”

To learn more about our R Squared Coaching Program, visit: floydwickman.com/r-squared-coaching

In a hot market, Sellers are reluctant to put their house on the market before they find their next home. Their number one concern is that their own house will sell in a day or two and they don't have a house chosen yet. Often, they are right! The solution? This new and creative technique from one of our R Squared students!

How to pre-qualify a buyer using Floyd's Valid Buyer Criteria Checklist. If you need a copy, comment below and we will send one to you!

If you need accountability, check out R Squared Coaching: floydwickman.com/r-squared-coaching

Parade of Techniques - A creative way to get back to work with your kids around - How to repurpose a marketing video that was never used

Ask the Experts - What to do if you miss a deadline... what systems to check and how to ensure it doesn't happen again

Parade of Techniques: - A lesson learned from Floyd Wickman himself, about love - What you're missing in your postcard campaigns

Ask the Experts: - How to convince a client to buy your listing instead of build... (Hint: don't) - The importance of backing up your words with visuals

If you learned something new this week, please share this podcast! Or leave a review. We appreciate it!

For more information about R Squared Coaching, visit: floydwickman.com/r-squared-coaching

Parade of Techniques - Morning Routine - Visualization: it’s about seeing in your mind what you want, who you want to be - Abundance, affirmations, visualization

Ask the Experts - How to respond when you get sworn at... - How do I increase my leads traffic and do it inexpensively? - Once you do increase the traffic (by paying), make sure the leads are seller leads only, referral fee if it closes, and only work them if you have the time

What do you do when your buyers are nit-picking every detail?
Do you just pay the $100 to move along the transaction? Do you ask “Do you want to walk away for the broken window?"

For more information about R Squared Coaching, visit: floydwickman.com/r-squared-coaching

Parade of Techniques - How to make the most of your just listed and just sold post cards (a free trick!) - A strategy in a hot market to prevent disappointing your clients — many agents are presenting multiple offers on different houses at the same time. How do we protect them?

Ask the Experts: - "How do I stay close to my clients, show them appreciation, but also stay safe?" - A Listing situation that occurred twice in one week and how to handle it: - Situation: Sellers are 88 and 86. They came to the agent and said it’s the family home. None of our kids live nearby so we want to have an estate sale first. Estate companies declined having a sale. What do I do? The kids won’t help. - #1 - get their signature first - #2 - have a garage sale - #3 - serve the customer. offer to buy it for them

Parade of Techniques: - New ideas for your marketing strategy - A way to mix up your next listing presentation

Ask the Experts: - How to hire the RIGHT administrative assistant for your real estate business - Why knowing your ratios is the first step toward hitting your 2020 goals

How to respond when asked to discount your commission
What Floyd says about commissions: "I'd work for nothing if they needed it, but not just because they asked me to."
How you can prepare for this fall and a possible second wave of COVID spikes
Control the controllables

Parade of Techniques - Consistency in your prospecting creates success - Spice adds flavor, consistency adds substance Ask the Experts - I’m listing a house for my friend but they listed it 40k higher than I recommended. It has one serious issue. What’s your #1 piece of advice? - How to shift away from working with buyers and focus on building my listing inventory

Episode 130: Pay Attention by Mondays with Mike & Mary

Parade of Techniques - Imprint machine - Yard painting and signage, a marketing idea that takes planning but can show a great ROI

Ask the Experts - How do you respond to instant buyer’s remorse? - How to hire an assistant - what to look for?

Parade of Techniques - Handling unhappy clients, a great dialogue to help you prove yourself to them - Celebrity video messages - Cameo

Ask the Experts - How to get more high quality testimonials - What do I do if/when my buyers get cold feet and back out of a transaction? - A half time check in for 2020

Parade of Techniques - “So what do you think is happening in real estate right now?” The power of knowing your numbers and being able to use them. - Edwene Gaines, “You must forgive everyone all of the time, especially yourself.” Ask the Experts - A dialogue to use when working with buyers - Are you experiencing inspection issues and increase in demands? ....Present it anyway and see what the owner has to say

Floyd says, “An offer is better than no offer.”

