Windermere Coaching Minute: Recent Episodes

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Speaker: Michael Fanning; Contact: fanning@windermere.com

Book Referenced: "Changed Mind" by David Bayer

The Mind's Survival Filter and Desire:

• Our brain has a survival filter that focuses on the absence of desired things rather than their presence.

• This filter can work against personal growth or change by fixating on lack and causing frustration.

• To overcome this, notice when your mind is focusing on absence and gently redirect attention to possibilities.

The Equation of Transformation:

• Desire + Non-Resistance = Desired Outcome

• Resistance or limiting beliefs stem from our programming and can block progress.

• Identify areas of strong desire but resistance, and consciously replace limiting beliefs with empowered beliefs.

Thoughts Shape Your Reality:

• Our thoughts become our reality, as beliefs inform thoughts, which generate emotions, actions, and results.

• Negative thoughts create a self-fulfilling prophecy, while positive thoughts open up new opportunities.

• Reframe limiting beliefs to empowered beliefs, and actively seek evidence supporting the positive beliefs.

Breaking the Cycle of Resistance:

• Transform resistance into non-resistance by changing the meaning given to experiences.

• View challenges as lessons rather than problems, and express gratitude for the lessons learned.

• Find evidence of times when you demonstrated the empowered beliefs you want to adopt.

Relaxing into Personal Growth:

• Forcing yourself too hard can create resistance; instead, relax and allow habits to form naturally.

• Practice relaxation techniques like deep breathing, meditation, and mindfulness exercises.

• Focus on daily progress rather than fixating on the end goal.

The Gift of Time:

• Time spent understanding and overcoming limiting beliefs is a gift, not a curse.

• Embrace the journey and trust the awareness gained; it will serve you in transcending limiting beliefs.

• Reflect on your personal journey and celebrate progress as you move forward.

Non-Resistance and Joy:

• The key to joy and peace is living in non-resistance and allowing desires to manifest naturally.

• Let go of the need to control outcomes and trust that your desires will manifest when you align with non-resistance.

• Identify activities that naturally put you in a state of non-resistance and make time for them regularly.

Empowering Beliefs and the Universe:

• The universe wants to say "yes" to your beliefs, whether limiting or empowering.

• Develop routines and time blocks to control conscious thoughts and disengage from limiting beliefs.

• Adopt empowering thoughts and move away from limiting beliefs to achieve growth and help others.

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Michael Fanning, the host of the Windermere Coaching Minute, discusses the power of consistency, resilience, progress, habit formation, personal growth, and confidence in running a successful real estate business, especially during challenging times. Here are the key points :

• Introduction: Michael Fanning shares insights from coaching real estate agents on how to achieve success despite current difficulties in the market.

• Consistency and effort during hard times can make a significant difference in overcoming challenges and achieving success.

• Resilience means being willing to get back up and keep going, even when faced with setbacks.

• Progress can be slow or small, but the important thing is to keep moving forward.

• Building positive habits and routines can become automatic and easier to sustain, even during difficult periods.

• Consistently putting in effort builds self-confidence and belief in one's abilities.

• Opportunity recognition is the ability to capitalize on opportunities around you, which requires a positive mindset.

• Hard times often present opportunities for personal growth and self-discovery.

• Suggested habits: morning routine, showing up professionally, warm/hot list reviews, handwritten notes, real estate reviews, updating database, recharge time, and quality sleep.

• Believe in yourself, surround yourself with supportive people, and invest in coaching or accountability partners for continued success.

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Listen to Michael Fanning and Steve Loevastsu, a seasoned real estate agent starting in 1988 with Windermere Real Estate. Here are the key takeaways from Steve Laevastu:

Steve Laevastu is a highly successful and experienced real estate agent who has been with Windermere for over 30 years. He is based out of the Greenwood office and primarily works in the neighborhoods around his home, within a 10-minute drive radius.

Key Takeaways:

1. Consistency is key: Steve has been consistently sending out monthly newsletters to the same four neighborhoods (Wedgwood, Hawthorne Hills, Ravenna, and Mont Lake) for over 15-20 years, totaling around 7,500 newsletters per month. This consistent presence in his farm areas has been instrumental in his success.

2. Geographic Farming: Steve believes that geographic farming is the easiest way to make money in the real estate business. By focusing on specific neighborhoods close to his home, he has been able to establish a strong presence and reputation in those areas.

3. Relevant Content: Steve ensures that the content in his newsletters is relevant to the specific neighborhoods he targets. He includes information about local developments, real estate market updates, and happenings in the area, making the newsletters valuable to the recipients.

4. Systems and Templates: Steve emphasizes the importance of creating systems and templates to streamline processes and improve efficiency. He has templates for follow-up emails, letters, and other communications, saving time and ensuring consistency.

5. Focus on Listings: Steve has consciously chosen to focus primarily on listing properties rather than working with buyers. He finds listings to be more efficient and refers buyers to other agents or members of his team.

6. Open to Sharing: Steve is happy to share his knowledge and experience with other agents. He enjoys having lunch and discussing strategies to help others thrive in their real estate business.

Contact Information:

Steve Laevastu can be reached at 206-226-5300 or via email at sold@windermere.com.

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"Welcome to our insightful book review episode, where we'll be exploring a diverse array of transformative reads recommended by Michael Fanning from the Windermere Coaching Minute podcast. Get ready to dive deep into powerful books spanning themes like mindset, personal growth, gratitude, taking action, and unlocking your full potential. Michael will be our guide, breaking down key takeaways and wisdom from over 30 inspirational titles handpicked to enlighten and motivate you on your journey of self-development. Don't miss this opportunity to discover your next life-changing read!"

• Don't Believe Everything You Think by Joseph Nguyen
• The Subtle Art of Not Giving a F*ck by Mark Manson
• Stop Squatting With Your Spurs On by Angel Tucker
• Big Potential by Shawn Achor
• Mindset by Carol Dweck
• Personality Isn't Permanent by Benjamin Hardy
• Think Like a Monk by Jay Shetty
• Give and Take by Adam Grant
• Unreasonable Hospitality by Will Guidara
• F*ck Yourself by Gary John Bishop
• It Takes What It Takes by Trevor Moawad
• Unstoppable by Craig Ballantyne
• Hidden Potential by Jen Croneberger
• Atomic Habits by James Clear
• Outlived by Peter Attia, M.D.
• Feel Better Fast and Make It Last by Dr. Daniel Amen
• Manifest by Roxie Nafousi
• Super Attractor by Gabrielle Bernstein
• Letting Go by David R. Hawkins, M.D., Ph.D.
• Burnout by Emily Nagoski & Amelia Nagoski
• Livewired by David Eagleman
• Never Split the Difference by Chris Voss
• Antifragile by Nassim Nicholas Taleb
• Grit by Angela Duckworth
• High Performance Habits by Brendon Burchard
• High Performance Habits by Brendon Burchard
• The Infinite Game by Simon Sinek
• 4000 Weeks by Oliver Burkeman
• Big Magic by Elizabeth Gilbert
• The 5AM Club by Robin Sharma

Contact Host Michael Fanning Fanning@windermere.com

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"The Windermere Coaching Minute Podcast," hosted by Michael Fanning, and the guest speaker is Chris Mattix, the Regional Sales Manager for America's Preferred Home Warranty (APHW).

1. Chris Mattix provides an overview of APHW, a home warranty company based in Jackson, Michigan, operating in 49 states, with a call center and service department housed in the same location.

2. APHW has a partnership with Windermere Real Estate since 2019, offering branded materials for agents and a client-facing website for warranty information. https://aphw.house/windermere/

3. A home warranty is designed to cover the main systems and appliances (plumbing, electrical, appliances, cooling, and heating) in a home that homeowner's insurance typically does not cover. It provides budget protection for homeowners.

4. Offering a home warranty to sellers can help agents win listings by providing protection during the listing period, covering potential issues that may arise from buyer inspections, and offering legal and financial protection for sellers after the sale.

5. Listing agents can order a listing coverage as soon as they have a signed listing agreement, providing coverage for pre-inspections and protecting the seller's bottom line.

6. For buyers, a home warranty offers peace of mind and financial assistance for repairs or replacements during the first year of ownership, especially in a competitive market with high interest rates and costs.

7. APHW allows homeowners to choose any licensed contractor for repairs, a key differentiator from other warranty companies.

8. APHW offers legal protection for sellers after the transaction, including coverage for errors and omissions deductibles and attorney fees, even if a warranty was not purchased.

9. Agents can provide a home warranty as a value-add to buyers, making it easier to articulate their compensation and offer additional benefits like identity theft and home title fraud protection.

10. Home warranties serve as a touch point for agents to reconnect with clients during renewal periods or when issues arise, fostering positive client experiences and potential referrals.

Chris Mattix's Contact Information:

Phone: 206-305-2343

Email: cmattix@aphw.com

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Michael Fanning (Host)

Jason Shutt from Bainbridge Island, 10 years Windermere

Robin Springer from Portland, Selwood 14 Years Windermere

15 Bullet Points:

1. Changes due to the NAR settlement, requiring buyer representation agreements.

2. Educating sellers on the value of offering buyer's agent compensation.

3. More buyers can afford the property when offering compensation.

4. Higher potential sale price when incentivizing a larger buyer pool.

5. Easier negotiations when not negotiating buyer's agent compensation.

6. Transparency and avoiding steering are key aspects of the settlement.

7. Importance of understanding the seller's perspective and not making assumptions.

8. Some sellers may resist offering buyer's agent compensation.

9. Articulating the agent's value and having a solid process is crucial.

10. Conducting a pre-buyer interview to gather information before meeting.

11. Explaining the importance of the buyer representation agreement.

12. Exclusive vs. non-exclusive buyer representation agreements.

13. Comprehensive education for clients on the process and documents.

14. Pointing out potential issues during home showings to manage expectations.

15. Asking questions to understand the client's personality and needs.

Email addresses:

Robin Springer: RSpringer@windermere.com

Jason Shutt: jasonshutt@windermere.com

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• Russell Marsan is an expert on 1031 exchanges, having worked in the field for 28 years with Investment Property Exchange (IPX1031), the largest qualified intermediary facilitating 1031 exchanges in the nation.

• A 1031 exchange allows real estate investors to sell one investment property and reinvest the proceeds into a new investment property while deferring all capital gains taxes. It is considered the greatest wealth building tool in the tax code.

• The term "like-kind" is misleading - virtually any type of investment real estate qualifies as "like-kind," including raw land, single family rentals, apartments, commercial properties, etc. The properties don't have to be of the same asset class.

• 1031 exchanges can be done across state lines while deferring both state and federal capital gains taxes. A few states like Montana and California have a "clawback" provision where the state can recapture taxes if the owner leaves after exchanging out of that state.

• Death is the only inevitability, not taxes - 1031 exchanges allow deferring capital gains taxes until the owner passes away, at which point heirs receive a step-up in basis and can sell tax-free up to a generous exemption amount.

• There are strict 45-day and 180-day timelines - the investor must identify potential replacement properties within 45 days of the sale, and complete the exchange by acquiring the new property within 180 days.

• Owners can convert a rental property into a personal residence through a 1031 exchange following IRS revenue procedure 2008-16, which requires limiting personal use for 2 years.

• Marston recommends agents ask clients about any business use of their home (home office, rental, etc) to explore doing a partial 1031 exchange to defer depreciation recapture and taxation on that portion.

Cell Phone: (530) 755-8355

You can call him anytime, even 8pm at night as he said "I'm a tax nerd. I have no life."

Email: russell.marsan@ipx1031.com

He also mentioned that agents can reach out to him about providing training classes or evening educational events for their offices and clients on how to build wealth through 1031 exchanges. He enjoys doing these interactive presentations from 6-7:30pm on weeknights at the venue of the agent's choice.

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Michael Fanning Podcast host talks to Anders Ibsen and Stevi Fanning about the details on contingent offers.

• Stevi Fanning is a real estate agent in Idaho.

• Anders Ibsen is a real estate agent from the greater Tacoma area with Windermere Real Estate.

Bullet Points:

1. The podcast discusses the power of contingent offers and the difference between types of contingent offers.

2. A contingent offer means buying and selling a property at the same time, where the buyer needs to sell their current home to buy the next one.

3. There are two types of contingent offers in Washington state: Form 22B (buyer needs to accept an offer on their current home) and Form 22Q (buyer has already accepted an offer on their current home).

4. Form 22B is less competitive in multiple offer situations but allows more flexibility in timelines.

5. Form 22Q is more rigid in timelines but more competitive as the buyer is already under contract.

6. Educating clients on their equity position, competitiveness of their home, and occupancy situation is crucial in contingent offer scenarios.

7. Listing agents should actively communicate with the buyer's agent to ease the seller's mind and build trust.

8. Buyers can initiate negotiations on the terms of their home listing, such as reducing the list price if no offer is received within a certain period.

9. Bidding wars can be won with awareness of what it takes to win, emotional preparedness of clients, and a competent agent.

