Windermere Ask A Coach.: Recent Episodes

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In this episode Michael Fanning talks with Cassie Walker Johnson.

1. Introduction and welcoming Cassie Walker Johnson, a real estate agent with Windermere since 2005, who has been prolific in helping agents understand the changes happening in MLSs, particularly the buyer agency agreement process.

2. Cassie's motivation for writing the article "Why Buyer Representation Should Matter So Much to the Sellers" on Inman was to address a client's question about unrepresented buyers and to highlight the crucial work that buyer brokers do, which benefits sellers.

3. Cassie emphasizes that sellers may not fully grasp the significance and impact of these changes, particularly the fact that homebuyers currently cannot roll their buyer agent compensation into their loan, meaning they must bring cash to the table to pay their agent.

4. Buyer brokers provide valuable services, such as:

Lender connection: Ensuring buyers work with reputable and responsive lenders who can perform and close on time.

Documentation management: Helping buyers understand the extensive paperwork and contracts they are signing.

Market analysis: Providing a comparative market analysis to ensure buyers pay a fair market value.

Contract guidance and contingency explanations: Guiding buyers through the purchase and sale agreement and explaining contingencies like financing, inspections, appraisals, and more.

Earnest money handling: Delivering earnest money funds to escrow on time.

Transaction deadlines: Ensuring all deadlines and timelines are met.

Inspection access: Facilitating inspections and managing the inspection process.

Appraisal assistance: Providing comparable properties and supporting the purchase price to ensure the property appraises at value.

Negotiation support: Helping negotiate and collaborate with listing agents if appraisals come in low.

Transaction coordination: Keeping all parties on track to ensure closing on time.

1. Cassie suggests that agents can benefit from understanding and articulating the value they provide to clients upfront.

2. Cassie offers classes through ProDev to help agents improve their buyer broker skills.

3. In July, Cassie will be speaking on the main stage at Inman and conducting buyer workshops.

4. Cassie emphasizes that the process for buyer brokers will not change much, but they will need to systemize and determine when and how to introduce the buyer agreement.

5. The industry has shifted many times, and this is just another change that agents will adapt to through education and learning from leaders.

6. Persistence, consistency, and being open to learning are keys to success in the face of change.

7. Cassie invites people to reach out to her through her website, cwjmarketing.com, or her blog, where the referenced article is available for free.

8. The host, Michael Fanning, thanks Cassie and encourages listeners to share the content, provide suggestions, and reach out if they want to be on the podcast.

Cassie Walker Johnson's contact information:

Website: cwjmarketing.com

Blog: (The referenced article is available here)

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This podcast is hosted by Michael Fanning, and he discusses strategies to combat burnout, particularly for real estate agents.

Michael Fanning, the host of the Windermere Ask a Coach podcast, addresses the issue of burnout that many real estate agents are facing, especially as the market picks up after a challenging period.

1. Five life skills to fight burnout: time management, stress management, work-life balance, assertive communication, and self-care.

2. Time management strategies: Triage tasks, schedule downtime, say no strategically, conduct weekly reviews, and use time blocking.

3. Stress management techniques: Exercise regularly, practice mindfulness meditation, and journal to process emotions.

4. Achieving work-life balance: Set limits on work hours, take regular breaks, plan vacations, and nurture relationships.

5. Assertive communication: Learn to say no politely but firmly, set boundaries for working hours, and communicate the need for support.

6. Self-care routine: Own your mornings, establish a wind-down routine, prioritize sleep, exercise, and a healthy diet.

7. The four R's: Readiness (prepare mentally and physically), Richness (be present and give to others), Rejuvenate (schedule breaks and recharge), and Role Model (lead by example).

8. Daily tools and practices: Meditation, journaling, setting intentions, time blocking, exercise, regulating self-talk, and surrounding yourself with a supportive "growth group."

9. Recommended books: "Burnout" by Emily and Amelia Nagoski, "Deep Work" by Cal Newport, "4,000 Weeks" by Oliver Burkeman, and "The Burnout Fix" by Jacinta M. Jiménez.

10. Consistency is key: Develop new habits and practice them consistently to prevent burnout in the long run.

Speaker's Contact Information:

Michael Fanning

Email: fanning@windermere.com

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Michael Fanning talks to Cliff Taylor, who has been in the mortgage industry for 34 years, 27 of those years with Penrith Mortgage, an in-house lender owned by Windermere.

1. Interest rates have been high, but buyers are adapting to the new normal through "hedonic adaptation."

2. Ensuring the quality of the buyer's financing is crucial, as last-minute issues can arise.

3. Penrith Mortgage offers a "second look" process to validate buyers' pre-approvals and ensure they're getting a good deal.

4. Penrith's "certified approval" process involves full underwriting, allowing them to guarantee a closing date.

5. The NAR settlement decouples buyer and seller agent commissions, impacting buyers' out-of-pocket costs.

6. Lenders clarified that buyer agent commissions paid by sellers won't count against interested party contribution (IPC) limits.

7. IPC limits vary based on loan type (conventional, FHA, VA) and down payment amount.

8. VA loans have unique rules, like allowing sellers to pay off buyers' debts.

9. Financing buyer agent commissions may require a higher loan amount and mortgage insurance.

10. Sellers are still contributing toward closing costs and rate buy-downs, though less than before.

11. Rates may decline later in 2024, but waiting could mean competing with more buyers and higher home prices.

12. Building equity through home appreciation can offset higher interest rates.

13. Penrith offers tools to analyze the cost of waiting to buy and IPC scenarios.

14. Strong lender relationships benefit agents by protecting their buyers and providing expertise.

15. Continuous education is crucial as lending rules and processes evolve.

Contact information:

Cliff Taylor

Cell: 818-436-2022

Email: cliff.taylor@penrithloans.com

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Cory Brewer is the Vice President of Residential Operations within King and Snohomish County for Windermere and specifically Windermere Property Management. He oversees Windermere Property Management, Lori Gill and Associates, which serves King and Snohomish counties and prioritizes leasing and property management services.

Key Takeaways:

1. Legal Changes: At the state level, no significant housing bills were passed this year, but smaller jurisdictions at the city level may start taking up issues like longer-term notice for rent increases, caps on late fees, and security deposits.

2. Intent to Sell Condos: Windermere is working on a bill to allow condo owners the same rights as single-family homeowners to end a tenancy when they want to sell their property.

3. Electronic Notices: Windermere is also working on a bill to allow tenants to opt-in for electronic communication from landlords, instead of the current requirement of physical service.

4. Market Activity: Despite some tech company layoffs, people continue to move to the Seattle area, often from other states and countries, driving demand for both rental and sales properties.

5. Rental Expectations: Tenants expect higher-quality, move-in ready properties, so Windermere advises landlords to properly prepare and market their rentals.

6. Inventory and Vacancies: Rental inventory is down about 10.5% in the first quarter of 2024 compared to the same period in 2023, with properties leasing more quickly and rents increasing by around 5.5%.

7. Retaining Good Tenants: Landlords may be inclined to renew leases with good tenants rather than risk higher turnover and finding new tenants.

8. Real Estate Agent Relationships: Windermere encourages real estate agents to have a property management specialist on their team to serve clients who want to rent out their homes.

9. Eviction Challenges: The eviction process in King County can take 6-12 months, which presents challenges for landlords and tenants alike, and there is ongoing effort to address this issue.

10. Contact Information: Cory Brewer can be reached at Windermere Property Management's main number, 425-455-5515.

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Podcast Show Notes: Windermere Ask a Coach Podcast

Speaker: Maggie Cooper, CEO of Moreland Insurance

Introduction:

Maggie Cooper is the CEO of Moreland Insurance, a company with an affiliation with Windermere Real Estate. She has over 20 years of experience in the insurance industry and graduated from the University of Washington. Maggie lives in Issaquah, Washington with her husband and three kids.

Outline:

• Windermere's affiliation with Moreland Insurance

• Windermere invested in insurance as a resource for realtors and brokerages

• Moreland has doubled in size over the last 3 years

• Acts as the insurance back office for Windermere real estate offices

• Insurance products offered by Moreland

• Personal insurance (home, auto, umbrella, etc.)

• Business insurance for real estate brokerages (E&O, liability, property, etc.)

• Employee benefits and life insurance

• Benefits for real estate agents

• Insurability checklist to ensure homes are insurable

• Early quoting to avoid issues with affordable premiums

• Identifying potential problems like lack of flood insurance

• Current hard insurance market

• Factors like catastrophes, reinsurance costs, and regulatory environments

• Impacting home affordability and deal closings

• Strategies like raising deductibles, claims coaching

• Benefits for Windermere owners

• E&O, cyber, crime insurance customized for Windermere

• Moreland as a dedicated insurance team for Windermere

• Reviewing coverage annually

• Ensuring proper insurance to value amid inflation

• Accounting for life changes that impact premiums

• The importance of umbrella policies

• Extra liability protection over home, auto, rentals

• Protecting against lawsuits, accidents, etc.