R Squared Teams are forming now! https://www.floydwickman.com/r-squared-coaching

Parade of Techniques: - What our agents learned from listening to live prospecting calls - The importance of listening during your prospecting calls

Ask the Experts: - How flexible should I be on pricing? Do we know what will happen in the market? - I'm making calls but I still need more people to talk to. How do I find them?

Parade of Techniques: - A gift for your BOB unique to this pandemic - “If you had no choice…”

Ask the Experts: - Video marketing.. I know it’s important but I’m procrastinating. - Batch content creating - Do I go back into the office?

Episode 123: Opportunities Knocking by Mondays with Mike & Mary

Episode 122: Stimulus Pause Response by Mondays with Mike & Mary

Parade of Techniques - Realtor.com Professional - Best ways to optimize your next virtual open house Ask The Experts - Start where you are, do what you can - “My cash buyer wants to sell subject to selling their house… what advice would you give to me?”

Prospecting seems to be the theme this week. Everyone wants to know what the activity is in their markets.

Parade of Techniques: - Who should you be calling during this pandemic and what the heck do you say? - Know the activity in your area - Supporting small businesses as they prepare to reopen, or have reopened

Parade of Techniques: - Helping your clients improve their credit scores - Work on your morning routine to improve your mental health

Ask The Experts: - Reasons why it makes sense to act now (to buy and/or sell now) - What didn’t change overnight: the market - Marketing ideas for reaching the generations on Facebook that check their page 10x a day

Episode 118: Drawing The Line by Mondays with Mike & Mary

Parade of Techniques: - Finding optimism even through these tough times “We were made for this. We are problem solvers.” - Quarantine Scavenger Hunt on Facebook

Ask The Experts: - Income maintenance - how do we keep the deals we have in progress, on track? How to ensure they close? - How to handle parents of a buyer interrupting the transaction… that never happens right?

Parade of Techniques: - What type of business to line up NOW for later - Matterport

Ask The Experts: - Should I go or not go when someone requests an in-person listing appointment right now? - How to come out of this experience smarter?

“Nothing lasts. Not the good times. And certainly not the bad times.” - Floyd Wickman

Episode 115: Mother Of Reinvention by Mondays with Mike & Mary

"Do I keep working - business as usual during these unprecedented times?"
What can you do for others this week?
A perk from everyone being home... make those calls!
Showing leadership in your community

"Salesmanship is leadership." - Floyd Wickman

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...

Are you coming to Master Sales Academy 2020? June 1st and 2nd at the Cincinnati RiverCenter Marriott. More info: floydwickman.com/msa

Using a contract manager
"Will you take less commission?" - How to respond to this question
What's the best way to show new or possible clients that you care?
Practice, Drill, and Rehearse
Practicing on friends and family

floydwickman.com (734) 637-4030

What are your rights in a multiple offer situation?
Building relationships with realtors preparing for retirement
How to protect your sellers...
An idea for generating leads from community members that other realtors may not be building relationships with
Hometown Heroes: a lead generation tool to support the heroes in your community

Episode 110: Can We Talk by Mondays with Mike & Mary

Happy Monday! On this week's episode, ALL of our R Squared Coaches make guest appearances on Mondays With Mike and Mary.

Gratitude v. Privilege
Leveraging relationships within your community
Referred Lead Generator + how it works in action
Working with your Board of Directors
The importance of creativity in real estate

Remember, we have a LiveStream Program starting Thursday February 13th, 2020. More info at: floydlivestream.com

Is it Awards Season at your company?
A simple dialogue to help you land your next client
Why is 200 the magic number for your Book of Business?