10. The competence of the other agent is crucial for a successful contingent offer transaction.

11. Reputation and ability to work well with other agents can sometimes outweigh the strongest offer on paper.

12. Being in a collaborative and educational environment as a new agent is important for learning about complex transactions like contingent offers.

13. Firm culture and emphasis on professional development play a significant role in an agent's competence.

14. Continuous education on changing contract forms and building trust and confidence with clients are essential.

15. Clients should choose firms and agents dedicated to producing successful, productive agents rather than treating agents as mere sources of monthly fees.

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I'm so excited today to have my wife Stevi here.She's going to be talking to you all about referrals. Specifically, we're going to be talking about increasing your business through referrals in two different avenues. One is agent to agent, the other one is sphere.And so we just want to give you some ideas around on how you can increase your business because we know that having other avenues of business in today's market is very important. It's great to get those calls when you get referred, but are you enhancing those channels and doing everything you can? So she's going to give you some great tips. So Stevi, thanks for being on the podcast today.

• Statistics show 63% of sellers and 38% of buyers found their real estate agent through a referral from friends or family, indicating the power of referrals.

• Building a referral-based business has a higher return (3 referrals to 2 closings) compared to other marketing and advertising methods.

• For agent-to-agent referrals:

• Know your market's feeder areas and migration patterns

• Diversify social media content to engage potential referral partners

• Get involved in real estate organizations and events

• Attend industry conferences and masterminds

• Nurture your referral partner database like top clients

• For sphere of influence referrals:

• Have upfront conversations about expecting referrals

• Host client events and allow attendees to bring guests

• Include referral reminders in your engagement plans

• Offer workshops/classes and partner with other professionals

• Incentivize referrals with gifts, recognition, and rewards

• Set goals for incoming and outgoing referrals each year and review them regularly.

• Implement at least one new referral generation idea within 20 days while it's fresh.

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In this podcast Joe Galindo hosts Patrick De Leon as our guest. Patrick is a broker with the Windermere Yarrow Bay office in Kirkland, Washington. The discussion focuses on how Patrick uses social media platforms like Facebook and Instagram to build his brand and business as a real estate agent.

Key points:

• Facebook and Instagram are the primary platforms Patrick uses for their wide reach and user engagement.

• He shares a mix of real estate content (listings, market updates) and personal/lifestyle posts to connect with his audience.

• Tactics include testimonial videos set to music, humorous real estate-themed videos/reels, and casual glimpses into his daily life.

• Consistent posting 2-3 times per week, with daily Instagram stories, helps stay top-of-mind.

• Posting between 1-2 pm Pacific time tends to get the highest viewership.

• Social media presence has helped Patrick get referrals from other agents in his office.

• He monitors his sphere's social media for life milestones to personally acknowledge (birthdays, babies, etc.)

Patrick's email (patrick@windermere.com) for anyone seeking more tips on social media for real estate.

Host: Joe Galindo

Guest: Patrick De Leon (Windermere Yarrow Bay office broker)

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Christopher Rigby is a highly successful real estate agent with Windermere, who has been coaching with Michael Fanning for some time. He has been in the industry for 12 years and primarily works in the Mukilteo area and Harbor Point. He has close to a 100% hit ratio for getting clients from his open houses.

• Christopher stands out for his exceptional professionalism and attention to detail when conducting open houses
• He does extensive research on the area, homes, and market trends to be an expert resource for potential clients
• Christopher spends time and money creating high-quality marketing materials and packets for open house visitors
• His open house preparation includes setting up numerous directional signs, timing his setup process, and ensuring the home is presentable
• Christopher's goal is to get at least one new client from every open house he conducts
• He attributes his success to consistency, focusing on a specific area, and providing value to potential clients
• Christopher dresses professionally in a suit and tie for all client interactions, setting a tone of expertise
• He manages his time effectively, working a 40-hour week while still dedicating time to his family
• Christopher believes in an abundance mindset, investing in his business with the expectation of a strong return
• He manifests success by setting specific goals and maintaining a positive, confident attitude

Christopher Rigby's top 3 points:

1. Extensive preparation and research to position himself as the neighborhood expert

2. High-quality, professional marketing materials and presentation

3. Engaging directly with potential clients to understand their needs and provide value

His contact information:

Cell Phone: 425-220-0621

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In this episode Michael talks about the power of top of mind in building a referral based business.

1. Referral-based agents build sustainable businesses versus transactional agents relying on bought leads. Referral agents focus on long-term care and value for clients, becoming the hub for their needs.

2. Referrals have higher conversion ratios (3 to 2) than cold outreach (2000 to 1), along with higher retention since agents stay connected. They also incentivize clients to refer more and have the highest ROI.

3. People don't refer due to simply forgetting, lacking recent contact, no incentives offered, non-urgent client need, poor past referral experiences due to lack of follow up. Overcome through consistency, education, promotions, value, and referral programs.

4. Be top of mind by having recency of interactions via check-ins, property reviews, newsletters. Be relevant to client interests as a homeowner resource. Build relationship strength via events. Create distinctiveness with signature programs. Contact frequency is key.

5. Most agents lose contact after transactions close, failing to follow up. Referrals require intention, consistency, and value-added communication on an ongoing basis instead of at closing.

6. Have segmented follow-up checklists for buyers/sellers at 1 week, 1 month, 3 months post-close. Include gift cards, neighborhood info emails, invitations to client events, among other value additions.

7. Use relationship builders like FORD (asking about Family, Occupation, Recreation, Dreams) to understand clients better. This grows trust and advocacy.

8. Don’t cut corners - customized mailings, relationship building events, and high-touch coordination require effort. This shows clients they are valued, increasing loyalty.

9. Social media primes clients by regularly exposing them to your brand. Value-add real estate videos establish expertise over time as subscribers see you more.

10. Author Stacey Brown Randall provides referral advice in “Getting Referrals Without Asking” book and Roadmap to Referrals podcast that agents can learn from.

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In this episode Michael Fanning talks about doing hard things daily.

Here are suggested show notes for the podcast transcript:

Show Notes

• Doing hard things daily builds mental toughness and promotes personal growth. Pushing yourself outside your comfort zone forces you to expand your skills and abilities.

• Facing challenges head-on boosts confidence through achieving "micro wins." Meeting difficult situations builds genuine self-confidence and belief in your abilities.

• Hard, meaningful work brings deep satisfaction and prevents stagnation. Easy, mindless tasks often leave you feeling unfulfilled.

• Building resilience through small adversities creates coping strategies to handle life's bigger problems. Developing "mental calluses" builds the mentality to keep moving forward.

• Surmounting difficulties provides opportunities and possibilities that may not have been accessible otherwise. Breaking barriers allows others to achieve the same.

• Obstacles engage problem-solving abilities and push you to find innovative solutions. Necessity breeds invention.

• Pushing yourself leads to mastery and excellence. Doing hard things daily is the only proven path to developing expertise and elite skills.

• Overcoming adversity injects value and makes successes more meaningful. Taking the easy road is comfortable but not fulfilling.

• Find a "growth group" and build a support system with people also challenging themselves. Use coaching for accountability and encouragement when you feel like quitting.

• Identify the hard things in your business and commit to doing them daily. Consistent practice on the edge of your abilities leads to breakthroughs.

Contact Michael fanning@windermere.com

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Introduction

• Joe Galindo a Windermere coachis hosting the Windermere Coaching Minute podcast.

• His guest today is TravisStewart, an 18-year veteran in the Puget Sound real estate market. Travis hasbeen with Windermere Real Estate for 11 years.

Travis' Background

• After high school, Travis didprofessional wakeboarding for 2 years then returned home in 2004 to figure outhis career path.

• He started working in theappraisal business in 2005 after meeting some contacts through college.

• Travis got experience quickly byshadowing experienced appraisers, learning how to evaluate home values. Hetoured over 1,800 homes in 7 years as an appraiser trainee and certifiedappraiser.

• The appraisal work gave himinsight into how different factors like school zones, upgrades, condition etcimpact property value. It also taught him the difference between cost and value.

• He saw the market shift from hotseller’s market to increased refinancing during the 2008 housing crisis. Hisrole changed from delivering good news about equity to being the bearer of badnews about lower appraisals.

Learning from His Mom

• Travis initially didn't want towork with his mom when starting in real estate sales but saw the value in herfocus on relationships and genuine care for clients.

• She treats clients like closefriends, not just transactions. This was different than Travis' dad who was incar sales and had customers.

• His mom fulfills the need of theclient in front of her in that moment, not worrying about the outcome. Travislearned the power of relationships in real estate from her.

Going Above and Beyond

• Travis shares a story aboutspending hours digging through bushes to find a buried septic tank lid forclients selling a home. He leveraged his inspection knowledge to save the deal.This exemplifies fulfilling client's needs.

Transaction Types

• There are relationaltransactions with people you know well vs. transactional deals with lessconnection. Open houses can lead to great relational clients.

Seeing Homes

• It's very valuable for agents totour homes to understand pricing, see different neighborhoods, observe layoutsand condition. Virtual tours don't replace onsite experience.

Kitchen Remodels

• Travis notes kitchen upgradesdon't always increase value equal to their cost. Buyers may not like thefinishes or see the same value.

Gifts from Appraising

• His appraisal experience taughtTravis about depreciation over time. A remodel done years ago likely lost somevalue relative to its initial cost.

Working with Family

• After appraising and title work,Travis joined his mom in real estate sales. She needed help expanding herbusiness and exiting in the future.

• He hesitated to work with her atfirst but now sees the value in focusing on client relationships vs.transactions.

Referral Power

• Travis shares an example of pastclients who moved to Texas but still refer Seattle-area friends to him yearslater. Ongoing communication maintains those referral relationships.

Client Events

• He hosts an annual holiday partywith Santa for over 100 clients as a thank you and community builder. Peoplelook forward to it each year.

• They also do smaller events likecorn mazes and wakeboarding at his home to stay connected.

Ongoing Communication

• Travis stressed the importanceof staying in touch with clients year-round through calls, texts, stopping by,etc. This maintains the relationships.

Gifting Strategy

• He is strategic in giftingclients he knows well vs. his entire database. Does personal gifts withhandwritten notes.

• Travis has used services likeClientGiant but found generic gifts weren't received as well. He customizesbased on the client.

Action Steps

• Reach out to Travis with anyquestions at his email or website.

• Implement similar strategies ofrelationships, events, and gifts into your business.

Contact Travis Stewart. ⁠https://travisstewartre.com/

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Introduction

• The speaker is Michael Fanning, a real estate coach with Windermere Real Estate. covering specifics on being Professional and going above and beyond.

• Fanning begins by noting agents are independent contractors without mandates on service levels. However, successful companies in other industries provide consistent service. Real estate agents should focus on professionalism and consistency.

• He states agents worry about getting paid less, but should focus on bringing value rather than the commission gap. The book "Go Giver" says your worth is based on how much more service you provide than payment you receive.

Avoiding Commoditization

• Fanning explains commoditization is when services become interchangeable and competition is on price rather than quality/features.

• Real estate agents experience this when clients see them as the same and focus only on commission prices.

• Fanning states agents should have a "value edge" to avoid being commoditized.

Moments of Truth

• Fanning introduces "moments of truth" - brief interactions when customers form impressions about brands.

• He outlines 3 key moments: the initial research phase (Zero Moment), first experience with service (First Moment), and experience after purchase (Second Moment).

• Optimizing these moments through marketing and service is key to winning customer loyalty.

Key Touchpoints for Providing Value

• Fanning gives examples of touchpoints agents can optimize:

• Having a consistent sales process

• Communication schedule and expectations

• Regular market research and conveying market expertise

• Professional website, voicemail, email signatures to build brand

• Strong negotiation skills to get the best deal

• Leveraging sphere of influence for referrals and resources

• Providing guidance through choices/consequences, not opinions

• Preparing for a smooth closing

• Staying connected post-closing for referrals and business from past clients

Conclusion

• Fanning concludes agents should run a professional business, use company resources, believe in themselves, and provide high service levels.

• This will create value during key moments of truth, build loyalty and referrals, and create an abundance mindset.

• With an exodus of agents, clients will migrate to those providing consistent quality experiences.

Ninja Selling Book

Windermere Coaching

Michael Fanning fanning@windermere.com

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• Michael Fanning, host of the Windermere coaching minute podcast, shares tips on how to crush your goals and dreams in 2024. He provides strategies to help his coaching clients achieve work/life balance and success.

• Break your big, intimidating goals down into smaller, bite-sized, achievable steps. For example, instead of focusing on running one full marathon, focus first on successfully running a 5K, then 10K, half marathon, etc. Set mini-goals along the way.

• Use tools to track your progress daily or weekly, such as a planner, journal, app, or whiteboard. Tracking provides satisfaction as you see progress, which boosts motivation to keep going. Real estate agents: track your activities, phone calls, property views, etc.