Contact Moreland Insurance at www.morelandagency.com or 206-594-1126 for more information.

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1. Stacey Brown Randall is an author, speaker, and entrepreneur who focuses on referrals. She wrote the book "Getting Referrals Without Asking".

2. Referrals should happen naturally based on science and human behavior, not by directly asking others for them.

3. Referrals start with the referral source knowing someone who needs help, not with you. You are simply the solution they connect people to.

4. Creating desire and opportunity are key - you control desire by providing value, caring about others, etc. You can't fully control opportunity but you can put yourself in a better position.

5. Have genuine conversations focusing on others, listen, and follow up in a structured way. This builds trust and plants "referral seeds".

6. Thank people for specific referrals in handwritten notes. Mention the name of who they referred to picture that person.

7. Consistency over time with referral sources is critical, not just doing one-off things. It snowballs as you build trust.

8. Categorize and understand who your true referral sources are. Not just everyone in your database. Look at history.

9. Have systems and processes in place to be "referable" - repeatable professionalism. Experience matters when people refer you.

10. Stacey outlined specific strategies to unlock referrals without asking. Dive deeper through her book, podcast, website, and training.

Contact Stacey. https://www.staceybrownrandall.com/

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Sick of shouting into the social media void? Struggling to get real estate leads from all those posts and stories? Marketing pro Katie Lance hears you loud and clear. With over a decade of social media expertise, Katie cuts through the noise to deliver 10 concrete tips for generating real engagement. From optimizing platforms to maximizing your time, her insights will revolutionize your approach. So plug in and level up your social media game with this essential download from a true industry leader.

1. Katie Lance (katielance.com) has been in the social media world for 11 years and does 25-30 live talks per year. She has an upcoming talk at Inman Connect in New York.

2. Katie believes social media is "rented ground" so agents should focus on creating their own content strategy and building their email database.

3. Consistency is key - block time on your calendar for creating content. Find an accountability partner to help stay motivated.

4. Professional pages vs personal pages - use both on Facebook, focus more on business on Instagram. Don't rule out TikTok.

5. YouTube is great for longer form content. Be patient, it takes time to build an audience. Use AI tools like ChatGPT to help with video titles, descriptions etc.

6. Use tools like Hootsuite, Meta Business Suite and Repurpose.io to save time scheduling and repurposing content.

7. For video, your phone is the best tool. Use apps like Captions.ai for auto-generated captions and social media optimizing.

8. For engagement, grab attention quickly, use compelling captions and have a strong call to action. Engage consistently.

9. Responding to comments and DMs takes time but it's valuable for lead generation. Build authentic relationships.

10. Katie Lance is reading the book "Smart Brevity" about communicating more concisely.

Contact Katie. www.katielance.com

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In this episode Michael Fanning talks about leading through change, specifically using Buyer Brokerage agreements.

1. Buyer brokerage agreements have been around for 30 years already. 14 states have been consistently using them, so this is not new. However, many agents have not been using them regularly or properly.

2. There are some valid reasons why buyers may not trust real estate agents, like conflicts of interest, lack of transparency, and inadequate communication. Agents need to address these issues.

3. During times of change, agents can either be negatively or positively impacted depending on their perspective and competence. Most agents are not taking this seriously enough.

4. Agents should focus on the 80% of buyers who will pay if they perceive value, not the 15% who always want a discount. Clearly demonstrate your value.

5. Educate yourself thoroughly on the forms, laws, and reasons for buyer broker agreements through all the resources Windermere provides. Convert knowledge into true understanding.

6. Appreciate and utilize all the resources and benefits your associations provide, like NAR. Don't just be a member on paper.

7. Have a consistent 10-step buyer process, properly introduce documents and agreements, and have transparent value and pricing conversations.

8. Frame the buyer broker agreement positively, focus on the gains, and set the right tone. Don't frame it as an apology or requirement.

9. The buyer broker agreement is just like any other contract and needs to be used regularly to create relationships and meet client expectations.

10. Change can be challenging but presents opportunities for growth. Keep learning, have an abundance mindset, and help clients navigate industry changes.

Do Hard Better video. https://youtu.be/oDzfZOfNki4?si=xMMWJPd52up3vp7M

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Here are 10 key bullet points from Mason Fredrickson's discussion of the Windermere Ready program:

1. The Windermere Ready program helps sellers make their homes "move-in ready" to net the highest sale price. It provides funding for upgrades and repairs.

2. The program offers quick home equity loans up to 75% combined loan-to-value to fund necessary updates and repairs.

3. Loans are repaid at escrow closing so sellers don't have to come out of pocket.

4. The program saves sellers from a lengthy HELOC application process that can take months for approval.

5. Windermere agents should use this program as a value-add and way to stand out from the competition with a unique offering.

6. The program aligns with Windermere's philosophy of exceptional service and making the process smooth for clients.

7. Use Windermere's presentation templates and marketing materials to easily incorporate this program into listing presentations.

8. Previous users rave about the program's simplicity, friendly service, ability to inform them, and helpfulness of their Windermere agent.

9. The program generates referral business and word-of-mouth for agents as happy sellers spread the word.

10. Contact Mason Frederickson at ready@windermere.com to learn more, get presentations for your office, and access marketing materials.

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Stevi Fanning host of Ask A Coach podcast features Brandi Chambers as our guest. we're discussing an alarming topic, something that's so incredibly important for real estate professionals to be attuned to, and in my opinion, something that we're just not talking about enough. And that's realtor safety. It so today I'm actually really excited because I'm welcoming Brandi Chambers as our guest. She has worked in the real estate industry for 20 years and currently works out of the Windermere Kirkland office. She is such a bright light in this industry. Not only does she hold a number of designations, including certified residential specialist, negotiation expert, new home sales professional, and military relocation professional, she's also a ten time five star professional award winner and a 2023 five star legend featured in Fortune magazine. And this girl knows her stuff very obviously. But even bigger than that, one of my favorite things about her is her huge heart. And she works diligently in supporting local charities such as Saving Great Animals and the Meow Cat Rescue, and is also really passionate about raising awareness for Parkinson's disease. Having a mom who struggled with a disease for over ten years, and she posts a lot about her involvement with the Michael J. Fox foundation and the American Parkinson's Disease association as well. So, Brandi, thank you so much for being here.

Realtor safety is extremely important and not talked about enough in the industry.

Brandy Chambers has an inspiring story to tell about a scary situation she faced as a realtor.

It's important for realtors to have safety protocols and emergency plans in place.

(Brandi Chambers)

Shares the story of being attacked by a man while working alone at a new construction site.

After the attack, hired someone to accompany her to open houses for safety.

Gives tips for realtor safety: trust your gut, be prepared to defend yourself, know your surroundings, limit personal info online.

Have a safety buddy, get buyer/seller ID, meet at office first, don't chase leads that seem suspicious.

Take a safety class, have an emergency plan, talk to your broker about additional safety measures.

Takeaways: Trust your gut, be prepared (mace, weapon, etc), know your surroundings, limit personal info online.

Happens more than we think, be aware it could happen to you.

Share podcast and rate if you found value. Email for topics.

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Today on Windermere Ask a Coach Michael Fanning talks with Matthew Ferrara. Ferrara has been helping real estate brokers and agents since 1991. He recently launched a newsletter called Always Inspiring on the substack platform. Since June, he has grown his audience to over 3000 subscribers.

Here are 10 key take aways from our talk today

1. Be judicious about what news and information you consume each morning. Curate and prune negative inputs.

2. Start your day by noticing simple good things happening around you. Seek out the positive.

3. Actively dispute pessimistic thoughts. Ask "How do I know that?" to challenge assumptions.

4. Connect to the present moment. Focus on who you want to be, not just what you have to do.

5. Call people who matter to you. Make small deposits into relationships. Don't always push your agenda.

6. Remember your "commission" is really your co-mission with others. Help ignite a virtuous circle of growth.

7. People want your presence more than presents from you. You are the gift - show up fully.

8. Do little things daily that matter - call on a birthday, donate to a cause they care about.

9. Surround yourself with inspiring people who lift you higher. Be choosy about who you spend time with.

10. Start by believing you deserve success. Focus on serving others and it will come.

Subscribe to Matthew Ferrara's news letter. https://substack.com/@mferrara

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Michael Fanning welcomes Stevi Fanning to the Windermere Ask a Coach podcast. Stevi is a successful real estate agent and also coaches with us through Windermere Coaching. Michael asked Stevi if she would jump on the podcast with him and she said yes.

Here are 12 key bullet points summarizing the content from the conversation between Michael Fanning and Stevi Fanning, about generating referrals in real estate:

1. Know your feeder markets - understand where people are migrating to and from using tools like the US Census Bureau and HowMoneyWalks.com. This helps direct your referral strategy.

2. Utilize social media - create content valuable for agents in your feeder markets to connect and build relationships. Follow and engage with them.

3. Get involved - connect through local, state and national real estate affiliations and boards. Great for meeting referral partners.

4. Attend real estate events and conferences - create strategies to connect with agents from feeder markets. Plan small events to further build relationships.