Join our next LiveStream Floyd Wickman Program! Registration opens on Thursday -- floydlivestream.com

SEO
Testimonial Tree and other tools to get reviews
Scheduling your mailings and email campaigns
What service can you provide to a FSBO to make sure you land that listing?
1 goal is to enhance the business and get referrals, by getting reviews
When to send a review request
Using your Wickman Core Values to market yourself

Episode 106: Child-Proof Your Listings by Mondays with Mike & Mary

The Be Kind Movement from Ellen DeGeneres
One way around MLS restrictions
Find your top 90 people
Are your client's putting off packing?

Did you learn something in this episode of Mondays With Mike and Mary? Share it with a friend or colleague!

Social media distractions and a resource that could help
Designing your 1 year plan
How do I keep busy if things are going slow?
Looking at your BOB
What to do with an expired listing database
Are you having issues with your admin or assistant? Floyd's 7-step problem solving track could help

Reconnecting with past clients
A look back on 2019. What do you remember about it? HOW do you recall the year?
Encouragement for the start of a new year
Stay focused and set some LFTs in 2020

Episode 102: Here Comes 2020 by Mondays with Mike & Mary

Positive control and thinking
Affirmations: “Anything that happens, happens in my best interest”
Mary's favorite way to focus
What’s the point of holding an open house?

Today we are celebrating our 100th episode of Mondays With Mike and Mary! Thank you for being in this incredible community and learning alongside us.

This week, Mike and Mary share: - All about Christmas Cards, and what else you can do in 2020 to excel at your marketing plan - Expired Agents - R Squared Coaching Renewal

"Sometimes our business is so distracting that we don't get a break to see through the trees." - Mike Pallin. Thank you for taking the time to be with us this Monday. Remember to hit "follow" so you get notified next week when the next episode is posted!

“Don’t let crazy get between you and the sale”

Remove the obstacles preventing you from hitting your goals
How do I enjoy the holidays with my friends and family? How do I press pause and reset for 2020?
Clean up before you end the year. Finish your marketing plan for 2020
Visualize. Vision Boards
Bannersonthecheap.com
Signsonthecheap.com

“Clarity about my purpose - the 5 Whys - lets me tell the difference between what’s a distraction and what’s an opportunity”

The three prices on every house
Reasons to list with me including membership in the Master Sales Society
Ideas already implemented from the Business Breakthrough event

2:40 Tale Of Two Agents by Mondays with Mike & Mary

Winter survival kit, an idea for your clients
Call to Action
Have you ever bought a client’s home for wholesale value?
What do you do… when… the ‘crazy’ comes out…?
What happens when your buyer doesn't show up to the closing? How do you protect your seller?

A unique gift idea for your clients after they list with you
How to build your listing inventory WITHOUT cold-calling
How this agent generated 400 listing leads
Cole Information and other lead enhancing tools to try

Parade of Techniques

Veteran’s United
Communicating to all parties involved in a transaction
“Last week I was ready to quit. Then I planned two vacations and everything changed.”
How “mini-LFTs” make us feel

Ask the Experts

A shift in inventory… what should I do to get my inventory sold ASAP?
The Crows Nest Perspective
Look at your numbers

2:36: Be Prepared by Mondays with Mike & Mary

Roof Max
“I can’t negotiate my commission until I know what we’re working with”
“Nothing cheap is good. Nothing good is cheap”
How do I handle this now as we gear up for the holidays?
What do I do to get my client into an offer that will go through?

Check the ratio of referrals given to referrals received - how to decide which loan officer to keep working with
Finding your focus - using SMART week to block out your week
Overcoming “video-phobia”. Subjects to help you overcome this fear and one common theme: tell stories
ROI on the “mail” part of your Mail Call See, Marketing Plan
“Every mailing has to have a hook (or call to action. A reason for people to respond to you.” - Mike Pallin

Remember to register for the Business Breakthrough! November 18-19 in Lexington, KY --https://www.floydwickman.com/breakthrough

Parade of Techniques - Gratitude for our community of agents in R Squared - How to break the news to a client that their house is no where near it’s full retail value - closer to the wholesale value (a piece of dialogue to help you navigate that conversation)

Ask the Experts - Dialogue to help talking to your clients when the property STILL won’t sell, despite multiple price reductions. - “How much is it costing you to have the house vacant?” - Do you have toxic clients wearing you down? - AHA - Adversity Handling Analysis

Door-knocking the afternoon your listing goes live
Using predictive analytics in your FARM
“How do I get my friends to list at the RIGHT price, not the emotional (too high) price?”
“What goes into my FSBO book?”