• "Win" at least 40 out of 52 weeks in a year by tracking activities and achieving your targets consistently. Hold yourself accountable. If you miss a target, make sure it's intentional, like taking time off. Don't unintentionally lose weeks by getting distracted or discouraged.

• Get accountability through an accountability partner, mastermind group, or coach. Reporting to someone gives an extra push when you want to slack off. Consider hiring a coach to hold you accountable to agreed upon activities.

• Be patient and give yourself grace. Nobody's perfect. If you slip up, get back on track the very next day. Don't dwell on small setbacks. Change takes time. Persist.

• Maintain a positive mindset through intentional morning and evening routines. For example, exercise, meditate, read, listen to podcasts in the morning. In the evening, follow the "3-2-1" rule - stop eating 3 hours before bed, stop working 2 hours before, get off screens 1 hour before.

• Take care of your body through proper sleep. Let your mind unwind before bed to "park" your brain. Good sleep regulates cortisol, clears the mind, and reduces stress. Follow healthy evening routines.

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In this episode Michael talks with Gretchen Adams on Real Estate and succession planning.

1. Gretchen Adams has been a real estate agent since 2004 and currently holds her license with Red Key Real Estate in St. Louis. She is also a coach with Ninja.

2. Gretchen has noticed that real estate agents often do a poor job documenting processes and preparing for retirement/transitioning their business to someone else. This inspired her to create a “legacy project” focused on real estate succession planning.

3. The four pillars of real estate succession planning she discusses are: identifying readiness, business evaluation, selection/qualification of a successor, and developing a transfer strategy.

4. Proper business evaluation involves documenting all systems, processes, relationships and other facets of the real estate business to accurately determine its worth. This is often the most difficult and resisted part.

5. Selection and qualification involves vetting potential acquiring agents to ensure an alignment of values, trust, and service quality to facilitate a smooth transition.

6. The ideal transition time frame is around 3 years, with the retiring agent slowly phasing out as the acquiring agent phases in through blending of operations, joint marketing, introductions, etc.

7. Payment structures vary case by case based on role of retiring agent, service quality, etc. Often involves an upfront payment and minimum payout by year 3 with ongoing communication about money.

8. Those lacking ability to delegate relationships/businesses are more likely to change their mind and want to remain partially involved, complicating transitions.

9. Taking The Lead Today is Gretchen’s succession planning coaching business launching in January 2023, involving individual and group learning programs.

10. Even agents not nearing retirement should understand these succession planning principles to increase their business’ future value and saleability.

Contact Gretchen. Cell 314-852-5537

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Michael Fanning, host of Windermere Coaching Minutes podcast, welcomes guest Sean Werner from Paramount Residential Mortgage.

Sean has been a lender for 26 years but loves learning new technology and techniques.

Two years ago Sean learned iPhone tricks from BombBomb that they didn't know.

Sean realized text shortcuts on iPhones are very valuable for real estate/mortgage industries.

He created a class to teach text replacements, screen recording, shortcuts, and contact cards.

Digital business cards like Link and Popple require multiple steps to save a contact.

iPhone text replacement feature lets you save a full contact as a phrase. Typing the shortcut text sends the full contact.

This allows Sean to text his full contact info to everyone he meets in seconds.

Sean recommends everyone add details like profession, title, etc to their phone contacts.

Use phone notes for private info like passwords, not shared via contact card.

Add past customer details like month/year they closed, interest rate, sales price to search later.

Record videos and upload privately to YouTube. Turn YouTube link into a text replacement shortcut phrase.

Texting video links this way makes you more relevant to clients.

Take Sean's class to learn more iPhone tricks to work smarter as a real estate/mortgage professional.

Add captions to videos to increase views and engagement on social media.

Use multiple platforms like Facebook, Instagram, YouTube to share videos.

Send Happy Birthday videos via Facebook birthdays for exposure.

Sean is happy to teach iPhone tricks. Text him at 253-07-4501.

Michael and Sean want listeners to learn to work smarter using technology.

Let me know if you need any other details added or removed from this summary.

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• Franny Wood is the outreach director for the Windermere Foundation which supports low income and homeless families.

• The foundation was started by Windermere Real Estate in 1989. Funding comes from agents contributing a portion of their commissions as well as additional donations that are above and beyond.

• 96% of money raised gets distributed to communities due to low administrative costs.

• In 2022, the average grant to organizations was $4,000. Grants help around the holidays when there is increased need.

• The foundation is hoping to spread awareness and increase donations.

• The inaugural Windermere Foundation Comedy Night fundraiser is on November 6 in Seattle featuring Colin Jost. A similar event is happening in Portland on November 7.

• People can buy tickets at Windermerecomedy.com or donate directly if they can't attend.

For more information contact Fanny Wood at frannywood@windermere.com

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Today's Call is the Windermere Coaching Minute Podcast. Devon Kruse is our guest today. We'll talk about how she went from zero to 60 in his career. What might help other people that are newer, newer to real estate launch their career.

Here are 15 key points from the interview between Joe Galindo and Devon Kruse:

1. Devon got into real estate after witnessing a real estate transaction during the pandemic. She was drawn to the people-centric nature of the business.

2. Devon started her career at the beginning of the pandemic in 2020, so most of her initial business was conducted over Zoom. This made it challenging as real estate is an in-person business.

3. In her first year, Devon completed 8 transactions. 4 were from her personal sphere, 2 were referred by other brokers, and 2 were co-listings where she got experience.

4. Currently in year 3, Devon has about 150 people in her database. It's a mix of family, friends, past clients and referrals.

5. Devon sends monthly e-newsletters, quarterly mailers, and hosts 2 in-person events per year to her database. She meets more frequently with her A's and B's.

6. Devon has around 4-5 "hot" leads at a time that she communicates with multiple times per week. Her "warm" list is larger and she checks in less frequently.

7. Devon looks for life changes and pain/pleasure motivators on social media to identify potential leads. But she tries not to be opportunistic.

8. Devon completed the 28 Day Challenge which focuses on morning routine, business goals, and database segmentation. This helped give her focus when starting out.

9. Devon tracks everything in Google sheets - her database, value items sent, and upcoming actions. She reviews it weekly.

10. Devon attends a weekly Wednesday mastermind meeting for accountability and idea sharing. This has been very valuable for her learning.

11. A key advice Devon has it to focus on your database, be consistent in your follow up, and network with others in the industry.

12. Devon had an excellent mentor that she met with weekly and could call anytime in her first year. This was crucial to her success.

13. In her first year, Devon completed 8 transactions - 6 that she got paid on. 4 were from her sphere, 2 referred, 2 co-listings.

14. Devon focuses on providing value, education and being a resource for clients rather than traditional sales pitching.

15. Consistency in communication is key - even if people don't respond, putting your name in front of them regularly matters.

Contact Devon Kruse dkruse@windermere.com. Cell (425) 681-9347

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Joe Galindo host our podcast today with our guest Dana Adams Who is a Master certified new construction specialist, master certified negotiation expert, and a graduate of the University of Washington. She's also the author of a book and companion guide called Live Your Gift. Today's Call will focus on her background in helping builders and developers.

Here are 10 key points from the conversation between host Joe Galindo and guest Dana Adams:

• Dana Adams has 28 years of experience in real estate and is a specialist in new construction.

• Dana got interested in new construction early in her career when she started sitting new home models on the weekends. This led to mentorship from an expert agent who helped her learn the business.

• Dana has represented over 25 builders in her career, with several long-term relationships spanning decades.

• Finding suitable land is a key challenge in new construction. Dana focused on specific geographic areas she knew well to find qualified land efficiently.

• Working with reputable builders is crucial for maintaining your reputation as an agent.

• Dana always ensured she got paid on the land sale upfront, rather than waiting to list the finished homes.

• Builders use supplemental addendums that supersede standard real estate forms, like allowing inspections but not making the sale contingent.

• Most builders allow some minor cosmetic upgrades if caught early in the construction process.

• Accompanying buyers to new construction sites is important to register them and represent their interests.

• Fostering relationships over time with builders, listing agents, and buyers leads to repeat business.

Contact Dana Adams. Danavadams@windermere.com Cell 425.466.3262

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Here is a summary of each speaker's key points and contact information from the conversation:

• Michael Fanning (fanning@windermere.com): Introduced the topic and guests. Discussed the importance of mindset, planning, and consistency.

• Nick Hansen (hansenrecoaching@gmail.com): Provided context on why the guests were chosen and the focus on results and outperforming the market. Emphasized the importance of investing in coaching.

• David Hogan (425-890-3318): Focused on follow up with past clients and social media. Discussed the importance of mindset and having a morning routine.

• Jason Shut (text/email/call): Discussed having a niche, presenting a positive narrative, and hiring the right staff.

• Gina Wygham (425-770-0803): Talked about building confidence, hosting client events, and being proactive with potential listings.

• Lisa McNally (253-455-6769): Emphasized consistency in marketing and increasing activities when the market slowed down.

• Xana Grandonetti (509-987-4646): Focused on mindset, maximizing marketing touches, and planning trips for work-life balance.

• Christopher Rigby (425-220-0621): Discussed the power of consistency, planning, and positivity.

• Kyle Fox (253-777-9890): Noted the importance of database management, real estate conversations, the Ninja Planner, and work-life balance.

The key themes were having a consistent routine, mindset, hiring the right staff, and maintaining work-life balance.

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Michael Fanning has Michelle Cook and Cameron Boone on today's Windermere's coaching minute. Both of them are active on social media. Fanning wants to see how both can help other real estate agents use social media tools.

Here are 10 key bullet points from the conversation:

1. Michelle started doing social media in early 2022 to increase her real estate presence. She learned by watching other creators on TikTok and figuring out what works.

2. Cameron started social media more than 2 years ago, slowly building up his presence. He recently hired someone to help with consistency.

3. Michelle finds real stories - not generic day-in-the-life - grab people's attention on social media. Cameron spotlights local areas and businesses.

4. Both have had strangers recognize them out in public from their social media, showing it increases their visibility.

5. Consistency is key. Posting 3-5 times per week works well. Batch filming content helps.

6. Michelle gets most business directly from TikTok. Her clients span ages 20s to 60s. Cameron currently sees more traction on Instagram.

7. Being authentic, not perfect, resonates with people. Share your personality.

8. Michelle says don't worry about age/gender - your vibe attracts your tribe. Cameron says build confidence on camera gradually.

9. Have fun with it! Do something adventurous or funny. Don't take yourself too seriously.

10. Be willing to put yourself out there. You will find your niche and people who appreciate your content.

Michelle says: "Before I film a video I ask myself who's this for?"

Cameron says: "I want people to take something away from my videos, right, and be authentic. Taking the time to go the extra mile to be authentic and to bring value to whoever is watching, providing value."

Cameron says: "Why do you like your favorite social media users so much?" He says it's because they're authentic and genuine. He says people connect with that because it's real.

Cameron adds: "Just don't take yourself too seriously. Have fun with it."

The pair have been doing video for a while. What would be their advice to people wanting to get started? Pick up your phone. Find a couple different types that you enjoy watching that you think you could recreate. You'll find your own style.

Cameron says: "I think confidence in front of the camera and just putting yourself out there is key. It evolved from that into, obviously, my day job, which is real estate. Just kind of breaking that ice with something that you're passionate about."

Fanning concludes: "All right, you guys. I'm always looking forward to the new stuff that you post, so keep it going. And if you like what we're doing, please share it, pass it on, give us a rating. Have a great day."

Contact Michelle Cook. 206.351.4260

@michellecookkitsaprealtor.

Contact Cameron Boone. 435.776.6891

@cameronboone_realestate

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podcast conversation between host Joe Galindo and guest Jeanette Eide:

1. Jeanette Eide is a broker at Windermere Real Estate's Northeast Kirkland office. She started her career in 2002 and joined the Northeast office around 2015. You can reach Jeanette at jeanetteide@windermere.com

2. Jeanette and her team close around 30 transactions per year, with the majority being past clients and referrals.

3. Jeanette got into real estate because she wanted to work in the service industry and was impressed by the last agent her parents worked with when they moved to America.

4. Jeanette loves understanding her clients' unique needs and situations. She finds this exciting about real estate.

5. Listening is key - really hearing what buyers and sellers want is so important. Jeanette stressed that every client is different.

6. Jeanette has around 150 people in her sphere of influence database. She constantly adds and deletes people from it.

7. 95% of Jeanette's business comes from referrals and repeat clients. She doesn't pay for leads.

8. Jeanette started her team around year 10 of her career when she got very busy. Experienced mentors encouraged her to hire help.

9. Jeanette's assistant Amy handles social media, marketing, CRM management, and more. She brings creativity that complements Jeanette.

10. A benefit of having a team for Jeanette is being able to take Thursdays completely off. She sets this expectation with clients upfront.

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Todd Steinberg (Director of Education at Windermere) uses AI like ChatGPT for scripts and responses. He notes careful prompting is key for useful, on-brand output in the desired tone. Practicing with AI-generated scripts sharpens agent skills.