5. Have an engagement plan - maintain relationships with referral partners through newsletters, gifts, calls, emails, etc. to stay top of mind.

6. Set expectations - let clients know upfront you'll provide great service and ask for referrals. Makes it easier to ask later.

7. Tap their network - allow clients to bring guests to your events to meet their contacts.

8. Time it right - ask clients for referrals when they're happiest, like at closing.

9. Stay connected - newsletter, calls, gifts to remind clients you want referrals.

10. Be a connector - refer clients to people you know to build reciprocity.

11. Incentivize - gifts, dinner, experiences motivate people to send you referrals.

12. Perfect your process - an amazing client experience means more referrals.

13. A lot of real estate agents are nearing retirement and pushing their business elsewhere. Can we develop relationships with some of these agents to be able to handle their business while they're moving on to something else? Totally, absolutely.

14. Real estate related events and conferences are a gold mine of opportunity for referral business. Create a strategy on how to connect with people. Planning small events like happy hours and dinners and mixers. Only takes one referral from an event like that to pay for it.

15. Having an engagement plan is really important. A monthly newsletter that's specifically targeted to referral partners. This monthly newsletter keeps you top of mind.

16. Do you have a category in your CRM that says referral partners? I'm calling people in my referral partner database quarterly to say, hey, how's business? How's it going? Having an engagement plan is just as important as it is in your business.

17. 63% of buyers and sellers find their real estate agent through a referral from a friend, family or colleague. 85% of sellers said they would refer their agent to other people, but only 20% of them actually did. If you have more specific questions, feel free to reach out.

Stevi Raff, Steviraff@gmail.com, www.windermerecoaching.com

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Here are 10 key points from the podcast transcript along with Michael's intro and contact info:

Michael Fanning, host of the Windermere Ask a Coach podcast, talks about 4 key habits to growing in your relationships in work and business. Contact michael at fanning@windermere.com.

• • Set clear intentions before activities to achieve desired outcomes and provide focus amidst life's chaos. A daily routine creates structure, focus, and healthy habits.
• • Monitor your energy level without judgment to understand what lifts you up or drains you. You can shift your own energy through practices like meditation, exercise, music, etc.
• • Seek the positive, even in difficult situations. Balance negatives with gratitude and focus on beauty, laughter, kindness, and things that bring you joy.
• • Avoid making assumptions about others' motives, backgrounds, or inner worlds. Instead, listen without judgement and be open to new perspectives.
• • Intention creates a lens to view situations and make better choices. Routines reduce stress, improve sleep, motivation, and time management.
• • Positive energy enhances productivity, relationships, healthier choices, immunity, and resilience. Low energy leads to lack of motivation.
• • Seeing positives reduces anxiety, boosts optimism and motivation, improves relationships and thinking, and increases happiness.
• • Not assuming avoids misunderstandings and conflicts, enables connections and empathy, and leads to better decisions and personal growth.
• • Practicing awareness expands compassion, gain clarity, and creates authentic connections and purposeful living.
• • Relationships are life. Emotional intelligence is recognizing emotions in yourself and others and managing behavior and relationships.

Links to the two books recommended.

Unreasonable Hospitality

Emotional intelligence

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In this episode Joe Galindo talks to Catherine Weir.

• Catherine Weir is originally from New Zealand and moved to the U.S. in 2004 to launch her real estate career in 2009. She currently works for Windermere in their Yarrow Bay office.

• Catherine has about 1500 people in her database, with 150-200 being active clients she's worked with who are top referral sources. She stays in regular contact with videos, newsletters, and personal notes.

• She sends monthly video market updates to her database via email/text. The videos are under 1-1.5 minutes long. She posts them on Facebook, Instagram, LinkedIn and YouTube.

• Catherine gets a lot of positive reactions and engagement from the personal video messages she sends, even if people don't watch the full video.

• For geographic farming, Catherine targets neighborhoods near where she lives that she's been farming for 10-12 years. She's involved in the community.

• She pulls real estate statistics from realtor.com and the MLS to include in her market update videos.

• For holiday gifts, Catherine consistently gives chocolates from Bohms to her top clients and referrers. She also mails restaurant gift cards and other small treats.

• Catherine has given luxury gifts like Gucci earrings and Prada wallets to top referring clients as a thank you.

• She advises new agents to assist experienced brokers with open houses and tasks in exchange for referrals. Also build relationships with mortgage brokers.

• Catherine responds quickly to texts and is very accessible by email. Her contact info is: Catherineweir@windermere.com and 206-313-9714.

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In this episode Michael talks about the power of Standards and creating professional experinece with Windermere Standards of Practice.

• Client relationships are the foundation of success. Client interests come first. Understand duties and obligations. Stay in regular communication. Get agreements in writing. Respect requests to terminate relationships.
• Respect agent relationships. Be honest and timely with information sharing. Follow rules and code of ethics. Make in-person presentations when possible.
• Communicate openly when mistakes occur. Seek solutions. Involve management if needed. Maintain confidentiality.
• Recognize the limits of your expertise. Follow guidelines.
• Stay informed on real estate issues and changes in laws and regulations.
• Follow fair housing laws. Use non-discriminatory marketing.
• Follow Windermere branding and social media guidelines.
• Encourage compliance with Windermere guidelines. Lead by example. Take responsibility. Involve management with violations. Use grievance procedures if needed.

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In this episode Michael talks with Sara Monzo. Sara has been in real estate and mortgage for 20+ years and most recently has started to create opportunities for agents, mortgage lenders and others to come together to learn, share, and network with her education through Be Iconic. In this episode we talk about the power of

1. Showing up

2. Always be giving

3. Be consistent.

We also talk about IG and Canva being tools that we could all learn to use in a better way.

To contact Sara Monzo her email is sara.monzo@gmail.com

And her IG is @lostintacoma.

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In this episode Michael talks about the coaching ideas they share with their clients when it comes to keeping the referrals coming in from their sphere of clients.

1. Follow up after the prelisting interview.

2. Do. you have a referrer check list for follow up.

3. Reading the book by ⁠Stacy Brown Randall. ⁠

4. Have a great response to the question, "How is business?"

5. Gift giving and tying it to the relationship.

Contact Michael Fanning

fanning@windermere.com

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Are you bringing your A game to your open houses.

1. Have a checklist

2. Having great materials both print and digital

3. Run the 5,5,10

4. Have a time just for the neighbors

5. Use social media to promote your Open House.

6. Have great dialogues.

7. Have everyone sign in

8. Have a hook and draw

9. Make sure you have market data available

10. Leave a gift for the sellers.

11. Use QR codes on the perma flyer.

Get coached. www.windermerecoaching.com

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In this episodeMichael talks with Kamila Kennedy about here various checklist that she uses tomake sure she is giving consistent services to her clients. There is a greatbook by ⁠Atul Gawande call the checklist Manifesto⁠. Ifyou think about any consistent services with high client satisfaction it beginsby having a standard operating procedure.

Kamila has been in the real estatebusiness since 2018 and realized that when she would get super busy, she had afear that things my fall through the cracks. She decided that it was time toget checklists set up for more piece of mind and consistent client serviceswhich in turn created higher levels of client referrals.

If you would like to find out more about the checklists Kamilauses, you can reach out to her at. kamila@windermere.com

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In this episode Michael talks with Matthew Gardner who has been a National Economist for the last 25 years in the United States. Currently the National Economist for Windermere Real Estate.

Matthew answers these 4 questions.

1. In terms of the market trending for Q2-Q4 of 2023 what will be happening?
2. What is your advice for buyers in 2023?
3. What is your advice for Sellers in 2023?
4. How did the SVB run impact interest rates, and is our money safe in the banks?

To see more of Matthew Gardners forecast visit. https://www.youtube.com/@WindermereRealEstate

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In this episodeMichael talks with Garrett Frey. Garrett started his real estate path in1999. Fast forward to today and he owns and runs Ninja Selling Coaching. Theyhave clients all around the world and have 27 coaches in their organization.https://ninjaselling.com/course/ninja-coaching/

Garrett also hosts the Ninja Selling podcast with over440 episodes. https://theninjasellingpodcast.com/

I also run a coaching company along with Doug Simcockand Nick Hanse under the Windermere Company, Windermere Coachinghttps://www.windermerecoaching.com/. I wanted to get Garrett's perspective onhow he sees coaching play a role with real estate agents form experienced toonew to successfully navigate any real estate market.

Real Estate is a great career, but it is conducted muchof the time with individuals that don't always run good systems and habits.When you invest in coaches you start to standardize your value position and theresults, we see are better work life balance, higher levels of clientsatisfaction and great levels of income and business.

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In this Episode Michael talks with Samantha Enos V.P. of Dei for Windermere Real Estate.

We cover.

Community

We want to play an active role in supporting historically marginalized groups by investing more heavily in our BIPOC neighbors and empowering our local franchise owners and agents to be active in their communities. Windermere’s support and investment in those communities will reflect local priorities and help close opportunity gaps.