Parade of Techniques -Open rates are higher in messaging vs. email - are you following up your emails with texts? -What your pre-listing appointment package should say -Be a listener

Ask The Experts -Creative marketing ideas - where to put your logo -What to do if/when the buyer texts that they've change their minds, AFTER offer acceptance?

“Your economy doesn’t have to be determined by the economy” - Floyd Wickman

A no-pressure photo opportunity to offer to your people, in the last bits of summer BEFORE winter hits.
Are you getting burned out? A few ways to change your mindset, practice gratitude, and get back to feeling like yourself
Book recommendation: How to Stop Worrying and Start Living by Dave Carnegie
“This is the way it’s going to be.” How to accept what you’re going through, when there’s nothing you can do to change it. How do I get myself to act?
“Taking small steps makes progress toward making our life better” - Mary Johnson-Pallin

-Protect your commission: what this agent did and didn't do when their listing expired -The power of handwritten notes -Communicating with clients -Prospecting techniques -Tracks > Scripts - What's your ROI on marketing mailing campaigns?

2:28: Plan For What's Ahead by Mondays with Mike & Mary

From Floyd, Three things you need to be happy
Some perspective on the current market and potential recession
What do you do with a non-communicative agent?
Are you noticing the days on market are expanding?
How to 'up' your photography game

Using Facebook Marketplace to declutter
Mail, Call, and See. Why you need all three
Make it easy for other agents to show your listing, and remove any obstacles

8:08 “What about your system makes you better than another agent?” - From Social media advertising, and professional photographs, to door knocking, and creating business cards for the listing

Parade of Techniques

Two sites to generate referral leads - HomeLight and Referral Exchange
PrimeSellerLeads.com

Ask The Experts

“Our inventory is down 12% and I’m feeling ___” … SHIFT your thinking. Speak positively to yourself. Trust your numbers. Work on your vision board.
“The basics don’t change, the ratios do” - Floyd Wickman
Expanding your online presence to get more listings
Close, personal relationships

2:24 Knockout The Competition by Mondays with Mike & Mary

Parade of Techniques * Client Appreciation Party - In a movie theatre with a twist * "Through the pen..." - The power of writing things down and designating space for organization in your business

Ask The Experts: * How to defend yourself and your abilities when asked, "What makes you valuable?" - Hint: What does Floyd say about caring? * What do you do when everyone wants everything all at the same time?

See you in November at our next real estate training event! The Business Breakthrough - November 17-18, 2019 in Lexington, KY floydwickman.com/breakthrough

Parade of Techniques: - Handwritten letters to potential buyers on a listing that landed this agent three listing appointments in three weeks! - Social Media Content - How to save yourself time posting each week

Ask The Experts: - A hot listing with multiple offers OVER the asking price, it is investor-owned, and the buyer walked away. Now it’s vacant with no interest. Listen in to hear the advice this agent received from her teammates. - "Our team has been SO busy, so how do I stop and taking the reins back on my business without losing momentum?" - Can you relate to this? Hear the many pieces of advice this agent got.