Sandy Dodge (Windermere Copywriter) uses AI for marketing content and preparation. Framing prompts around proven philosophies gives better results than general queries. Sandy emphasizes AI's constant feedback to refine content and planning.

AI writing tools like ChatGPT and Claude show promise for real estate content like listings and posts. But agents must craft prompts carefully and provide context to get high-quality, on-brand output. Techniques: provide an initial draft for refinement, have AI adopt a professional voice, prompt for desired tone. Always review output critically, edit and re-prompt until polished.

AI can summarize sources into blog posts, citing properly to accelerate drafting. Provide articles for synthesis. Prompt to highlight facts, quotes, statistics attributed properly.

AI quickly brainstorms outlines, frameworks for humans to build on. Prompt for campaign touchpoints or blog post topic headings to stimulate direction.

For SEO, AI can suggest meta titles, headings, descriptions. Compare to SEO tools, refine and test options. Use AI to ideate but not solely decide.

Given Excel calculation basics, AI generates formulas or macros to automate analysis. Accelerates spreadsheet creation.

AI roleplaying sharpens responses by acting as different personalities, scenarios. Practice proven systems.

Frame prompts around proven philosophies and industry frameworks for better output. Remind AI you are a professional.

Key takeaways: Guide AI prompts carefully for quality content. Review and refine output critically. Accelerate tasks like summarizing, outlining, automating. Roleplay with AI to sharpen skills. Prompt AI based on proven industry philosophies and systems.

In 4000 chars, this summarizes how carefully implemented AI can help real estate agents like Todd and Sandy work smarter by generating high-quality content, accelerating tasks, roleplaying practice, and more. Key is thoughtful prompting, framing around proven systems, and critical review.

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The Windermere Coaching Minute podcast featuring Heather Dolin:

The Windermere Coaching Minute - August 9, 2023

Guest: Heather Dolin, Real Estate Agent Host: Joe Galindo

Introduction: Joe introduces Heather Dolin, a top-producing real estate agent with over 15 years of experience. Heather shares insights on building long-lasting client relationships and driving referral business.

Staying in Consistent Touch with Clients:

• Heather emphasizes the importance of staying top of mind with clients, especially past ones who could provide referrals.
• She sends handwritten notes to check in and show she cares. Notes showcase her personal touch.
• A printed newsletter goes out quarterly to update clients on her latest listings and market trends.
• Small gifts are mailed to top clients, things like cookies, gift cards, and coffee mugs with her branding.
• Heather also calls clients directly to touch base. Having genuine conversations nurtures relationships.
• All efforts lead to more referrals as clients remember Heather and think of her first when friends need an agent.

Creating Her Newsletter:

• Heather writes and designs the newsletter herself rather than outsourcing it.
• She enjoys the creative process and sharing her authentic message.
• The newsletter is written on airplanes as Heather returns from vacations. This downtime sparks inspiration.
• Content includes listings she's excited about, local community news, market updates, and her family life.
• The goal is providing value, not overtly promotional material. This establishes trust.

Gifts for Top 25 Clients:

• Heather identifies her top 25 clients who've generated the most business.
• These VIPs receive special quarterly gifts as a thank you for their loyalty and referrals.
• Gifts are thoughtful items Heather herself enjoys receiving. This ensures they will delight clients.
• Examples include baked goods, gift cards to nice restaurants, and high-end chocolates.
• Her annual pie giveaway with homemade baked pies is always a huge hit.
• Gift-giving strengthens relationships and keeps Heather top of mind.

Setting Client Expectations:

• Heather provides detailed buyer and seller guides to set expectations upfront.
• The guides outline every step of the process so clients know what to expect.
• This transparency and guidance builds trust in Heather's service.
• Heather credits trust as the #1 reason clients choose her to represent them.

Contact Info:

• Heather's email is the best way to reach her for follow up questions. hdolin@windermere.com

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In this episode, real estate agent Sol Villarreal joins us to discuss the capabilities and limitations of ChatGPT and other AI systems. Sol provides his perspective as a Realtor (in his capacity as an SKCR and WR board member) navigating this new technology.

Key topics covered:

• Brief background on ChatGPT - what it is, how it works
• Potential uses for ChatGPT and AI in real estate
• Generating listing descriptions. Creating outlines, and creating formulas for Google sheets and Excel.
• Limitations of ChatGPT - lacks real world knowledge
• Concerns about misinformation, bias, errors
• Ethical implications of using AI, need for human oversight
• Future outlook - how might AI evolve and impact real estate
• Sol's thoughts on integrating AI as a realtor
• Advice for realtors considering using ChatGPT/AI
• Questions from Michael about ChatGPT's capabilities

Key Take aways

• Leverage advanced conversational AI like ChatGPT 4, Claude 2, poe for coherent, nuanced responses.
• Check out Google's tool is called SGE, its utility is for more-factual searches rather than conversations.

• SGE, Bard, and Bing Chat are distinct from GPT-4 and Claude 2 in that SGE, Bard, and Bing Chat are connected to the internet, so they can give you real-time information (as opposed to the other models that don't have any news or information from after their cutoff dates in 2021/2022). "Natural language and conversations" are the specialty of GPT-4, Claude 2, Bard, and Bing Chat.

• Use generative AI like DALL-E 2 and Midjourney to create listing images and marketing visuals.

• Stay up to date on AI via the Hard Fork podcast and other emerging systems.
• Remember these tools have flaws - fact check and use ethically.
• AI should enhance human skills, not replace realtor roles and judgment.
• Balance utilizing AI's capabilities with understanding its limitations.
• With the right mindset and approach, AI can help realtors work smarter and provide better experiences.
• This is just the beginning - AI will rapidly evolve in the coming years. Keep learning and assessing how to integrate it into real estate.

The key is leveraging AI thoughtfully while focusing on the irreplaceable human touch of a realtor's guidance and expertise.

Contact Sol Villarreal at sol@windermere.com

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In this episode Michael talks with Mike Connolly and Rob Scarber with Windermere Kirkland. Mike has been in real estate since 1985 and Rob is newer to the business with 5.5 years and comes from the world of Restaurant management which is an industry where people skills are necessary.

1. Power of not just asking agents to do something but you do it yourself.

2. Showing up daily and being connected to your agents in business and life.

3. Creating culture through community and events.

4. Enhancing skills through training and education.

5. Having enough support for your office.

To contact Mike Connolly mconnolly@windermer.com

cell 425.765.2597

To Contact Rob Scarber robscarber@windermere.com

cell 206.406.4500

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In this episode Michael talks to Amanda Sandley. Amanda works as a Windermere Broker in Kirkland WA. She has been in the business for 10 weeks and is one of Windermere Coaching clients. A month ago our path calls were all about having better open houses. Amanda was on one of the calls when she took notes about making sure to always have your open guest sign in. Learn how having guest sign in can help you to find buyers and sellers. Amanda had a great experience when she got her guest to sign in.

To contact Amanda, you can email her at. amanda@standleyhomes.com

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In this episode Michael talks with Matthew Chapman a 7 year Windermere Bellevue real estate agent.

Matt is a big believer that we were designed to contribute to the world's greatest needs together rather than as individuals. While his family has been in the real estate business for 30 years, his previous career was in the non-profit sector. Matt has a whole new approach to giving back, one that truly empowers clients to make a change in the world. 

Contact Matthew https://www.chapmanhomeshq.com/

Cell 206-501-8484

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In this episode Michael talks to Gina Weigum with 9 years in the Real Estate business and having great work life success. She is married and the mom of two teenage boys and so her schedule gets busy. She realized that she loves a great party. Here superpower is getting together with her clients 4 times a year by hosting fun get togethers where she genuinely gets to connect with her clients doing something she loves.

We know that real estate is a contact sport and Gina has figured out how to do this on a regular basis.

Contact Gina Weigum. ginaweigum@windermere.com

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In this episode Michael talks to Christopher Rigby with Windermere Everett South. A 11-year professional Christopher has committed to running a great daily routine. Due to his consistent commitment to keeping it simple and doing the 20% that gives him an 80% return he is on track to have one of his best years in real estate.

In this episode Christopher talks about the power of the morning routine, the need to always bring your A game and to make sure you have a coach that is there to at time inspire you to go and push beyond your limits.

Christopher's contact. Cell 425-220-0612

crigby@windermere.com

Support this podcast: https://podcasters.spotify.com/pod/show/coachingmin/support

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In this episodeMichael talks to Laurann Turner. She started her real estate career in 2018with Windermere in Layton Utah. She has attended Ninja 3 times and coached withWindermere Coaching for 1 full year. In this episode listen to her dedicationto systems, routines, and dedication to providing the highest level of servicesto all her clients.

Laurann understands the need forconfidence and mindset. she is honest by saying it's not easy but when donecorrectly it is highly rewarding. In fact, when you are sending out an amazingenergy of confidence and trust it is amazing what you will attack. For Laurannshe attracted a significant other.

She also has accomplished what she set out to do on herlife list and is a mentor to many agents in her company. It is always apleasure to talk to Laurann as you will quickly realize as her energy andenthusiasm is off the charts.

To learn more about Laurann's systems she can be reached at Laurann@winutah.com

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In this episode Michael talks to Lisa Peterson about herawesome open house process. Lisa started her career in Real Estate in 2017. Sheattended a Ninja Installation in 2022 and has been coaching with WindermereCoaching for a year. She is in the Maple Valley 4 corners office. She has very consistent business and she attributes it tobeing accountable for here daily actions. She also has a great process when itcomes to working her open houses weather it is her listing or not. By raisingthe bar and going above and beyond for her clients she is able to do what only6% of our industry is willing to do.

If you would like to contact Lisa she can be reached at lisapeterson@windermere.com or calling her at 253-455-6769

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In this episode Michael talks to Jennifer Belmore a 10-year Real Estate agent with Windermerein Vancouver WA and Portland Or. Jennifer is married and a mother of 2 teenage boys. Early on in her career she realized there is a lot to know to get started in real estate and so to help other new agents she started creating useful information in a group on Facebook. This Facebook group grewand today is a valuable resource to brokers in Jennifer's market area. Herprivate group is called Vancouver WA haves and wants.

She has topics for each day of theweek and here information is created to help brokers become more informed withreal estate situations and resources. I love the saying that when we know better,we do better.

This is a great example of someone using technology, social media, and the collective brain power of many to helpother brokers do better.

If you want to contact Jennifer for more information orto join her group, she can be reached at

360-624-7090

jennifer@jenniferbelmore.com

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In this episodeMichael talks with Shay Ryan-Blakeslee. Shay started her real estate career in2019 and coached with me for close to a year then she attended a Ninjainstallation in the fall of 2021. With very young kids and coming from acorporate job into being an independent contractor in real estate routine wasgoing to be a big need for Shay.

Shay was quick to start runningthe ninja habits and we always say when things are going well it is easy to beconsistent but when things get difficult that is when the real work starts.

In Jan 2023 The WindermereColumbia River Gorge offices took a huge hit when they lost their fearlessleader Kim Salvensen-Pauly to cancer.

This was difficult for everyoneand required that individuals step up and continue to build on the amazingculture and professionalism that Kim Salvensen-Pauly and Kim Chamness hadworked so hard to create.

Now with Kim C. Rachel Broughtonand Shay working together they are helping their agents have amazing businessand work life balance.

Shay shared how Ninja was thefoundation for the habits and routines that allowed them to carry on and helphold the office accountable during difficult times.

Two items that Shay really holds onto are Gratitude’sand starting her day early.

She also Mentioned a great book. Manifest by RoxieNafousi and I’m excited to read this book.

To contact Shay Ryan-Blakeslee

Cell 503-819-6419

srblakeslee@windermere.com

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In this episode Michael talks to PeriErickson-Brown. Peri started her real estate career in 2023 and recently wentthrough the full 4-day Ninja Installation. She has a unique perspective thatshe will share covering these areas.

What is Ninja (myth busting what people think or hear from others in the office…)

When/Why to take Ninja

Why people wait to take Ninja (and how to overcome your hesitation)

How to prepare expose yourself to the content in the book/podcasts to build a foundation (ordon’t prepare, depending on your learning styles)

What to expect at Ninja – making new connections, support system, learning new ways of thinkingand best practices to better serve your clients and meet your goals

Best practices to follow-up – start with what resonates with you and then revisit the contentregularly to incrementally implement (progress over perfection) and create asupport system (accountability groups, coaching)

If you would like to reach out to Peri see her contact below.

email peri@windermere.com

Webpage http://peri.withwre.com

IG @PNWPeri

Link to the 5 min Journal.

https://www.intelligentchange.com/products/the-five-minute-journal

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In this episode Michael talks with Abbey Drummond from Park City Utah. Abbey started her real estate career in 2016 in Salt Lake City Utah. Today she lives in Park City with her two kids and her husband. Abbey experienced an 800% increase in her business early on by being consistent. As you listen to her talk about what she does you will learn that while using a proven process like Ninja and making sure you show up 80%to 90% of the time you will outperform your competition.