Home Ownership

Home ownership is a pathway to building generational wealth and stable communities. For too long, home ownership has been kept out of reach for many Black, Indigenous and Communities of Color. We seek to redefine home equity, deploy a data-driven strategy, intentionally reduce barriers for historically excluded populations, and work proactively to generate new opportunities to home ownership for historically underrepresented and marginalized people.

Leadership

Building a stronger organization takes more than recruiting diverse talent. Leadership must pave the way in building an inclusive culture that inspires people to stay and thrive. Our senior management team recognizes how critical it is to advance diversity, equity, and inclusion for the success of our company, communities, and future homeowners. Our unique company structure provides leadership opportunities at headquarters, as well as the regional, office, and individual-agent levels.

Culture

Our people are our greatest asset. We commit to being intentional in cultivating a culture of belonging and inclusion, with a focus on greater diversity at all levels of the organization. A company that reflects the communities it serves can better meet the needs of current and future customers.

For more info on DEI and Windermere visit http://windermere.com/dei. or contact Samantha Enos directly at senos@windermere.com

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In this episode Michael talks with CoryBrewer, VP of Residential Operations. Cory shares with us what is happening with rents, renewals, and People in the world of property management.

Whether you are a tenant, a landlord or a real estate agent needing the expertise of a property manager this is some good information to be able to tap into.

Cory Brewer's contact (425) 623-1330

Website http://www.wpmnorthwest.com

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In this Episode Michael talks to the Philosopher, Photographer, Influencer and 2X Cancer survivor and just simply a great guy, Matthew Ferrara. 

Matthew has an amazing way of helping people see a different perspective. From his consistent Good News Fridays to his enlightening blog post and when you get blessed to see him live it will always leave you walking away with a better perspective. 

We talk about how we lean towards the negative and it requires us to be more conscious in the moment to seek the good things. 

How as humans we need to relate to others like humans should. This is done through being real, and building relationships by enguaging with others about life. Do we need to be knowldgeble about our business yes but lets not start there. 

Matthew said and I quote. "You Got This!" What does he mean by that? You have all the tools you need you just need to 1. Believe in you. 2. Get a fresh perspective. 3. Go out every day and gngage with people in life. 

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In this episode Michael Fanning and Doug Simcock lay out some of the reasons why a buyer broker agreement is being talked about so much lately, and why it is a great idea to use one when you are working with buyers. We also talk about the benefits to both the agent and the consumer as well as what are some of the processes are that agents are using to make this very simple and easy to do.

Reference Ninja Selling Book

Appendix A and Appendix E

10 Step buyer process

Greg Lewis with Windermere Real Estate. "Why a buyer broker agreement cover letter"

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In this episode Michael talks with Amber Hunt. Licensed Real Estate agent and active probate attorney with Woodinville Law.

Amber explains what a probates sale is and isn't.

We talk about the challenges you may face in a probate sale and what resources you will need to be successful in a probate sale.

If you want more info, you can reach out directly to Amber at Amber@woodinvillelaw.com or contact her office at 425-485-6600

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In this episode Joe and Michael talk about why you may want to have a coach. We talk about what a coach is and isn't. What can a coach help you do and maybe help you have a new fresh perspective.

When you have a coach, the goal is to have a return on investment. Paying for a coach shouldn't be an expense but rather a return.

Joe has 30 years on the real estate industry, and we are so excited to have him join us at Windermere coaching.

Contact Joe Galindo. joe@joegalindocoaching.com

instagram @joegalindocoachibng

http://www.windermerecoaching.com

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In this episode Michael talks to Stevi Raff. An 11-year Proactive Trusted Advisor who has been working in the Boise market with builders for over 7 years and 5 years with one of the biggest builders in that area.

Stevi covers these questions.

How do you begin and relationship with builders?

Once you find a builder what do you need to know to create value for them.?

How is working with builders different then a resale broker?

How can builder business be a feeder for future sales?

contact Stevi Raff. steviraff@gmail.com

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In this episode Michael talks with Jason Shutt. Jason has been in Real Estate since 2014 on Bainbridge Island. A former Science Teacher Jason became highly successful by having a commitment to process and using consistent value-added systems.

One of Jason's success tools is his value-added monthly newsletter. See example below.

Jason has developed a sticky and informative newsletter that goes out to his clients monthly. He uses a combination of data and being his authentic self. He isn't shy to say that he wasn't looking for the quick fix but rather he put in time and energy perfecting his letter and in addition to his consistent processes for buyers and sellers he enjoys a sustainable referral business year after year.

Jason sends his letter out via email monthly. He also has it on his www.jusonshutt.com website and promotes it in his Facebook feed.

Jason also attributes his consistent business to having good coaching. He coaches with Nick Hansen, and he said, and I quote. "There hasn't been any question that I have asked Nick that he didn't have some great suggestion for me to try."

To learn more about Jason Shutt you can contact him directly at jason@jasonshutt.com

You can also visit his website at https://jasonshutt.com/

Here is an example of his newsletter. https://jasonshutt.com/bainbridge-island-real-estate/bainbridge-market-report/bainbridge-island-real-estate-market-report-august-2022/

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In this episode Michael talks with Nic Chambers and Miles Turner. Nic is a Windermere Agent in the greater Seattle and Miles works in the Inland Empire in California. Both Miles and Nic use a tool called Pipedrive. https://www.pipedrive.com/to manage their actions daily for all the process they use when it comes to creating amazing client experiences for their buyers and sellers.

Both Nic and Miles have checklists and "Pipes" if you will that allow them to provide high level services to their clients very consistently. In fact, they both agree it also helps them "Sleep at night."

From the very beginning all the way to Post close they have checklists and tools that allow them to keep each interaction top of mind. Too often in this business we don't get a referral because something fell through the crack, and we approached our business in a reactive and not a proactive state.

By using Pipe drive they can customize each action list to fit their style and business model allowing them to provide a higher level of services.

To contact Nic Chambers 206.802.8120 nic@chambersnw.com

Here's a link to a 30-day free trial in Pipedrive: https://pipedrive.grsm.io/nicchambers3331

If someone is interested in duplicating what Nic has built in PD he can walk you through a demo and chat about a couple of options on how to build it.

Miles Turner 951.640.7345. milesturner@windermere.com

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In this episode Michael talks with Louis Muniz, Max Rombakh and Shawna Ader.

These brokers range from 26 to 9 years in the business and a major portion of their career has been in luxury.

What they expressed is that Luxury plays out in your mind. If you want to be in the Luxury business you need to believe you can do it.

Process and systems are key so that you have great consistency when it comes to your client’s experience.

Be authentic and know that you aren't going to work with everyone and that you need to get laser focused on the market you want to serve.

Reach out to brokers that are currently doing well in the luxury and offer assistance that isn't directly tied to a commission.

Learn from other agents and offer to hold luxury open houses.

Attend luxury events, such, and Windermere Luxury event. Inmen Luxury, and Leading RE Luxury.

The Premier Properties program exists to help you win listings and promote the luxury listings you have to the right audience!If you have any questions, please do not hesitate to contact premier@windermere.com. We're happy to help.

Join groups such asl. Tennis clubs. Yacht Clubs, Book Clubs, Golf clubs. Think about your client base and where are they and what are they doing. Key to this however is you are not joining for business but rather it is authentic to you, and you actually enjoy being a member of said club. Remember relationships are enhanced by being you and authentic.

Have your process in place and when business gets up and running don't go at it alone. You will need at least one assistant if not more.

Learn the tool that Windermere provides to our Premier agents.

Contact

Shawna Ader Shawna@windemrere.com

Max Rombakh. Maxr@windermere.com

Louis Muniz. Louismuniz@windermere.com

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In this episode Michael talks Cliff Taylor and Ryan Riley with Penrith Mortgage.

1. is it still a great opportunity for buyers in the current market?

2. What does a seller buy down? How can it strengthen your listing?

3. Paying off your mortgage?

4. Building a strong team with a reputable lender.

Contact Cliff Taylor. https://www.penrithloans.com/consultants/cliff-taylor/

Contact Ryan Riley https://www.penrithloans.com/consultants/ryan-riley/

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In this Episode Michael talks with Cory Brewer Vice President - Residential Operations Windermere Property Management of Bellevue WA.

As we see the Real Estate Market shift Cory talks about specific areas.

1. Impact on Supply of Rental Properties

2. Job growth and how that impacts the needs for rentals

3. The accidental Landlord

4. What is causing the increase in rents

5 Services that you should expect from your property management team.Cory's contact 

Office:(425) 455-5515

Website:http://www.wpmnorthwest.com

Email:coryb@windermere.com

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In this Episode Michael, Doug, and Nick talk about the changing market. We talk about ....

The contingent offer coming back

A power shift to the buyer based on increasing inventory and longer market times.

It is an amazing time to buy a home today and capitalize on yearly appreciation.

By owning a home, you build protection from inflation, and rising annual housing expenses.

Understanding the difference between depreciation and slowing appreciation.