Are you prepared for failure? Why learning how to recover is important before you fail.
A great tip for how to land a FSBO or warm them up to you
"By forming the questions, sometimes the answer becomes obvious" - Mike

2:20 The Perception Of Value by Mondays with Mike & Mary

Parade of Techniques - Have the seller write a letter to the buyers that is read BEFORE they look at the house - Say Your Pledge

Ask The Experts - Do you always discount for family or friends? (Some of you already know how we feel about this…) - How to handle BIG post-closing problems

Teams are forming now! Join R Squared Coaching! >> floydwickman.com/r-squared-coaching

The Plan For Hot Market Selling
How to put (sometimes necessary) pressure on yourself to meet your commitment
“You can only grow your business to the level that you can handle more problems” - Mike
Which agent always wins in a multiple offer situation? Mike shares some tools about how to handle this situation

Teams are forming now! Join R Squared Coaching! >> floydwickman.com/r-squared-coaching

Are you feeling overwhelmed during this season?
Why you should Google your own listing
The real value is found in giving what you have so you can get back what you need
Why haven’t you been on a listing appointment in > three weeks? This student asked his team about how to get in the door
What’s your best strategies for getting MY offers looked at and accepted (other than out-bidding everyone)?

Teams are forming now! Join R Squared Coaching! >> floydwickman.com/r-squared-coaching

Tons of great Parade of Techniques this week and Ask The Experts including:

A system for following up with your leads - one for sellers and one for buyers; why you should systemize your follow-up
SMART Numbers and building your listing inventory
An important reminder: who and what gives you the most satisfaction?

Happy Memorial Day! A special thank you to the men and women who have served the United States, and the families that support them.

What to do when you get a referral lead
Communication channels and building a system to create qualifying leads
"Are you willing to lose the buyer over $400?"

Negotiation. Prospecting. Expired Listing Techniques. Hesitations Handling. Goal setting and measuring.

MasterSalesAcademy

2:12 Managing Client Expectations by Mondays with Mike & Mary

What is your morning routine? Mary talks about why you need to focus on it - including how to factor in your lead gen technique for the day
Has your spring market 'sprung' yet? Mike gives some tips to help you kick your spring business into gear
A simple strategy to keep your listing agents on their toes - the power of handwritten notes

2:10 Restoring Your Focus On The Important by Mondays with Mike & Mary

Parade of Techniques - A great idea for listings with multiple offers - Acceleration clauses - Affordable health insurance options if you are self-employed

Ask the Experts - Why to ALWAYS negotiate money face-to-face - How to get out of town buyers to really listen to you

"Let's pretend..." a great Wickman dialogue technique

Look forward, not backward

The power of visualizing your goals
How increasing your number of conversations could really benefit you
Pricing strategy at a listing appointment, a great dialogue that Mary shares
“You can’t handle a hesitation standing in someone’s front yard” - Mary

What is preventing you from hitting your goals? What are points of frustration?

What Floyd says when you're close to burn-out
How long do you follow up on your leads with no response?

"You can't fine tune anything until it's first consistent" - Floyd Wickman

Two excellent pieces of dialogue to help you in tough conversations with clients.

Are you feeling crazy or at risk of becoming crazy during this Spring Market? Some tips to help you regain or maintain control during this time.

more!

Do you keep in touch with clients from 5+ years ago? How?
Learning from the mistakes of others
The power of customized Starbucks gift cards

Ask the Experts - Marketing - Why to invest in your marketing dollars - ISA (Inside Sales Associates)

Should you include data about your track record in your listing presentation? (Yes) BUT, why? What's your purpose in doing so?

Parade of Techniques - All about prospecting
Spokeo People Search & Forewarn - Two affordable tools to collect cell phone numbers
Should you hold an open house for another agent?
Why to negotiate commission up-front

Are you having trouble holding yourself accountable?
The power of a 5-90-10
When you feel a little off-track, what can you do to ‘get your mojo back’?
What are you LFT’s? (Look Forward To’s)
Creating meaning in your life

The power of wearing a name badge as a Real Estate Professional
Building Inventory with Op City or Listing Boo- two ways to get listing leads that you pay for at closing, recommend by our students
Defend your seller’s equity
Relationships with preferred contractors

Why to invest in your platinums
A new open house idea for new listings
“Ask the Experts” - How do I find the right balance between work and family life? We went around the horn in our R2 group and this student received excellent advice
“When my spouse is happy, I’m happy”; don’t stay out of balance for too long in any area of your life (work or family)
“Routine protects balance” - Mary Pallin

EPISODE 52! One year of Mondays With Mike & Mary! Celebrate with us by listening in and you may hear a giveaway...