The key is to Abbey is that she increased her belief in her ability to increasing her income yearly by simply creating great relationships with her clients. She did this by providing valuable information and being present in the relationship via face to face, notes, and a strong social media presents. Abbey recently closed on 28 million in volume so when she says she kept getting better and better she isn't kidding.

Now she is going to take that same drive and process to grow her business in Park City.To contact Abbey Drummond you can email her at abbey@winutha.com or connect with her on her IG page at @abbey.drummond

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In this episode Michael talks with Erik Dordal. Erik has been in real estate for 17 years. He has been and is a successful Realtor but realized that he needed to get out of his own head and build more process and intention into his business and life. Erik had played college basketball and professional basketball, so he understood commitment but still was finding that burnout is a real thing. Erik is a ninja and during covid her realized that he was going to turn up his process and systems to be more intentional with his days and weeks. Erik has 4 kids ranging from 10 -17 so he wanted to be present with them and create a great home life with his wife and kids.

I asked Erik what tools helped him the most.

Ninja was one of the processes he mentioned along with the Book the 4 agreements and the book The Method by DR. Tracy Thomas.

We also talked about the book 4000 Weeks. Deep Work, and Letting go

My takeaways were. Be conscious of your thoughts and are they helping. you or hurting you?

Get a timer and have intention of doing the things that matter daily while single tasking.

Control the narrative with your clients and understand that there are always good things to do.

To reach Erik you can emails him at erikdrealestate@gmail.com. or his website at http://erikdordal.com

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In this episode Michael talks to Shelli McKenzie. Shelli McKenzie has been coaching with Windermere Coaching for over 2 years. When she started, she was wanting more consistent systems and process that would move her business forward and allow her to have more balance in her life. Today, Shelli is the 2nd highest producing agent in her office and is in the top 6 in her MLS area. She has recently hired her oldest daughter to join her business and is enjoying more time for travel and other hobbies. She is well on her way to having another successful year in 2023!

When asked what she did here are some of her actions she mentioned.

1. Consistent morning routine.

2. Getting her Ninja 9 dialed in.

3. Investing more into her clients.

4. Having a one-on-one coach.

Contact Shelli. shellimckenzie@windermere.com

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In this episode Stevi Raff talks with her coaching client Lisa Peterson on these topics. 

How to build relationships, create value, deliver surprise and delight, and provide exceptional service for your clients.

How coaching has helped Lisa differentiate herself and the service she provides.

Winning before you arrive: how Lisa provides value before her first meeting/consultation with a prospective buyer or seller

To reach out to Lisa Peterson she can be reached at. lisapeterson@windermere.com

Cell number (253) 455-6769

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In this episode Michael talks with Christopher Rigby with Windermere Everett M2. Christopher has been in real estate since 2012 in the Mukilteo Everett area of Washington state. He has steadily increased his income and created better work life balance each year. Early in life Christopher received his Eagle Scout and this ability to accomplish things that few do became a mindset for him.

Fast forward to his work life balance. Christopher starts his days at 2:30 AM. having a 6,4 and 1 year old he understands that to get things accomplished he needs to have his own time. Each morning he starts with a 5k run and the day unfolds from there. Best part is when the regular agent is rolling into the office Christopher is just about to end his workday and spend time with family.

I’m not suggesting we all get up at 2:30 but just what if you were that person that became great at a solid morning routine. Listen how Christopher did it.

Contact Christopher. crigby@windermere.com or his cell at 425.220.0621

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In this episode Michael talks about what the top coaching clients are doing consistently to outperform the pack in work and life.

1. Highly consistent

2. Have their morning and evening routine dialed in

3. Run the business generating activities first thing in the morning.

4. Stay focused and don't allow themselves to get distracted.

5. Make consistent healthy life choices.

6. Drop the ego and help others.

7. Have a coach.

Book reference. Four Thousand weeks. Time management for Mortals. Oliver Burkeman

https://www.amazon.com/Four-Thousand-Weeks-Management-Mortals/dp/0374159122/ref=asc_df_0374159122/?tag=hyprod-20&linkCode=df0&hvadid=475789621852&hvpos=&hvnetw=g&hvrand=5070665556868843627&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-988506295633&psc=1

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In this episode Michael talks with Kingston Wa,  7-year Broker Michelle Cook about using social media to generate business. Michelle decided in 2022 she would dive headfirst into using IG and Tic toc, and FB and take her involvement to a new level.

In a very short period, she saw that 50% of her business came from her consistent and entertaining and informative content on Tic Toc, IG and Facebook.

My takeaways from talking with here were.

Just dive in and know it isn't going to be perfect.

Consume content so you get a feel for what is working.

Stay in your lane.

Get over yourself.

Be consistent.

Get a process going so you stay on track.

To contact Michelle, you can go to her IG or TIC Toc page.IG windermere_michellecook

website. michellecookhomes.com

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In this episode Michael goes over some words and phrases that you may want to remove from your vocabulary. Remember when we speak it is powerful. We can speak in ways that minimize us or build us up. We can say things that cause others to become defensive, or we can embrace others. We can suggest things unconsciously without even knowing it.

Michael goes over some common words and phrases that are used in our industry that we may want to replace with the suggestion made.

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In this Episode Michael talks with Kristin Munger. Kristin has been in the Greater Seattle area as a Real Estate Trusted Advisor for 18 years. She said this market is like the weather when sailing a boat. If you know how to sail well the weather may be different but you know what to do. She has worked in all types of markets. Kristin talks about the need for consistency and having a great process when it comes to working with buyers and sellers. As a realtor it is your job to help your client achieve their real estate goals. She achieves this by creating great relationships with her clients. By using the Ninja system and having process that are consistent she can have a strong referral base year after year.

Communication, and market knowledge is key to being the best advisor for your clients.

No matter what market we are in the Realtor that runs their business like a business and stays connected to their people will thrive year after year.

Also take time for yourself. Making time to have life along with good business is important.

Contact Kristin Munger. Kristinmunger@windermer.com

Website. https://kristinmunger.com/

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In this episode Michael talks to Nicole Mangina. Nicole has been in the Real Estate business with Windermere for 25 years and is so excited about the market we are in today. Nicole understands the power she has by controlling and choosing what energy she brings to her days. Nicole understands controlling your thoughts, breathing, and the people you choose to be around has a big impact on the energy you put out into the world. We all have the power of choice. When we chose to come from a place of abundance and optimism it is boundless in what we can create for ourselves. 

We talk about how we see our world.

Using breathing and changing space to change your energy.

What are you doing in the morning and evenings?

What are some resources. 

Abraham Hicks https://www.youtube.com/user/abrahamhicks

Dr. Joe Dispenza https://www.youtube.com/hashtag/joedispenzameditation

Nicole Mangina's site. https://successperspective.com/

James Clear https://jamesclear.com/contact

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In this episode Michael talks to Vinnie Gopalakrishnan a real estate broker in Naperville Il with Baird and Warner. Vinnie took ninja early in his career. 2020.

Some of the insight he will share with you is how he realized that real estate isn't as much about making a sale as it is about building strong relationships with you clients.

Vinnie also discovered his why and began to change not only his way of thinking but started to add more consistent routines into his days, and weeks. He started to see a change mentally as well as physically.

He is a great example of what you can do if you walk out of a Ninja and simply begin to apply the daily and weekly habits. The Ninja 9.

Contact Vinnie at vinnie.gopal@bairdwarner.com

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In this episode Michael talks with Tyler Freed. A long time Real Estate professional with Windermere, Tyler has been coaching with us for two years +. In that time, he went through Covid and now the shift back to normal. He will share what his takeaways have been in creating more work life balance in his own real estate business along with what he has learned in being a better real estate owner.To contact Tyler Freed

IG @Tylerfreedre

Email  tylerfreed@windermere.com

Website http://www.tylerfreed.com

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When working with a buyer it is important to make sure that you have an agreement in place that protects you and the buyer.

In this episode Michael Talks with Jeremey Johnson and Cassie Walker Johnson with Windermere Real Estate. They have been using a buyer's agency agreement for over 10 years and they use it 100% of the time.

We talk about the benefits of using an agreement for the Buyer.

How it protects the Agent in this market.

What it says about a buyer that won't sign it?

How they present it in their process?

The power of being able to explain its value and keeping it simple.

To find out more about their process you can email them at

Website. https://johnsonandwalker.com/

email Team@jhonsonandwalker.com

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In this Episode Michael talks with Tracie Gulit, and David Hogan. Tracie and David share their listing launch ideas. Each of them starts with a detailed checklist that is shared with their clients. It gives very clear steps as to what needs to be done. It also helps keep them on task and making sure they are consistent and not missing anything.

We talk Pre inspections and why it is so important. In fact, David says. " I hope we do them always and that doesn't change." Pre-Inspections put the seller in a power position because they are listing their property knowing what may come up on a buyer inspection and also being able to fix some items putting their home in a better light for the potential buyers.

The power of staging. Homes need to look appealing to all types of buyers. When a home is staged by, and expert is allowing the buyers to see the true potential of the home.

Professional photography. All homes get professional photos and video. These homes need to shine online. Many homes in order to make the final cut need to show well in an online setting.

Great ongoing communication with the seller as they navigate the dynamics of the market in Pre, and Post time frames. Tracie talks about the data points she shares with her clients, so they are aware of the activity happening on their home.

Always setting clear expectations and setting weekly communication schedules.

They also talk about the power of the Windermere Ready program and how doing all of this is much like an interview process for future sellers. When they have an amazing process, they are being watched by other potential sellers which leads to future business.

It you would like to reach out to either Realtor see contact info below.

Tracie Gulit she can be reached at 360.201.6433. IG is @traciegulithomes

David Hogan 425.890.3318. IG @davidhoganhomes

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In this episode Michael talks to Cassie Walker Johnson. She is  one of the brokers with the JohnsonandWalker team. Her husband Jeremy is the other member of the team. Cassie and Jeremy have a combined real estate career of 19 years and so they have seen and been successful in various types of markets. 

There are three areas we will cover in this episode. 

1. Change your focus form sold price to List price. As the market becomes less competitive sellers tend to lag when it comes to price expectations. The sales price is not a great indicator but rather understanding what the new list price range is and how well you are able to articulate this to your seller will help you in getting a home sold in this shifting market. 

2. Making the best first impression as possible. What tools are you using today with your sellers? Staging, Landscaping, Great photography. Your listings need to shine on day one. 

3. Working with your lender to help buyers pick your home with 2-1 buydowns. 

To contact Cassie you can reach here at Team@johnsonandwalker.com

Visit their website at https://johnsonandwalker.com/

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In this Episode Michael talks with Autumn Etheredge from Tampa/St Pete Florida. Autumn became a full-time agent in May 2014. Every year her volume hovered around 4-5 million. January 2019, she attended her first installation. Her big scary goal was to close 10 million that year which at the time she thought was impossible. In 2019 She was pregnant with her second child and had a toddler at home. She gave birth to a son in October and closed over 14 million that year. That's when she knew that anything was possible and that as cheesy as it sounded THE SYSTEM WORKS!

She took the installation again in 2021 and increased her volume to 20 million and again TSW.

In 2022 she attended her 3rd installation where I was the guide and again, she increased her dollar volume to 30 million. She was also closing her biggest listing YTD for $4,225,000.

Flash forward to now 3 installations behind her and over 32m closed already in 2022, She can proudly say she is a Ninja for life.

The key points I took away from this conversation were.

1. Believe in your ability to do it

2. Use the system and you won't be perfect but stay consistent

3. It is great to take Ninja more than once

4. Don't do everything yourself, Autumn has a TC and a team member helping her.

To contact Autumn Etheredge. IG @tampaliving

Email aetheredge@smithandassociates.com

Cell 813.777.0468

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In this episode Michael talks to Ashley Abolafia about the power of her telling her story. Too many times we don't want to put our struggles out into the light, and by not shining we lose our power to help others. Ashley talks about the outreach she had after her initial podcast interview aired.

So much outpouring of others thanking her for allowing them to see how they may have situation they were avoiding, and, in some cases, they said, "your strength may have saved my life." Remember that we all have a gift to bring to this world. We all are energy beings that can help so many others if we will choose to put it out there.

Contact Ashley 

Cell:(425) 606-7781

Cell:(206) 715-5079

Office:(425) 822-5100

Website:http://abolafiarealty.com

Email:AAbolafia@windermere.com

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In this episode Michael talks with Laurann Turner. Windermere agent form Layton UT. Laurann is a full services broker who has great confidence when speaking to her sellers on the value she brings to the table.

Using these tools

How I'm compensated work sheet from Moxi Present

Investment package sheet. Created by Laurann

Pre Listing interview "Ninja Selling"

16 step seller process "Ninja Selling"

In this talk Laurann shares with us about the process she uses and the tools she has created in helping her sellers become very clear on the services they can expect and letting them choose what investment package will meet their needs in getting their home sold at the top of the range.