Books We are reading

Stilness is the key https://www.amazon.com/Stillness-Key-Ryan-Holiday/dp/0525538585/ref=asc_df_0525538585/?tag=hyprod-20&linkCode=df0&hvadid=385609313011&hvpos=&hvnetw=g&hvrand=3935498757393605983&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-823427821590&psc=1&tag=&ref=&adgrpid=77500930534&hvpone=&hvptwo=&hvadid=385609313011&hvpos=&hvnetw=g&hvrand=3935498757393605983&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-823427821590

How no How. https://www.amazon.com/Who-Not-How-Accelerating-Teamwork/dp/B08KYKR23H/ref=sr_1_1?crid=A0RWSZCN2S5N&keywords=who+not+how+book&qid=1654727148&s=books&sprefix=who+not+how+book%2Cstripbooks%2C116&sr=1-1

Atalas of the Heart https://www.amazon.com/Atlas-Heart-Meaningful-Connection-Experience/dp/B0979HG8R3/ref=sr_1_1?crid=1LDNN16B7T52W&keywords=brene+brown+book&qid=1654727172&s=audible&sprefix=brene+brown+book%2Caudible%2C116&sr=1-1

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Doug Simcock, Nick Hansen, and Michael Fanning talk about they dynamics and tools needed today when we are working with sellers. 

Consistent Communication

Setting clear expectations

Making sure we are controlling the positive narrative vs the Doom and Gloom of local news. 

Letting the market tell the story.

Bringing all our tools to the table. 

Moxi, KCM, Trendgraphix, Matthew Gardner, Homebot, Neighborhood news. 

Contact Coaches. 

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

Doug Simcock dsimcock@windermere.com

Nick Hansen  hansenrecoaching@gmail.com

Michael Fanning fanning@windermere.com

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In this episode Michael talks to Ashley Abolafia about how early in her career mindset allowed her to achieve her goals and do amazing things. Now fast forward to her current world where she was recently diagnosed with stage 4 cancer. Mindset is the key. She is going to be present for her Husband Jack and her two daughters and make every moment count.

Mindset—you can get through anything with an abundant mindset—even the WORST news. Ex—I view my life now as an opportunity to be the most open I have ever been, best wife, mother, friend, agent…to give of myself and make these precious moments COUNT. This is a gift. And I am going to soak it in and am so thankful. My mindset of abundance WILL give me more strength for my fight. It already is.

Balance

FIND IT! I worked too much building for a life I will now never live. I don’t regret my decisions, as my family will benefit and be okay as a result, but I wish I’d done a better job with balance. My kids are SO much happier now, because I am so present for EVERYTHING (and so am I; I just did not have that option before I felt). I have the chance to have the best year/s ahead and that is a gift, but the lesson is, don’t assume there will be a tomorrow—find the balance, live your dreams, love your family, and do the things NOW, while you can. Do not let work be your whole life.

We all have a THING!

Do not avoid the “thing” you have been putting off. Life is short. Let things go, make amends, go to the DOCTOR. for the thing you have been avoiding (it could save your life), so the thing you personally have in the back of your mind nagging at you—we all have something. It could be a relationship, a tangible thing, or a physical thing—if I can impress anything or make a difference in even just one person’s life, to take action today, that’s worth it to me. Pay it forward.

Contact Ashley Abolafia. aabolafia@windermere.com

Instagram @ashleyabolafia

Facebook. https://www.facebook.com/ashley.shelton.9849

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Michael Fanning talks with Jen Walsh. Jen has been in Real Estate for 8 years but was new to the Windermere World and was able upon joining Windermere go directly to a Windermere Ninja Installation in Oct of 2021.

Jen said as she learned about Ninja 9 and winning her days by 11 it freed up her mindset to work from a place of abundance and positivity. Prior to Ninja she was productive but with the new skills and tools like the Ninja Planner it gave her a new perspective about how she runs her day-to-day activities.

Often, we have experienced Realtors that do not see the benefit of going to a Ninja Installation because they are doing business. After the 4 days like Jen, they will respond by saying. "Wow I now work in such a more productive environment, and I know I'm working smarter and not harder."

Contact Jen Walsh jenw@windermere.com

Jen Walsh https://www.windermere.com/directory/agents/jennifer-walsh-1

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In this episode Michael Fanning talks to Elizabeth Burr. Elizabeth is a 19-year pro with Michael Saunders and Co. in Port Charlotte Fl, she attended her first Ninja Selling class in Jan 2020. Shortly after she attended the class, she sent a video to Michael with the message, “Ninja changed my life." IN Ninja we talk a lot about the power of gratitude and giving, showing up and being on purpose. We also say that what you learn works great when life is going good but even better when life makes an unexpected turn. Elizabeth had an unexpected turn when she lost her husband Brad in May of that year. Fast forward to her life now and she is thriving in Business and Life. Credit to Elizabeth. So many people are given an opportunity to make a change, yet a small percentage of people will run with it. Elizabeth is a fitting example of opening your mind to possibility and then putting in the consistent effort and energy to not just change her life but help others do the same.

Elizabethburr@michaelsaunders.com

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In this episode Michael Fanning talks about creating a value wedge so you work with the 80% of the clients that will pay you what you are worth and not look for a discount.

Key ideas.

1. This is the biggest purchase and or sale in many people's lives.

2. Every transaction is unique.

3. There is always someone willing to do it for less.

4. The old saying is still true. " You get what you pay for."

5. 80% of clients are willing to pay if they perceive quality and value.

Do you have a process?

Can you articulate your value wedge?

Do you have this dialogue down?

Do you believe there is a fixed price, or a range of value based on the marketing and negotiation skills of your realtor? Would it be helpful if I showed my five points of value?

What are the real numbers on fee pressure?

According to the 2021 Buyer Seller Profile from NAR

Twenty-eight percent of Sellers either did not know commissions were negotiable or knew but did not bring it up.

Five percent of Sellers asked for a discount on commissions, but Agents said they could not do it.

Twenty percent of Sellers asked for a discount and agents said they would discount.

Forty-seven percent of Agents mentioned the discussion without being asked by the sellers.

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In this episode Michael talks to Dana Ferrell. Owner for Servitium Financial Management. Dana talks about what a financial advisor is. The Benefits that a financial should bring to you for long term financial planning and the various services that they can provide to help you create wealth no matter where you are financially today. 

Dana Ferrell's website. https://www.ameripriseadvisors.com/team/servitium-wealth-management/

contact number.  425.477.4153

Dana.M.Ferrell@ampf.com

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In this episode Michael Talks with Diane Terry. A Professional Windermere Broker for 30yer and the Seattle Committee Chair for Windermere's Standards of Practice.

What are Standards of Practice?

What is it NOT?

How often do we meet?

Why is it important to have this as part of Windermere?

Managers/Owners are the gatekeeper for this cultural standard of Windermere.

It is Not easy but necessary.

What are some recent topics that have been discussed?

• Thorough Communication with Sellers on what a final walk through is and how a home should be left for the new owner. Checklist’s checklists checklists.
• Time to review offers. Why are we doing business after hours? Who is truly setting that time? The Seller does not know what they don’t know.
• When are you communicating this?
• Social Media Do’s and Don’ts
• Do you have permission to be videoing and posting interiors?
• How are you representing not only yourself but the brand?
• Bully agents trying to get back in after mutual agreement instead of adhering to the contract.
• Are you really serving the client working out of area?

Standards of Practice Video.

Diane Terry's website. https://dianeterry.withwre.com/

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In this episode Michael talks with Cory Brewer on the ins and outs of property management. Buying and owning a single-family home has its benefits but what if you want to own and investment home? Why would you want to have it managed for you? Cory talks about what types of services they can provide to the public as well as real estate agents.

Property management is also about tenant placement. With buyer demand high and jobs increasing finding a place to rent is just step one. You then need someone to navigate the process, so you have success renting the property. Cory talks about the services they provide to renters.

In this market today it is a clever idea to have someone on your team that knows the ups and downs of single family, multifamily and commercial property's as it pertains to owning investment real estate.

Contact Cory at coryb@windermere.com

Website. https://wpmnorthwest.com/

Phone 425.425.5515

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In this episode Michael talks to the Real Estate legend Craig Gaudry. Craig started his real estate career in the late 80's. He has seen and experienced a lot when it comes to being a successful broker. Craig like all agents can choose where he wants to place his license. For many years that was with Windermere, but it was not always with Windermere. Craig talks about why he made a move and then what caused him to return. What I took away from these conversations is that Relationships, Trust and providing value will prevail. Keep your doors open and just be a good human and help others get what they want, and life seem to work out for the best. We are pleased that Craig has returned home and continues to set the bar high when it comes to value and professionalism. 

Craig Gaudry. Craig@gaudry.com

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In this episode Michael talks with veteran real estate coach Nick Hansen. In 2021 nicks clients saw an 82% increase in their gross commission income. Nick explains the 5 things we notice agents aren't doing that cause them to not achieve to their highest potential. The question we have for you, what are you willing not to do?