You will also hear: - The value and power of a 5-90-10 session - Repetition is the Mother of Skill - What to do when you're tempted to discount your commission when asked by a friend or family member - 2 Parade of Techniques - Ask the Experts, "How do I stop feeling 'off-track'?"

Your pre-listing package, listing presentation, tax planning, tax documentation, and your ratio of lead to appointment conversion should all be examined at the start of a new year. Listen in as we answer why these are important, best practices for reviewing these items, and why it's especially important this time of year.

"How to Cure Seller Procrastination" - What one student learned from an elementary school's drawing on the wall - Persistency vs. Consistency - Conflict management technique (cushion, handle, close)

49: The Key To Doing Better This Year Than Last Year by Mondays with Mike & Mary

48: You Are What You List by Mondays with Mike & Mary

One More... the title might speak for itself? Listen in to find out.

Happy New Year from Mike, Mary, Floyd Wickman and the Floyd Wickman Team. Thanks for listening in this week.

Happy New Year! From Mike, Mary, and on behalf of Floyd Wickman and The Floyd Wickman Team. Wishing you peace and prosperity in the New Year!

45: Get Off The Fence by Mondays with Mike & Mary

Preparing for the end of the year - Are you ready? Are you overwhelmed? Listen in to hear our best tips to help you stay in control of your time this time of year. We also are talking about your tried and true resources for your real estate business (Comparative Shopping Analysis, Marketability Checklist, etc)and a reminder about how they help you be more efficient with your time.

"We are not your coaches for 1 hour every week, we are your coaches 24/7" - Mike Pallin.

43: Bulletproofing Your Business by Mondays with Mike & Mary

On this week's episode of Mondays With Mike & Mary you will hear: - Two Parade of Techniques (including an important reminder this holiday season) - How to supplement your business with additional sources - Using incentives to hit your goals - The importance of prospecting (a reminder for some, a wake-up call for others!)

This week on Mondays With Mike & Mary you will hear two parade of techniques, how to set intentions for 2019, an Ask the Experts question from one of Mike's students about frustration (remember what frustration signals?), and why psychologically people have to compare to decide...and why Floyd's dialogues are still working.

WEEK 40! This week on Mondays With Mike & Mary you will hear two parade of techniques, how to start qualifying conversations, two Ask the Experts highlights, a simple 5-step system to help you hit your listing appointment goals.

The Monday after our annual event The Business Breakthrough we are talking about all the incredible things we learned at the event this year.

Bits of motivation and inspiration to help you finish this year strong, on-track, and motivated for the start of 2019.

Marketing tips and tricks
New prospecting ideas

In this episode we are announcing the winners of our GIVEAWAY! They will each get to have a champagne dinner with Floyd Wickman himself in Michigan during our upcoming event, the Business Breakthrough.

Parade of Techniques, Ask the Experts, and other highlights from R Squared Coaching on Friday are also shared in this episode: World Class Service.

If you enjoy this episode or others by Mike & Mary, share it! Tell your friends! Spread the word and we will personally thank you if you tag us.

36: Don't Shoot The Messenger by Mondays with Mike & Mary

35: Why We Believe You Should Always Underpromise And Overdeliver by Mondays with Mike & Mary

Mike & Mary Pallin discuss highlights from R Squared Coaching calls. Hear Ask the Experts questions answered, and what our students are implementing in their businesses as realtors from all over the country.

OUR MOST POPULAR TRACK Why? Listen in to find out.

Parade of Techniques: Drastic increase in the number of expired listings (BTW what's your ratio? Comment below), 3D Virtual Tours
Ask The Experts: Reconnect and follow-up strategies for the season, What do you do when you are stuck or lose business?