Laurann's contact https://laurannturner.com/

Email laurann@winutah.com

Cell   (801) 388-0700

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In this episode Michael talks with Christina O'Neal with Roundabout RE. Christina has been in Real Estate for 23years and has been a ninja since 2001. We are talking about using the Remarkable tablet. 1. Why use a remarkable instead of your iPad? 2. Having your forms and contracts for all your clients at your fingertips. 3. The power of the pad and taking notes and sharing them with your clients. 4. Tracking your schedule and calendared items. 5. Making it easy for your clients and being able to find your notes when you most need them. Christina O'Neal https://www.roundaboutrealestate.com/christinaoneal Cell 209-321-6122 Purchase a remarkable. remarkable.com/referral/KQTC-ANNM

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In this episode Michael talks to Windermere Broker Brooks Glenn. Brooks was a real estate agent in Chicago for many years then decided to move to Seattle in 2018. Upon arriving in Seattle, he began working as a Broker for our Windermere Shoreline office. Very quickly he discovered a positive culture, and a suggestion was made to attend a Windermere Ninja Installation. I remember when Brooks took the installation because it was very apparent that he was an individual that was going to run with the knowledge he was going to get over the 4 days of that program.

When Brooks arrived in Seattle, he knew 2 people and was really starting over from scratch. He says this was his opportunity to start fresh and build a business based on a strong platform. Ninja gave him a process and a methodology that would not just help him build a great business and life but also carry him through 2 years of Covid and come out of that and continue to thrive.

Brooks talks about staying connected to your clients and fellow colleagues. He believes very much in having intention and making sure you have a routine. He also knows that we may fall off the routine from time to time but getting right back to is what is important. There are many people that have A-ha moments in life which is great an A-ha moment does not do you any good if you do not follow it up with Action. Brooks acted right out of the gates, and you can see the success it brought to him.

Brooks also love to sing and he is a member of the Seattle Men’s Chorus

Click here for upcoming shows. https://www.seattlechoruses.org/

Contact Brooks Glenn https://www.brooksglenn.com/

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After reading the book the Gap and the Gain we started to use these questions when our coaching clients are faced with a big decision to make.

Question #1:

Is this decision aligned with my values?

Question #2:

Will this opportunity take advantage of my unique abilities, and make me stronger, and lengthen my stride?

Question #3:

Will this opportunity benefit more individuals than just me?

Question #4:

Does this make since financially?

Question #5:

Is this decisions transactional or transformational?

Question #6:

If I say yes to this, what will I have to say no to?

•By simply going through these questions, you will gain a higher level of clarity. When we know more, we do better.

From the Book The Gab and the Gain.

https://www.audible.com/pd/The-Gap-and-the-Gain-Audiobook/B09HN7K7W8?source_code=GPAGBSH0508140001&ipRedirectOverride=true&gclid=Cj0KCQjwnNyUBhCZARIsAI9AYlGSrgVC7ARIg-W98eevuVoifCiNsaNFyjBUfb7V8FmrurPA5bnI6w4aAsMUEALw_wcB&gclsrc=aw.ds

Robin Sharma on your Legacy statement. https://youtu.be/eX_k6WTIqtE

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In this episode Michael talks to Allison Stensrude. She has been in the Real Estate business since 2017 and every year of her business she has increased her transactions and has built an amazing referral-based business by using the Ninja systems very consistently. Allisson simply put "Runs her business like a business." From 2017 to 2022 she has attended Ninja two times. Both times Allison took the course out of her market area.

She shows up daily and is very system process oriented. By being on purpose she finds that she can work less hours, enjoy her family and run a thriving business in real estate. In 2021 Allison closed 47 transactions and did 16 million in dollar volume.

Allison is also very committed to her community and in 2022 donated $5000.00 to the Windermere Foundation.

My take aways from this interview were. Be professional and run your business daily, Know that as long as you show up and do your very best the success happens.

to contact Allison you can email her at astensrude@windermere.com

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In this episode Michael Fanning talks to 3 Professionals on creating value for their evangelistic referrers. Ali Mills from Issaquah WA, Tracie Gulit from Whatcom/Bellingham, and Laurann Turner from Morgan Utah.

Common practices are.

1. Immediate follow up upon receiving the referral with notes and a gift followed by a thank you phone call.

2. Communication during the transactions again thanking them for the referral and keeping the client up to speed on the progress.

3. Placing the referrer into the flow schedule each month to receive items of value.

4. inviting the referrer to their client appreciation event yearly.

5. Creating a specific category in their CRM so then can easily find these A clients.

6. Making sure they are sending data and stats to these individuals and making sure they are showing up as the trusted advisor for their area.om/Bellingham, and Laurann Turner from Morgan Utah.

Tools mentioned.

Moxi engage

South Pine Gifts. https://www.southpinegiftco.com/

Loop&tie Gifts. https://www.loopandtie.com/

Client Giant https://www.clientgiant.com/

Ali Mills. http://alimillsgroup.com alimissl@windermere.com

Tracie Gulit http://www.traciegulithomes.com tracieg@windermere.com

Laurann Turner http://laurannturner.com laurann@winutah.com

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In this episode Michael talks with Jonna Hood. Jonna has been in real estate since 2003 and she is making sure she is living life to the fullest. Each year  she will take 6 to 7 vacations and still maintain a great consistent business in Real Estate.

Her process starts with planning out what she wants for her year in terms of vacations and getting it down on the calendar. Next, she is up front with her clients and says she is an "over communicator." Jonna sets clear expectations with her clients as to when she works and when she takes time off.

She also is organized by using tools like time blocking and dialed in processes when it comes to working with her buyers and sellers.

She talks about some fears we hear from agents, like. "If my clients know I have a life they may stop working with me because I'm not working hard for them." "I don't have time now so I'll take vacations later."  If i take time off my business will slow down."

Jonna believes that you need to work hard so you can play hard and enjoy your life now because we aren't always promised a tomorrow.

Contact Jonna Hood. 425.280.6852

Email jonna@windermere.com

Jonna Hood

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In this episode Michael talks with Jeanette Eide a 20-year seasoned real estate professional from the Northeast office with Windermere. Jeanette talks about the ability to work from her schedule and not letting her clients run her days and weeks.

She sets clear expectation when it comes to talking about time frames and schedules during her buyer and seller consultations.

Her process.

1. Determine when you want to work.

2. Make sure it is communicated to your clients often.

3. When you take time off disconnect.

4. Have people on your team that are competent, and you can trust.

5. Also know that it is not going to be perfect but stick with it.

To contact Jeanette. jeanette.eide@windermere.com

206.679.0403

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In this episode Michael Fanning along with Nick Hansen, and Doug Simcock go over 8 ideas on generating listings in the market we are facing today.  1. Property Reviews. 2. Leveraging your Listing. 3. Listing Launch 4. Open houses. 5. 8x8 6. Listing Letters 7. FB Market Place 8. Buyers Financial Solutions. 

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In this episode Michael talks with Sol Simmers from Windermere Kirkland. Sol has a high success rate in showing no more than 4 to 5 homes and having buyers that have success quickly. He runs a very great 10 Step buyer process, uses an offer strategy to win sheet and makes 5 magic phone calls before he sends over his offer.

1. 10 Step buyer process. Appendix A in the Ninja Selling book

2. Offer strategy to win sheet. Given out at our Ninja Installations.

Key aspects of what Sol does.

1. Do not assume you know what your clients want.

2. Dig deep to get to their whys and make sure they are a ten on the scale of 1 to 10.

3. Teach them to swim before they jump into the ocean.

To find out more about what Sol Simmers does he can be contacted at  sols@windermere.com   http://www.solsimmers.com

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"Run it like a Business"

1. Quarterly life list results?

· Results

2. Quarterly Stats.

· Your Batting averages

3. Quarterly Sources of Business?

· Is your business referral based?

4. Best Practices Quarterly?

· Good vs Bad

· Lesson’s Learned

5. Changes to your marketing?

· Property Review changes.

· Updates to Buyer and Seller marketing

6. Who is going to help you?

· 1 on 1 Coaching

· The Path Group Coaching

Your Goal is to hit 75%-80% of this schedule for 40-45 Weeks.

Must Time block the following

· Wake up (We suggest early)

· Morning Routine (we suggest the 20/20/20 by Robin Sharma)

· Show up time (we suggest 8:00 to 8:30)

· Market Research (We suggest 10 Min)

· Office Meeting (once a week)

· Social Media post (we suggest 15 min)

· Warm and hot list (we suggest 10 to 15 min)

· Notes (we suggest 10 to 15 min)

· Phone Calls We suggest daily 1 hour or twice a week each an hour and a ½)

· Property Reviews (we suggest once a week for 45 min to 1 hour)

· Lunch/Coffee (we suggest 3 per week coffee and or lunch 1 and ½ hour)

· Database Management (we suggest twice a week 45 min)

· Personal Recharge time and Family time (this is up to you)

· Bedtime. (We suggest before or at 10:00)

Michael Fanning Fanning@windermere.com

Coaching. https://www.windermerecoaching.com/

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In this episode Michael talks to CJ Lawrence. CJ is passionate about living a Minimalist lifestyle and as a professional Realtor helping her clients understand how to do the same. She is focused on educating and leading others towards a more fulfilled life with less stuff and more living. Currently FOMO and bigger is better is impacting all of us, CJ takes a different approach with her buyers and sellers. In this minimalist approach she helps to foster more mental freedom, less stress and anxiety, and more financial freedom. The ah ha I walked aways with from these conversations was. "Do I really need all this stuff?" Resources. The Minimalist https://youtu.be/jn-xbOCZOiQ CJ's IG https://www.instagram.com/theminimalistrealtor/ cj@windermere.com Cell 425.900.3057 https://www.theminimalists.com/ https://www.netflix.com/us/title/80114460?s=i&trkid=13747225&vlang=en&clip=81051528 https://www.netflix.com/us/title/81074662?s=i&trkid=13747225&vlang=en&clip=81193298 The More of Less: Finding the Life You Want Under Everything You Own https://www.amazon.com/dp/1601427972/ref=cm_sw_r_cp_api_glt_i_6MF9B8S5K8XF6B0PF22X

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In this episode Michael talks to Beth Kellan about Ninja Mastery. Beth Kellan is a Ninja Master Guide but prior to her becoming a guide she participated in mastery going back to 2007 up to 2018 before taking on the role as Ninja Mastery Guide.

To perform above the ordinary, it takes commitment, investment, and dedication. in this podcast Beth will explain what Mastery is. How it is different than coaching. Some positive benefits from participating and how coaching and mastery combined can lead to a better business and a better life.

She runs an exclusive Windermere based Ninja Master program and below is a link if you are interested in finding out more about the program.

Beth Kellan beth@ninjaselling.com

Click here for registration link. https://ninjamastery208-register.paperform.co/

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In this episode Michael highlights three quality listing packets. Johnson & Walker, Kamila Kennedy, and Theresa Ahdieh.

Key components in a listing packet.

1. Explain the process in steps.

2. What tools and value do you bring to each step?

3. Give expectations on the time it takes.

4. What is your pricing process and explain a CMA.

5. What are all the moving parts to close?

6. Your commission packages

7. Testimonials. Power, Party, Peace, and Perfection

8. What happens after closing.

Remember it's important that it is a quality bound book, does it live on your website, and can it be QR coded?

The Confident House Hunter. Book Dylan Chalk.

Examples

Johnson & Walker   https://johnsonandwalker.com/files/2020/05/JW-Sellers-Guide-sm.pdf

Kamila Kennedy  http://www.kamilakennedyhomes.com/about-kamila/

Theresa Ahdieh  http://underthepinkumbrella.net/selling-home-sellers-guide

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In this episode Michael talks to Anders Ibsen. Anders started his real estate career in 2018 and by 2021 had closed 61 transactions in one year. His success was well earned by his dedication to using a process and showing up every day. He is very deliberate in his approach. Anders talks about the need for using a process and understanding your strengths and weaknesses. He will be very honest and say when he started, he had to work hard and spend money to make money. Today he has a team and a niche that has be very well thought out and has allowed him to live the life he wants to have.

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In this episode Michael talks about the critical processes you need and then references the resources to better hone your process skills. To have success in the Real Estate business it requires processes and consistency of that process. Our life is shaped by what we do consistently now by what we do once in a while.

· Communication Process. Weekly communication with active clients.

· Marketing Process. 36 Touches that are automated and provide relevance and value.

Home Update, Lolo gifts, Boomerang DM.

· Open House Process. 31 open house ideas. https://www.revrealestateschool.com/tips/open-house-ideas

· Buyer Process. 10 Step Buyer Process Ninja Appendix A

· Seller Process. 16 Step Seller Process Ninja Appendix E

· Post Close Check list. Moxi Engage.

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In this episode Michael talks with Mark Jansen with Boomerang DM. An automated postcard mailing company that sends out items of value to your database monthly.