1. Forget that real estate is a contact sport.

2. No morning routine.

3. Can't control their schedule

4. Lack of communication throughout the transaction and post-closing.

5. Scarcity mindset with limits!

Podcast on better communication. https://anchor.fm/askacoach/episodes/Episode-11--7-tips-on-having-more-effective-communication-with-your-clients-e1dso8n

Book by Trevor Moawad. Getting to Neutral. https://www.amazon.com/Getting-Neutral-Conquer-Negativity-Chaotic/dp/B096YL2MGD/ref=sr_1_1?crid=RJOYKQA4AZEB&keywords=getting+to+neutral&qid=1643996911&sprefix=getting+to+neutral%2Caps%2C141&sr=8-1

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

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In this episode Michael talks about 7 tips that will help you to create stronger communication and relationships with your clients.

1. Shift from a transaction mindset to a relationship mindset.

2. Be a great listener and be aware of pain and pleasure.

3. Give them time of position.

4. Do they feel significant?

5. Provide value and solutions. Know the 3-step greeting. Enroll, Acknowledge, State who you are. Do not set off the danger scanner.

6. The world speaks frequency.

7. Quality of communication. Face to Face, Voice to Voice. Email and Text is the faceless other.

Larry Kendall's book Ninja Selling. https://www.amazon.com/Ninja-Selling-Subtle-Skills-Results/dp/B087MNRSBY/ref=sr_1_2?crid=1VB49ZYEI7NVH&keywords=ninja+selling+book+by+larry+kendall&qid=1643914359&sprefix=ninja+selling+%2Caps%2C124&sr=8-2

Chris Voss. Never Split the Difference. https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_1?crid=1G4Z7O1UGNCTZ&keywords=never+split+the+difference&qid=1643914538&s=audible&sprefix=never%2Caudible%2C111&sr=1-1

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In this Episode Michael talks to Larry about the concept of an I Buyer/ Power Buyer. Our industry has some fear around this idea and Larry helps us to understand how we can use the I buyer idea and system to become even a better Proactive Trusted Advisor.

North Star. Why do we exist? " Helping our clients go from the life they have to the life they dream about."

3 Fears.

The Unknown. Get educated on what I buyers are.

Losing commissions. You are still paid and paid well.

Losing Control. You still represent your clients.

Resources Larry talks about.

Volume 2 Secrets of Top Selling Agents. Chapter 10 kenny klaus. https://secretsoftopsellingagents.com/

I Buyer Tool Zavvie. https://zavvie.com/

Ninja You. Lane Hornung.  https://you.ninjaselling.com/programs/lane-hornung-interview-3df32c?offset=1207

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In this Episode Michael maps out the 3 areas that make up successful Real Estate Flow. The trifecta if you will.

Flow is the frequency of Value added relevant, educational consistent content. Only 6% of the Real Estate industry does this well. Most of the time our clients are left at the closing table.

So here are the 3 areas.

1. Automated Flow.

2. Homebot.ai

3. LOLO Gifts
4. Boomerangedm.com
5. Custom Xpress auto flow
6. Windermere Home Update

This should be a set it and forget it.

1. Face to Face, Voice to Voice, and Significance.

2. Handwritten Notes. Thank you, Congratulations, just thinking about you.

3. Client and F.O.R.D. Calls 20 to 25 a week.
4. Real Estate Reviews. 2 a week.

5. Client appreciation events or gifts.

6. Social Medial IG, FB, LinkedIn. Twitter, Tic-toc

7. Keeping Current Matters.com http://trykcm.com/a31309

8. Windermere Blog
9. Matthew Gardner Quarterly reports or Mondays with Matthew.
10. Cover your 3 P's Passion, Personality, Profession

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In this episode Michael talks to Tracie Gulit. Tracie has been in Real Estate for 9 years and in the last 3 years she has doubled her business each year. What is even more impressive is that she has increased her business and at the same time created better work life balance and avoided the burnout. Traci loves to go fishing in the San Juans, spend time with her family at their cabin and travel often. She also creates great client services and runs her business like a business. She explains some key elements as to how she accomplishes this.

Track your business. She uses a business tracker. Have a great Database management system. She uses Moxi Engage Make sure to plan your recharge time and understand the power of time blocking Set clear expectation with your clients. Have systems for Buyers, Sellers and for the entire process using a tool like Trello

If you would like to connect with Tracie she can be reached at  Tracieg@windermere.com @traciegulithomes on IG Or by phone 360.201.6433

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In this Episode Michael shares 5 Habits from Mel Robbins on how to live a life based in Fulfillment. Many of us have happiness that comes and goes but few have a life where they are walking in their purpose. In this episode Michael will cover 5 habits that Mel Robbins says will allow you to find your fulfillment.

If you would like to get more info on this topic, please visit the Growthday app to get started on a daily guided exercise on living your life more on purpose. https://www.growthday.com/?via=2a5j3

The 5 Habits.

1. Focus on your Foundation.

2. Appreciate your neighbors.

3. Water your own grass.

4. Find some expression of purpose outside of your house.

5. High 5 yourself in the mirror.

Read the Book High 5 Habits by Mel Robbins.

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In this episode Michael goes over the 12-point check list that will help you generate a healthy business. Remember success is not an accident but a habit.

1. Wake up. Starting Early and running your day is a great way to start.

2. Have a morning Routine. We recommend using the 20/20/20 by Robin Sharma

https://medium.com/four-minute-books/the-20-20-20-rule-of-productive-mornings-

703cc5e319f3

1. Show up daily. Pick the time that you are going to show up to get started in working on your

business. We recommend 8:00

1. Do a quick Market review to see what has happened before you begin engaging with your spear.

Read the Gardner report, watch a Mondays with Matthew, look at the Keeping Current Matters

blog.

1. Review your Warm and Hot list. Look for names to preload into your notes, phone calls and

possible property reviews.

1. Write your 2 notes for the day. Thank you, Congratulations, just thinking about you.

2. Make your phone calls. We recommend 25 a week. 5 a day or 12 twice a week. Start with

F.O.R.D calls. Birthdays, Anniversaries, Congratulations, thinking about you. Move to client calls

and House-a-versaries.

1. Identify your property review clients for the week. We recommend you do 2 per week.

2. Check in on the status of your current business. Any loose ends to take care of or clients who need attention.

3. Make 2 social media posts for the day. Facebook. IG, Tictoc, LinkedIn, Twitter. Remember your 3

P’s Profession, Passion, Personality.

1. Have 2 lunches or coffees each week. Remember your 5 magic questions.

2. Finish your day strong with a wrap up. Update your white board and database.

Remember don’t let the hard days win. See if you can track this for 40 weeks and win the week.

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In this episode Michael talks with President and CEO of Windermere Mountain West Services Scott Wetzel.

With the recent news of Zillow, I-buyer program being shut down we wanted to talk about the complexity of the real estate process.

Keep in mind that in the Combined 42 years that Scott and I have been in Real Estate there has always been disruptors and there always will be.

It is important to make sure the process the client is going through is easy and is set up to give them the best experience and the highest level of services. A real estate transaction is complex at best. Real Estate is difficult to be comedized, it is an appreciating asset. It is typically one of the biggest investments someone will make in their lifetime, and it has driven legacy wealth for centuries.

We agree technology is needed along with new ideas to help the agent enhance their relationship with their client and this is always welcomed. However, the human algorithm is something that most customers want and need for clarity and confidence which is something that AI and an algorithm can't replace.

I think Simon Sinek said it best.

“Human beings are social animals and relationships will always win. There are a small % of people who just want a transaction. Most want a relationship.

Invest in your relationships.

They are your most valuable asset.”

• Inman Connect 2018

Scott Wetzel https://www.windermere.com/directory/agents/scott-wetzel-1

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In this episode Michael Fanning talks about the power of using Real Estate Reviews and Hombot.ai to position yourself as your clients Real Estate Trusted Advisor.

Property Reviews are a powerful tool for building relationships based on value added flow. Stats show that agents who do 2 property reviews a week equivalent to 100 a year are more productive and deliver a higher quality of services to their clients.

Learn about the 5 magic questions.

Homebot.ai is a great monthly touch point to set your clients up with. Include your client’s investment properties in the tool as well and being able to adjust each properties value based on current market knowledge. See link below to learn more about getting set up with Homebot.

https://homebot.withwre.com/ Homebot.ai

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In this episode Michael talks with Laura Smith a Co-Owners of 6 Windermere office in the greater Seattle area. Laura has built her offices on the culture of connections and relationship. Recently she was able to pilot a new tool in the arsenal of Windermere tools called LOLO. In this talk Laura explains how she was pleasantly surprised at the success of the campaign and the residual connection it created with her agents.

She shares the mechanics of LOLO along with what her experience has been up to this point is using this great digital connection tool.

Listen to how this tool LOLO may help you to create stronger connections with your client without a huge investment and keeping it very simple.