AND we will answer what the heck "Bouncebackability" means

32: Shifts & The End Of The World by Mondays with Mike & Mary

31: Activity Breeds Success by Mondays with Mike & Mary

30: Do Your Assignments by Mondays with Mike & Mary

So much good stuff in this week's episode. We had tons of discussions with our R Squared Coaching students this week - including ones about buyer leads, when to hire an assistant, how to maximize your use of technology & more! Listen in!

"Before you hire an assistant, maximize the use of technology to support you in what you do."

28: Get Your Money Back by Mondays with Mike & Mary

Where are you looking for listings? Where SHOULD you be looking for leads, listings, business, referrals, etc.? Everyone takes a different strategy or approach but not everyone is successful with the one they choose.

This episode will inspire you to analyze where your listings are coming from, and reflect on what you can improve on to improve your business! Listen in, then comment and let us know what you think and where YOU find listings!

24: Virtual Showings by Mondays with Mike & Mary

The market has changed. We are in the second half of 2018 and your strategy is constantly changing. One thing that HASN'T changed: listings are the name of the game.

Hear the top "Ask the Experts" questions from this week of R Squared Coaching, and more!

Balancing work and personal life can be especially challenging during the summer months. How do Mike and Mary (& their students) find balance? What else did we learn from R Squared Coaching this week?

GIVEAWAY DETAILS: Share this episode OR one of your favorite episodes from Mondays With Mike & Mary and tag us on Facebook, Twitter, or LinkedIn to enter into the drawing! Find out what you can win by listening to the podcast!

20: Halfway Home by Mondays with Mike & Mary

It's Monday! Time for a NEW episode of Mondays With Mike & Mary! This week we are talking about "The Power of Routines". Listen in and let us know what you think.

What did we hear and learn this week on our R Squared Coaching calls this week? Marketing, lead generation, relationships, change, habits, etc. Listen in to hear more!

Are you feeling burned out? Are you starting your day energized and organized, or not? Do you WANT to make more calls? Listen in to hear Mike & Mary go over real world examples and strategies to break feeling unmotivated. Refresh your skills, revamp your business.

Were you at Master Sales Academy, 2018? If you weren't, you might wish you would've gone after hearing these highlights from our two-day selling skills workshop! What went well? What did we teach? Listen and find out!

Listen to the highlights from "Parade of Techniques" on Friday's R Squared Coaching Calls: Social Media Tools and Strategies, Blogs, Frustrating Clients, Decreasing Inventory (& what to do about it), and How to land TWO Listing Appointments.

12: Listing Tool Box. What Should Be in Yours? by Mondays with Mike & Mary

Do you believe in "both/and"? How can you optimize your time? How can you tap into resources around you to help you deal with emotionally challenging life changes?

9: Systems by Mondays with Mike & Mary

This week on Mondays With Mike & Mary we are talking about ideas for building inventory in today's hot market.

7: Turn Lookers Into Listers by Mondays with Mike & Mary

Listen to hear about: what we heard from Parade of Techniques this week, what are 5-90-10s, the importance of real estate teams and teamwork, what a difference planning can make, & more!

5: Staying Motivated by Mondays with Mike & Mary

Welcome (again) to Mondays with Mike & Mary! Listen in to hear what new techniques we learned from our coaching students this week: Team Building, Prospecting, Ask the Experts

We are happy that you're here. Remember to press "Subscribe" so you can hear from us every Monday!

How the best trained agents in North America share creative ideas, solve problems, remove obstacles, meet challenges and provide encouragement, support and objective advice

How the best trained agents in North America share creative ideas, solve problems, remove obstacles, meet challenges and provide encouragement, support and objective advice

How the best trained agents in North America share their best ideas, solve problems, remove obstacles, meet challenges and provide encouragement, support and objective advice

Meet Mike & Mary Pallin, Floyd Wickman Team R Squared Coaches