Key to marketing.

1. Simplicity, do not overthink it.

2. It is an Item of value?

3. Consistency. You must be there monthly.

Mark Jansen. Mark@boomerangdm.com

www.boomerangdm.com 

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In this episode Michael talks with Cori Whitaker, 17 years in Real Estate and 10 years with the Windermere North office. Cori talks about how she overcame a difficult 2021 and still had one of her best years yet.

We talk about the ability to Survive by having a neutral mindset and being present in the moment.

How to set mental guardrails and understand the power of saying No.

Serving the people that you want to work with and tap into the power of referrals.

Understanding we all have the "What ifs". What can you focus on instead? Power tip, have your Warm and Hot list tracker.

The power of a good plan and processes. We know that when you are authentic and consistent is when you will get the best results.

Life list of going to Borneo with her daughter to see orangutans, and even increasing her income in 2022.

Contact Cori https://coriwhitakerhomes.com/profile/my-bio

Cori Whitaker's email coriwhitaker@windermere.com

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In this episode Michael talks about the power of elevating your phone calls from services to hospitality. How do you position yourself to never be in a place of rejecting and how do you get clients to call you back?

It starts with having a process.

5 Step Calling process.

1. Is not an Ok time to talk?

2. F.O.R.D. In the past

3 Purpose of my call.

1. F.O.R.D. In the future

5 2 to 3 min with a thank you.

From Chris Voss "Never Split the Difference. https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805/ref=asc_df_0062407805/?tag=hyprod-20&linkCode=df0&hvadid=266023323049&hvpos=&hvnetw=g&hvrand=570732745399241523&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-332673243061&psc=1

Dialogue for voice mail or Video text when you have been ghosted.

1. " Have you given up on thie property?"

2. "Are you walking away from this transactions?"

3. "Are you moving on to something else?'

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In this episode Michael talks with Sol Simmers from Windermere Kirkland. Sol has a high success rate in getting his buyers offer accepted. He runs a very great 10 Step buyer process, uses an offer strategy to win sheet and makes 5 magic phone calls before he sends over his offer.

1. 10 Step buyer process. Appendix A in the Ninja Selling book

2. Offer strategy to win sheet. Given out at our Ninja Installations.

3. The 5 Calls.

4. Call Listing agent as soon as listing goes live or day of live listing. F.O.R.D questions.

5. Let listing agent know you have scheduled a showing. Again F.O.R.D questions.

6. Follow up after showing and use F.O.R.D. to establish rapport.

7. Let Listing agent know that the offer is happening. At this time ask the magic wand question.

8. Offer is coming over and let’s give you the highlights and also talk up Buyer and Lender.

To find out more about what Sol Simmers does he can be contacted at  sols@windermere.com   http://www.solsimmers.com

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Windermere will soon be celebrating our 50th year anniversary. Windermere is based on a strong culture of giving and making sure we have great people. In fact, John Jacobi would say, "Hire the best people, give them great tools, then get out of their way." That idea was passed from John to his kids and now passed to his grandkids. The Jacobi/Wood family are a family that believes in strong work ethic and making sure that they surround themselves with people who are like minded. It was something that Lucy said was great advice as she found her way to working in the Windermere Services Company.

I asked her about year 75 and she said, "I think my mom and Dad and Uncle will still be going strong and she will be right there with them."

Windermere started in 1972 with 8 agent and one office and focused on helping communities and families. To this day it is still the value that Lucy knows and wants to continue promoting.

Contact Lucy Wood 206-437-7038  https://www.windermere.com/directory/agents/lucy-wood

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In this episode Michael shares 6 ideas from their coaching clients on enjoying the holiday season while still running your business. Too many times in this industry we see Realtors unintentionally take a month to a month and a half off in Nov and Dec only because they forgot to time block and stick with their plan.

Here are 6 ideas that may help you to stay on track, reduce stress, and still have business coming in in the new year.

App mentioned in this episode.

Focus Keeper https://apps.apple.com/us/app/focus-keeper-time-management/id867374917

1. Schedule time in your calendar to get your holiday to do list done.

2. Build in tight bubbles of focus time. Use Focus Keeper app

3. Keep the habit just reduce the intensity

4. Say NO.

5. Set realistic time limit on your to do’s

6. Keep your priorities in line.

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In this episode Michael talks with Kelly Martin. Kelly has been a real estate agent in Bozeman since 2018. In 2019 he joined Windermere and has been growing his business steadily ever since. He realized that there was an untapped audience in Facebook and YouTube. One of the Ninja concepts is to be a Real Estate Trusted Advisor. A wonderful way to do that is to help clients with information about more than just Real Estates. Letting out of area buyers better understand what a community is like. What services and business are available to them? Helpful information that may help them to make a clear decision if Bozeman would be the right place to move to. Kelly began to offer up this information in a few diverse ways. He created a Facebook group called, moving to Bozeman https://www.facebook.com/groups/movingtobozeman on this group he gets questions like this on "Hi! Has anyone moved in from overseas? I am hopefully coming over from England." His group quickly grew to over 1000K followers and continues to grow. He says that he monitors it daily and want to make sure that he is engaging with the followers as the questions come in.

His other idea was to begin to do short videos of him interviewing new and existing business in Bozeman. His videos are short and to the point and hosted on his youtube channel. https://www.youtube.com/channel/UCwNKMoHNZ_xYa9CxKai_YAg What I love about this is he is promoting local businesses and at the same educating the community on what type of resources and businesses are available in Bozeman. Being a trusted Real Estate Advisor requires us to think out of the box. This business is not just about buying and selling homes, it is so much more. It is about providing information that is helpful for others and connecting people within their community. Kelly is doing just that.

Contact Kelly Martin Kellymartin@windermere.com https://mybozemanhome.com/

@Mybozemanhome

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In this episode Michael talks to Laurann Turner with Windermere in Layton Utah. Laurann has been in real estate since 2018 and early on she decided that it would greatly benefit her to become a Windermere Relocation Specialist. Laurann is also an expert in the Ninja Selling system. In her 4 years she has attended 3 Ninja Installations and now coaches real estate agents in the Utah market and is a successful Realtor as well. Because of her process and professionalism, she develops strong relationships with her Relocations rereferrals. Laurann has a strong abundance mindset and looks at each transaction as a potential for long term referral business. She understands that Windermere Relocation gives her access to clients that she would not be able to access on her own. Listen to her most recent relocation story.

Laurann Turner. https://laurannturner.com/   laurann@winutha.com

Windermere Relocation services. https://windermererelocation.com/

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In this episode Michael talks to Regina and Madison, a mother and daughter real estate team ------ RM Home Specialists. With a combined 20 years of experience in the industry . Let’s set the stage. Still in Covid, in a market with great appreciation and more clients then ever yet both feeling burned out. To keep their personal and business relationship going they realized that they could not keep working at this insane pace something needed to change.

Unfortunately, in our industry we hear things like. " You have to work 24/7!" "Don't let clients know you have a life!" "You don't get to take vacations very often!"

Regina and Madison decide that this was not going to be their future. Some key changes were made.

• Become Aware that Burnout is real.
• Shift our mindset from scarcity to abundance.
• It's ok to say no.
• We are human and being vulnerable is ok, in fact it creates a deep connection to our clients.
• You don't have to take ever transaction referring sometimes is in the best interest of the client.
• What is your client profile? Stick to it.
• Understand your dollar per hour and know the 20% that will give you an 80% return.
• Be proactive and plan your time off.
• Speak from the heart, it's not always about business.

Contact Regina. regina@windermere.com

Contact Madison 253.686.7383

RM Home Specialists. https://www.windermerepc.com/group/regina-madison

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In this episode Michael talks with Rick Franz. 1st recipient of the Bev Bothell award for education and helping so many, Rick is also a very successful Windermere agent going back to 1990. Rick gives so much of his time to helping others. Rick understands the power of being consistent, surprising, and delighting, going above and beyond for his clients. The Results of his diligence in having process and systems is seen by his yearly consistency in high % of referral business and steady production month after month. Rick shares some insight as to what he does in maintaining that relationship with his clients with a great blend of services and hospitality. As a side note I have referred Rick to my friends, and they confirm that the experience he gives is 5 Star. 

Rick Franz

Cell 206.442.7626

rickfranz@rickfranz.com

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In this episode Michael shares some concepts that came up from a conversation with some of the top Windermere Ninjas. We discuss the power of having a business tracker and understanding your Warm list.

Pain and Pleasure questions.

The power of removing confusion with your clients by using great proven processes

The power of F.O.R.D.

Effective face to face and voice to voice conversations.

Ninja Selling Book

Windermere Business Planning for 2022 Contact Pro Dev 800-381-3850

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In this Episode Michael Fanning talks with Francy Elizabeth Garcia Moran. Francy is a 21-year-old Senior at the University of Washington. First generation college student in her family. She participated in Aspire, a new paid summer internship program that offers financial support, mentoring, and skill-building through academic and office settings. The focus for summer 2021 was single and multi-family residential real estate market through a partnership with Windermere Real Estate. Interns would Interact with industry and academic leaders while learning about the importance of home and homeownership to promote a thriving community. In this interview you will hear how Francy had a different understanding about Real Estate agents and our industry, but through education and interaction she learned that Real Estate is very different. There were 8 total interns, and they all had a final project they were asked to present. Here is what Francy and along with fellow interns Jackelin and Jesus presented. "Marginalized communities are not well informed on the home-buying process and are unaware of the many different careers that fall under real estate. They also hold misconceptions of the industry. Our goal is to inform young BIPOC students in Title One schools about the many professions within real estate, and the best way to reach our target audience is while they are young as we would like to bring in more young professionals of color into their predominantly white industry." Francy is working on getting her Real Estate license and wants to encourage others in her age group and younger to do the same.

Aspire  Contact Francy. fegm@uw.edu Instagram 

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In this episode, Michael talks with Sean Fortune. For 2.5 years Sean lived in the world of working cold real estate leads. He closed many transactions but wasn't seeing a big return on his investment of his money or his time. He was recruited by Lena Maul as Lena had Sean on her warm list for possible additions to her office in Lynnwood, Washington.

Once Sean decided to make the move, he took the 4-day Ninja Installation and started restructuring his business to work from abundance. He created work life balance by getting in the FLOW with his sphere of influence and started to develop a referral-based business.

Sean decreased his transaction count and at the same time increased his income! He achieved a yearly dollar figure he didn't think was possible on day 2 of Ninja. He has maintained this level of income ever since!

Now, four years later he has a work-life balance where he enjoys his real estate career as well as his time off with, his wife and two kids. We know the process he uses works! The questions you must ask yourself are, are you willing to move to a mindset of abundance and invest in your FLOW to make it work for you like Sean did?

www.seanfoutunehomes.com

Contact number 425-478-0150

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To become the category 1 choice when it comes to being a realtor in today’s world you need to consistently provide valuable information to your clients in an engaging and useful way. How many of you are digging your well before you are thirsty?

In this episode Michael shares with you some great resources available to you via Windemere as well as some outside of Windermere tools that will allow you to deliver good valuable information about the real estate market to your clients. Remember engage more than you promote. 

The Windermere Hub

Windermere's YouTube channel. 

Windermere Blog. 

Keeping Current Matters 

Real Trends Articles. 

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In this episode Michael Fanning talks with Jared Foster about the Ninja Five Points of Value. Jared and his wife Alexis are Windermere real estate agents in the Windermere Ft. Collins office in Colorado. Jared was able to take the 5 points of value that 2 days prior his broker Eric Thompson had shared in their office hour of power. Jared had a tuff seller who was grilling him on why they should pay him to list their home. I'm sure a situation we have all found ourselves in at one time or another. Listen to the response he received when he was able to effectively articulate his value. Too many times we tend to complicate this business. As a real estate trusted advisor, you need to be able to articulate the value you bring to the table along with following through to provide a higher level of services to your clients. Below are the five points Jared used.

ENHANCE HOME VALUE

We'll walk through your property together and I'll show you ways to enhance the value, so you get top dollar for it.

PRICING STRATEGY

I'll help you with a pricing strategy - not pricing it too high so you scare buyers away, or too low so you leave money on the table.

MAXIMUM EXPOSURE

My marketing plan will give you maximum exposure, so we attract more buyers and more contracts. The more buyers and contracts you have, the higher your property will sell.

NEGOTIATE THE BEST CONTRACT

I'll help you negotiate the best contract. Negotiation is an important skill in any market.

TRANSACTION MANAGER

I'm your transaction manager. There are a lot of moving parts. My job is to handle those parts, so your contract closes on time.

Also this document is now available to Windermere Agents in the Moxi Present tool to be used in your Seller books.

Contact Jared Foster jaredfoster@windermere.com

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In this Episode Michael Fanning talks with his good friend Michael Rahmn the CTO for Floorplansonline.com and HomeDiary.com.