Setting up your LOLO subscription https://vimeo.com/516422553/6526c6da04

Laura Smith

laurasmith@windermere.com

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In this Episode Michael talks about the incredible potential in real estate, yet so many don't take the time to identify what is keeping them from success. Real Estate has the potential to allow you to live a great life and help so many others and most of the time the biggest obstacle keeping you from achieving that level of success is planted within your own mind. We reference the book High Five Habits by Mel Robbins.

When you look in the mirror what do you say to yourself?

Are you willing to take actions on your AHa moments?

Tell yourself "Stop thinking about that."

Great interview with Mel Robbins on Impact Theory

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In this episode Michael Fanning talks with Heather Maddox. Have you wondered if you need to up your social media game? Do you struggle with what should I post and how often should I post? What is great about Heather is she just tells it like it is. Her work and business life blend and when you follow her you get education, entertainment, laughter, and real-life struggles. It didn’t take me long to enjoy watching Heathers reels and in a very short period I felt like I knew her. Don’t underestimate the power of social media. Heather will share with you what she has found that works and her results are real.

Some Stats you may want to know.

72.3% of Americans are using social media

93.33 are active daily

We spend on average 2 hours and 25 min a day engaged.

The customer today knows 12 Real Estate agents

Other people to follow

Susan Camerer

Dwell home team

Ruthy Ann Taylor

Kelsey Kurtis

Contact Heather Maddox

Heathermaddoxhomes

Useful links

Linktr.ee

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In this episode Michael talks with Miles Turner from Riverside California. Miles has been in Real Estate for 16+ years and closes 1+ transactions a week in his marketplace. That said there are times when we all can really want a listing so badly that we throw our process and values out the window. We are going to talk about how that is not a good idea. How this thinking is a very short-term gain that doesn't turn out well. When you have a process and understand that you are working with a client for referral business and not that single transaction it can be a game changer. Miles explains how he had a seller who had unrealistic expectations on what their home was worth so much so that even though they connected with Miles they chose to go with a different agent who said they could get their price. The market spoke to the  sellers letting them know the were on the market but not in the market and eventually Miles was able to work with them and build a great relationship built on trust and professionalism. Enjoy. Miles Turner. Contact for Miles. Cell 951-640-7345 email milesturner@windermere.com

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In today’s world of text and email we have forgotten the power of note writing. Here are some reasons why you want to write notes.

1. It leaves a good impression.
2. You will stand out.
3. It shows how appreciative you are.
4. It shows you care.
5. You raise the bar.
6. Extending gratitude is healthy.
7. It really is the proper thing to do.

Use Custom Xpress to order you notes.

Have Stamps and preprinted return address labels.

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In the market today as a buyer there is some strong competition. Most homes have multiple offers and fewer days on market. The buyers that are having success are being represented by a professional Real Estate trusted advisor. This real estate agent is skilled at the steps and processes needed to make sure you have the best possible outcome. They are teaching you to swim before you are jumping into the ocean. A real estate trusted advisor always starts off with a buyer consultation. This can take between 45 min to an hour depending on which stage the buyer is in.

They have a consistent process that follow the flow of a transaction usually set up this way.

1. Buyer Consultation.

2. Qualifying the buyer/ Process in finding the right home.

3. The buyers what's and whys.

4. Understanding financing.

5. The art of the offer.

6. When we find it what do we do next?

7. Explaining offer strategies.

8. Having an education day.

9. The offer.

10. The Calendar.

10.Mutaul acceptance.

11 Closing.

1. Move in day.

2. Continued services.

For a dialed in process read Ninja Selling specifically Appendix A

For a well put together Buyer book click here.

Important resources.

A quality lender on your team.

A list of great resources that will help the buyer once they have moved into the property.

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In this episode Michael Fanning talks with Raman Chawla. With 7 years in this business Raman has learned that open houses have many benefits.

1. To meet prospective buyers who may also be sellers.

2. To market the home to buyers and meet buyers.

3. To sell the home and satisfy the seller.

4. To generate listing appointments.

5. Achieve name and company recognition

6. Expose the house to the public and neighbors.

7. Gain experience in working with the public

8. Gain experience in marketing a property

9. Get to know the neighbors and neighborhood.

62% of Buyers that attend an open home have a home to sell.

Raman like Fridays from 5-7PM and Sunday 1-3 or 2-4. Also, will do a Neighborhood open house just for the neighbors.

Safety is also something we want to be aware of as well. Here is a link to some great safety apps.

Tools used Open Home Pro.

Kagent open house tool.

Spacio open home tool.

Contact Raman Chawla

raman@windermere.com

Cell: 206-330-6367

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In this episode Michael Fanning talks to his mentor Larry Kendall. Founder and creator of Ninja Selling, Larry answers these specific questions.

1. What is unique about ninja that it allows agents to achieve such great work life balance?

2. Should a realtor take ninja more than once?

3. Does coaching after ninja benefit the agent and allow them to achieve more?

4. When in your real estate career should you attend a Ninja installation

5. When hiring a Real Estate agent what benefit do you get from working with a Ninja?

To learn more about ninja visit Ninjaselling.com

Get the Ninja Selling book

For attending a Windermere Ninja installation visit. Windermere Prodev.

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In this episode Michael Fanning talks to Elizabeth Burr. Elizabeth is an 18-year pro with Michael Saunders and Co. in Port Charlotte Fl, she attended her first Ninja Selling class in Jan 2020. Shortly after she attended the class, she sent a video to Michael with the message, "Ninja changed my life." IN Ninja we talk a lot about the power of gratitude and giving, showing up and being on purpose. We also say that what you learn works great when life is going good but even better when life makes an unexpected turn. Elizabeth had an unexpected turn, and she shares how she is moving through it with the help of her kids and grandkids and some of the tools she learned about during her 4-day Ninja Class. Oh, and let us not forget that Ninja also allowed her to get the nick name from her fellow collogues "Money Bags." Which has a lot to do with her consistent transaction production and amazing customer services for her clients. She also shares a few plans she has for her future. Elizabeth embraced that we get to choose how to respond to life.

Elizabethburr@michaelsaunders.com

Ninja 9

Daily

1.Gratitudes/Affirmations

1. Show up. Stay on your agenda

2. Write 2 personal notes a day

3. Focus on my Hot list

4. Focus on my warm list.

Weekly

1. make my customer services calls

2. Schedule 2 real estate reviews

3. have 50 live interactions using F.O.R.D

4. update my database.

Ninja Selling Book

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In this episode Michael shares responses from Ninja's for this questions. What advice are you giving to your buyers now who are getting frustrated and want to quit?

Key to successfully buying a home in this market.

1. Hire a professional.

2. At a minimum there should be a 45 min consultation before you even look at homes.

3 Ask questions. Be real and set clear expectation. This is going to be a journey.

1. Give choices and consequence.

2. You must learn how to swim before you jump into the ocean.

3. We are going to miss out on some but the right one will come along.

4. Home appreciation is a real thing.

FHFA.gov

Buyers hang in their article

Matthew Gardner Economist talks about how we are not in a housing bubble.

Read Appendix A in the Book Ninja Selling.

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In this episode Michael Fanning talks to Meaghan McGlynn, Windermere's Social Media Manager. We cover these 7 areas.

1. Is social media important in the world of Real Estate agents? (The answer is yes!)

2. What are the most used platforms?

1st Facebook

2nd Instagram, IGTV

3rd Twitter and LinkedIn

4th Snap Chat and TikTok.

1. What content should agents be posting? Original content that adds value. Curated content that adds value. Cover your 3 P's Passion Personality and Profession

2. Is there a cadence for each platform? As often as you have quality content but try for 3 times a week on each channel where you have a presence.

3. Look closely at your reach and your engagements. Take online connections offline. Be authentic, and real.

4. When posting listing tell the story. This isn’t the MLS, use social to add more context and detail!

5. Platform for auto posting. Social HQ, Hootsuite, Buffer, and Later.

Useful links.

Social HQ

Hootsuite.

Buffer

Later.

Http://www.WindermerePlaybook.com

Windermere Facebook

Windermere Instagram

Windermere Linkedin

Windermere Twitter

Windermere youtube

Canva

Examples of good use of social medial

FB: @theportlandlife / @TerriBrunnerRE / @CentralCoastStephanie

IG: @taylorhinds / @behlerhomes / @trevor.n.cook

TW: @aibsenhomes / @tylerfreed / They can also follow our list: https://twitter.com/i/lists/223231713

TT: @kehau_is_my_realtor / @ekinzler

Email for Meaghan McGlynn meaghanmcglynn@windermere.com

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In this episode Michael Fanning talks to Nicole Mangina. A 25-year professional. Nicole is a pro when it comes to helping her sellers. 90% of her business is working with sellers to have the best success in any real estate market.

We talk specifically about what determines the price range of a home.

What is important when it comes to educating your sellers on what creates the range in the value of their home?

Talking about the time schedule with your sellers and what resources Nicole provides to help her sellers have clarity and confidence?

Setting expectations for your sellers by using choices and consequences.