1. If you are a Listing agent, remember that you have what we call zero moments of truth. Your job for a seller is to showcase their home in the best light so the seller can net the most in the given market. NAR stated that the average buyer looks at 9 homes and 5 are virtual viewings and only 4 in person. If I looked at your listing online as a buyer, would I have clarity of its layout, the positive attributes and can I walk through the home as if I was there? Is this set up so it’s easy to do?

2. If I’m a seller I know I want to make sure I’m leveraging my homes presence online as best, I can. I want floorplans, a virtual walk-through all-in-one place. Some sellers may say, “It will sale quickly so why should I do this?” You do this because your home is a product, the more exposure of your home the more possible buyers and the more money you net in the market.

3. As a Real Estate Trusted Advisor, you are being interviewed for you next transaction by this current transaction. Are you a generalist or a specialist? Specialist get referred and used above and beyond a generalist.

To learn more about Floorplansonline.com click here. If you are a Windermere Agent click here.

To learn more about Homediary.com click here

To Contact Michael Rahmn just email Michael@rahmn.com

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In this episode Michael Fanning talks to Theresa Ahdieh. Theresa started here Windermere Real Estate Career in 2018. Each year she has doubled her business and does so by being herself. She has developed the under the pink umbrella brand and is an individual with great energy and creativity.

Her success started with her time spent in Beijing where she originally didn't want to be but learned how to adapt and thrive. She brought that skill with her to Real Estate.

She is truly Authentic, not afraid to step out and engage with others and seek opportunity. She understands that this business is so much more about relationships then about houses. She continues to share and give and find her likeminded sphere of influence.

You will also love her creativity when it comes to putting on client appreciation events.

1. Be Authentic

2. Think out of the box.

3. Keep going don't quit.

4. Live life starting today.

Under the Pink Umbrella

(425) 286-5782

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Michael Fanning talks with Gary Nims about his jump in business over this pass year. Gary is a high performing 9 years in the business Real Estate Trusted Advisor.  Gary is very coachable. So many times, we hire a coach but might be unwilling to try and implement what is covered in the coaching calls. Gary is proof that when you apply systems and tools your potential is unlimited. Gary talks about the power of investing in yourself. Gary realized that he could use his time differently and get a much greater return. Having family support is so important in this business. To contact Gary Gary@garynims.com (425) 269-8151 http://garynimswre.com

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In this Episode Michael Fanning talks with Diana Patterson Windermere Real Estate agent in our Windermere Maple Valley office. In this episode Diana talks about the need to utilize education to build yourself. The power of putting in the effort up front to have a lasting growth in your business and knowing that you must be willing to invest in yourself However the most important aspect of what Diana's does is her contribution of giving back. Diana had a vison to have a successful Real Estate Career that included her husband, Cory. She knew that helping others needed to be a big part of her value as a Real Estate Trusted Advisor. When Diana has a successful transaction with her clients her community directly benefits. By working with Vine Maple Place Diana can donate 30 nights of safety to homeless families or families on the brink of being homeless. To find out how you can help contact Diana directly.

To find out how you can help contact Diana directly.

Dianapatterson@windermere.com

Diana’s IG

Or visit Vine Maple Place directly

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In this episode Michael talks with Kamila Kennedy. A Real Estate Trusted Advisor in the Greater Seattle marketplace. Kamila is authentic and committed to running her process. What I liked about this interview is that she is like all of us. Real and able to say, "Hey I'm not perfect." We are not perfect, but success is not about complexity and being perfect every time. Success is about being consistent and committed to doing the simple things repeatedly. Kamila has figured out with the help of her Windermere coach Nick Hansen how to build a day and a week that gives her the results she wants. So many times, we complicate this business. Kamila has built a successful business and incorporated a good mix of work and life by turning in the score card and giving herself grace when maybe the day did not go perfect.

Kamila@windermere.com

Instagram

Facebook

Kamila Kennedy Homes

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In this episode Michael Fanning talks to Kehaulani AKA "Kehau" about how she uses Tik Tok in her real estate business. 3 Years in Real Estate in Kona Hawaii and she is getting a great response from her fun and insightful Tik Tok posts.  There is an audience in Tik Tok. The app is easy to use. Click here for a how-to video. Stick to your values when creating posts. Mix it up between humor, and information to what is happening currently. Do not be shy just be real. Make it fun. Try to post once a day and link it to your other social media apps. App to edit video. Inshot Contact Kehaulani at kehaulanikeanaaina@gmail.com Follow her on Tik Tok @Kehau_is_my_realtor Cal her at 808.861.7397

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Michael Fanning talks about being an effective communicator so that we can form strong relationships, make sure we hear the hidden and the subtle and we help to provide great clarity to our clients, friend, family, and coworkers. Much of this information comes from the book "Your Time to Thrive."

How well do you Focus?

Are you using word and questions that give others comfort?

How to not be a Topper, a Responder, or a Fixer.

The book Your Time to Thrive.

Michael Fanning. Fanning@windermere.com

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In this episode Michael Fanning talks with Christine Wood, Foundation Executive Director. We talk about how the foundations was started. What is the charter and focus of the foundation? Where does the money go and who are we helping daily? Why working with a Windermere Agent benefits your community directly above and beyond the actual transaction? 44 million has been raised and 98% of those dollars go back into the entire Windermere Community footprint.

The Foundation exist from the direct contributions of each one of our real estate agents and owners. Christine tells two recent stories of individuals and families who have benefited from the generous contributions made by Windermere agents.

To learn more about the Windermere foundation click here. windermerefoundatoin.com

Contact Christine Wood foundation@windermere.com

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In this episode Michael Fanning talks with Diane Terry. Diane has been in real estate for 30 years and is a great communicator because she has mastered the art of listening. She shares some great strategies along with nuggets of wisdom on how to listen better. "WAIT" Why am I talking. "Shut up and listen. Avoid the word Why. Instead say Tell me more, or Help me to understand Use support listening rather than shift listening. Take notes and read back. Making sure you heard them correctly. Focus and give your full attention. Turning off your phone or notifications on your apple watch. Windermere's Standards of Practice. Books she mentioned. Your not listening.  The Coaching Habit Saving Face Kiss Bow or Shake Hands.  Useful Website. Listen.org Diane Terry dterry@windermere.com

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In this episode Michael Fanning talks with Mark Chavez about his detail to systems. His consistent value adds to all his clients and how 2020 was a year where he upped his game by hiring his sister Joanna and had his best year yet. Mark has always been a go giver and knew right away that he needed to have reliable systems and processes. Listen as mark shares some ideas that have worked well for him in his business.

Mark Chavez 206.960.6275

Favorite Podcast. Money it's math and mental.

The Confident House Hunter.

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In this episode Michael Fanning talks with Gina Dhom from Eugen Oregon. Gina is an 8.5 year highly productive fun energetic Real Estate Trusted Advisor. She has mastered her routine, understands the secret of time blocking. Has developed mastery with her processes and still knows that from time to time she gets off track but has invested in herself by having a coach. I will add she is also fun, and it was a pleasure to get to talk with her about her consistent success in the world of real estate. 1. S.A.V.E.R.S Morning Routine 2. Time blocking with her non negotiables 3. Having a great Buyer and Seller process via Ninja.

The Miracle Morning by Hal Elrod Panda Planner  Pathway to Possibility Coachgina@windermere.com

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In this episode Michael Fanning talks with Erin Hoppe. Erin has been a Real Estate Trusted Advisor for 30 years. She took Ninja before it was called Ninja. She is committed to providing the highest level of services to her clients. Listen as she talks about being committed to mastery of your craft, always having the mindset of a giver, understanding your strengths and weaknesses, and making sure you act right away.

1. Ninja and coaching is key to consistency.

2. Give more than you receive

3. Don't complicate things.

4. Get it done.

Erin Hoppe. Erin@windermere.com

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In this episode Michael Fanning talks with Nancy Chapin a Real Estate agent of 16 years who uses video to build relationships with here world. From sending out quick video to potential clients, to video to explain her buyers offer to a listing agent, to a QR code of her video about a new listing. Some take away from this talk that I heard were.

1. Be Authentic

2. Get over yourself.

3. Tell a story

4. We are not perfect so be you.

5. Not everyone is going to like you.

6. Be consistent

7. You do not need lots of technology.

Bomb Bomb

Osmo Gimble

IMovie

Clip light ring

JOBY Tripod

Sure phone mic

REhumanize your business.

Nancy Chapin Contact

nancy@nancychapin.com

Nancy's Facebook

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In this episode Michael Fanning talks to Jenn Penn. A very successful Windemere agent for 18 years in the Bellevue/Seattle Market. "I heard that Jenn is the Bomb when it comes to how she runs here real estate business." I was delighted when she agreed to be on our podcast.

Some of Jenn's qualities that you will hear about in this interview are her great communication style. Being up front and forward with her clients. Not sugar coating the situation. Having grace when she shows up on either side of the transaction. Making sure she is giving enough information so that either buyer or seller are making decisions with eyes wide open. Understanding both sides of the transaction.

Remember Being a Realtor is not an easy job and, in this market, we are in, it really takes a true professional. Buying or selling a home is a huge undertaking and having a professional Real Estate trusted advisor is more important than ever. Listen closely to what Jenn talks about win it comes to pro and cons and how some agents are and are not choosing to show up professionally.

Jenn Penn's contact 206.795.0555

jennpenn@windermere.com

Facebook https://www.facebook.com/jennpennrealestate

Instagram https://www.instagram.com/jennpennrealestate

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In this episode we talk about the 5 magic questions 3 of the 5 are mapped out in the book Ninja Selling. Specifically, on page 139. Being in real estate is not about selling and buying homes. It has way more to do with helping clients achieve their dreams and goals and establishing long term relationships. It is about becoming a Real Estate Trusted Advisor. By asking great questions you get great answers. We talk specifically today about each of the 5 questions in detail.

To get the Ninja Selling book click here. Ninja Selling.

5 Magic questions.

1. What are you long term plans for your home?

2. With some of the lowest interest rates in our lifetime, are you living in the home you want to be in?

3. If you could wave a magic wand and live anywhere where would you live?

4. Is real estate part of your wealth plan?

5. What are your dreams for you kids?

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In this episode David Pope who has been a Realtor for 23 years currently in our Windermere North office, talks about bringing his A game to launching his listings. David uses, perma flyers, technology, and video to capture the eyes of the virtual buyer along with setting the examples for the neighbors to see.

Remember for Sellers to net the most in this market their property needs to be seen and exposed to the market right out of the gate. We often underestimate how powerful a property sign can be. David talks about the use of perma flyers, QR codes. https://www.qr-code-generator.com/https://www.qrcode-monkey.com/

along with virtual photography and making sure that the information can be scanned by the phones while directly from the signage.

Sometimes, we see listing agents cutting corners when the market heats up. David talks about the need to be consistent and always bring your A game.

If you want to find out more about what David does you can visit him on...

FB https://www.facebook.com/DavidPope88

IG @david__pope

YouTube https://www.youtube.com/user/DavidPopesVideos/videos

email dpope@windermere.com

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We talk with Sol Simmers. A 5-year vet in real estate in our Windermere Kirkland office. Sol coaches with Windermere Coaching and he has fully embraced the power of routine, specifically doing annual real estate reviews for his clients. Annual real estate reviews are a great way to generate inventory and create buyers and yet few agents do them consistently.

Today Sol talks about:

1. He does not complicate the process. Not getting stuck in the Weeds.

2. He has a process he is confident in and it is very efficient.

3. He is highly consistent and has great follow up skills.

4. He does not make excuses and keeps it simple.

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In this podcast Michael Fanning talks to Regina Madiera-Gorden and Madison Lord. Mother and daughter team. They are known as the RM Home Specialist with Windermere in Tacoma Washington. In 2020 they got creative and decides to go virtual with their client events. In doing this they were able to maintain great relationships and have an amazing year all the while having fun doing it. I am not joking when I say that their business was generated from 98% referrals. For this to happen you must have great systems and have a program that builds relationships long after the transaction closes. Listen how they started doing live stream to stay in contact and cast a larger net to their client base all while staying relevant.

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Miles Turner has been in Real Estate for 16 years. He is with Windermere Tower Properties in Riverside California and has mastered the Ninja 16 step seller process. The one step he talks about today is the Pricing Pond. Miles closed 43 transactions in 2020, with a list to sell ration over 100% and a listing consultation batting average of 100%. Miles knows that success is not an accident but rather a habit. The pricing pond is a visual tool that is taught in the Ninja Selling program. The process gets your sellers clear on fair market value and allows them to make a clear decision on where they need to be when it comes to condition and price on their home to achieve their goals successfully. 

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What happens when your real estate transaction closes? If you are a client of David Hogan's your transaction is going to help put healthy food on tables, so people do not go hungry. David Hogan is committed to fighting hunger and making sure quality fresh food is made available in food banks in King and Snohomish county. For the last 9 years every transaction David Hogan closes 1000 lbs. or more of fresh food is donated on the client’s behalf. Meet David Hogan.

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