Contact Nicole Mangina. Nicole@nicolemangina.com

The 425 Show

The Way of Integrity by Marth Beck

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In this episode Michael Fanning talks with Windermere's Economist Matthew Gardner.

We wanted to know if the appreciation we are seeing today will get us in trouble in our nearby future.

When will we see a more normal housing market?

I asked the questions, is buying a home still a sound financial investment?

Should a buyer hold off or continue to move forward in seeking to purchase a home? What is the best option?

What does the future look like for real estate investors and the individuals looking for second homes?

Youtube Monday with Matthew. 

Windermere Blog 

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In this episode Michael Fanning takes some strategies from Ninja Selling along with actual real live situations from Windermere Coaching clients that will help you to create a better client experience when it comes to listing their home. Also, our goal is to help our sellers net the most and when we have a process that gives them clarity it benefits them tremendously.

Helpful Links.

Trend Graphix

Focus 1st

Moxi Present

Ninja Selling Book

The Art of the CMA

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In this episode Michael Fanning talks with Anne and Dave Jones. Windermere owners. Their 25-agent firm "Windermere Abode" in Tacoma Washington is thriving. They both are not shy when it comes to speaking about diversity and creating a company that is committed to enhancing's their community and taking racism head on. " Our approach from the very beginning was to dismiss the idea that a business should be politically neutral." We've been able to weave this focus on community and social justice into what we do."

They are authentic, committed, consistent and passionate about the type of culture and support they give to their likeminded agents and the community they serve. They are dam good people.

It is easy for many of us to dip our toe in the water when it comes to systemic racism. I am as guilty as the next person. Some find it to be an uncomfortable topic. Dave and Anne are asking us all to do a deep dive and take responsibility to create change and look at how we are showing up today. It is not easy but very much needed and long overdue.

Dave says, if you are not sure where to start, start with yourself first. What is your view of the world today? Then see how you see diversity, equity, and inclusion? Ask yourself what can I do and where can I make an impact? It is being aware and as Anne says, "to be able to listen without bias."

Dave recommends the book. Race for profit.

Anne recommends the book Hood Feminisms

Inman persons of the year 2020 article.

Dave's IG

Anne's IG

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"As a former luxury homebuilder, Justin grew to realize that his passion was not developing land but developing people, and

not building homes but building businesses. Justin specializes in teaching well-paid professionals how to

get endless warm referrals flowing into their business." In this episode Michael Fanning talks with Justin Stoddart to unpack the concept of "The Upstream model."

HIs goal is to help Brokers and Agents understand how to be more proactive vs reactive, more on purpose vs accidental. The concept introduced by Justin is how we bullet proof ourselves to have an evergreen sustainable business that is built on professional relationships and better work life balance all the while providing great client services.

The Book is The Upstream Model. 

The Facebook group is Think Bigger Real Estate. 

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In this episode Michael Fanning and Nick Hansen coaches for Windermere Coaching, with over 45 years in real estate combined, discuss what it takes to be a professional in the current real estate market. There are certain tools and strategies that professional listing agents and buyers are doing.

What are professional Listing agents doing?

• · Having a consistent Process. (Ninja)
• · Honor the time frames and dates you set with your seller.
• · Have a Win Win attitude and educate your seller on the strategies used to net them the most money.
• Do not cut corners when it comes to marketing and getting the home parade ready.
• · know that you are being watched by the neighbors who may become a client one day.
• Call your other buyer's agents back if review time has changed and communicate what your sellers want.

What are professional Buyer’s agents doing?

• Going slow to go fast.
• Following a consistent process (Ninja)
• Coaching their buyer to win, being realistic when it comes to the key indicators that allow the buyer success.
• Using an offer to win sheet, unpacking the offer and where they are strong and where they may be week.
• Calling the listing agent or getting face to face to establish a relationship.
• Asking to be in back up position in the event you are not the offer chosen.

Use these links for the books we spoke of and to learn more about Windermere Coaching.

The power of habit.

Think Again

Ninja Selling

Windermere Coaching

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As Aaron Bloom takes a ski break in Sun Valley with his wife, he takes some time to talk to us about his before and after business. How taking the step to build a team of assistants, and marketing admin and a buyer’s agent changed his business in terms of quality, client experience and financial growth. He will tell you that just like all of us he struggled with overcoming the idea of expense. It was not easy, but it was so worth it.

1. It takes work, but it is worth it.

2. I was able to be real and say "I need help."

3. Asked questions and sought out resources. Don't do it alone. 

4. Remember it is an investment not an expense.

5. If you want to grow you have to push yourself.

6 Contact Aaron Bloom at Aaronbloom@windermere.com

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Doug Simcock Owner of the Windermere Walla Walla office talks about how taking time off to rest and recovery is so important for long term success. So many of us do not actually plan out our recovery time for our days, weeks, months, and years. In this interview we talk about some strategies that can help you build the twin cycles into your life.

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Eric Thompson talks to Michael Fanning about Michael's father. Michael shares what he learned from his father and what he wants to pass along to his kids and to his clients. Sometimes it is the idea of age and knowledge that we so often forget can be absolute nuggets of wisdom. The concepts are not complicated but they offer up some insight into where we should place importance. The idea that we all can create what we want but we can also be our worst problem and our own best solution it is a choice. It is all in how you wish to look at it. Remember you are never stuck. There is always a solution.

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We interview KiamaLise Herres. KiamaLise began her career in real estate in Bellevue Washington in 2014. As a young child she had a dream that fueled her why and she realized that real estate could be the vehicle to allow her to accomplish the life she wanted for her family. KiamaLise knows that we are all human and there are days when we may not be motivated, but we still show up. She understands the need to invest in yourself and build systems and habits that allow your life and business to flourish. Having one of her best years in 2021 it was not on accident. It was very much on purpose. Because she makes a commitment to excellence and surrounds herself with other likeminded people she has built and evergreen business for herself. KiamaLise uses the word Bespoke. "It’s a word I love.  Bespoke not only defines a custom tailored, unique experience, it hearkens back to a time when exemplary service was the goal and attention to detail was the expectation."

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In this episode we talk to Paul Hunter. 15 years in the Real Estate business. Paul is a husband, a father to a 1- and 4-year-old, and a very successful broker/owner at the Windermere Ft Collins office.  Paul breaks down his systems and routines he uses that allowed him to develop a smart business and have a great life with his family. In 2020 Paul surpassed his initial goal for 2020 and he gives some insight as to how that happens. Paul says.  "Business does just come out of the woodwork. It’s the consistent routine that created that business."

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Great interview with Matt and Tanya Powell. Matt and Tanya were real estate agents right out of college in Eugene, Oregon in 2000 and 2001. Matt and Tanya were in the residential world of real estate with Windermere. Both becoming successful early on in their careers, then quickly stepping into owning the Windermere Eugene franchise in 2003. After 17 years of ownership, they decided to make a life change and step out of their comfort zone. Tanya stepped into her passion and started her coaching company BWell Community where she provides high performance coaching and real estate coaching.  Tanya and Matt also host a Podcast, BWell https://lnns.co/JlCgRvh39yL Matt purchased a private investment lending firm and is also on the board of directors for Oakshire Brewing  https://oakbrew.com/. Matt and Tanya are also parents to a 9- and 14-year-old and much like you, are always figuring out how to have work life balance. They embraced getting uncomfortable and, in this episode, they share how they did that along with what insight they have for others who want to be successful in achieving their future endeavors

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This was a fun interview with Lena Maul. Lena is married and the mother of 3 great kids.  In addition she owns and operates the Windermere North office in Lynnwood Washington. Lena has been with Windermere since 1997. She is the daughter of Dick and Cathy Wood. Dick and Cathy opened the Windermere office in 1987. The Windermere North office is at #14 with-in Windermere offices in Washington state.  With 52 agents In 2020 they closed 677 sides that equated to  $457 million in dollar volume. Lena has developed a system for  helping her agents achieve high levels of production along with great work life balance. In this interview she talks about her system for success.

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“It is easier for me to make $1,000,000 a year being on-purpose than it was to make $250,000 a year being on-accident.”Cori talks about her journey from owning a publishing business and then moving into Real Estate. Early on she was a bit on accident but then after taking a Ninja Installation, becoming friends with Larry Kendall, and having a terrific broker Leana Maul. She built an amazing team, and in 2020 she went from 1 million in GCI to 1.8 million. I love her attitude of being professional, have the mindset of abundance and just do it.   You will enjoy the authenticity and honesty in this interview with Cori.

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In this episode Nick Hansen and Michael Fanning talk about 6 traits and tools  that they see in their coaching clients that allow them to exceed limits and have what they call "BREAK THROUGH MOMENTS". The 6 things are not complicated and something all Real Estate professionals will have to face in their career if they want to achieve at high levels. 

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In this episode Michael Fanning and Nick Hansen walk you through the 10 steps in a consistent listing process. On each step they talk about specifics. Remember that it isn't about the end result as much as it is about the experience your client had from the beginning to the end. When we are consistent and have mastery we will then build an amazing referral business. 

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Michael Fanning interviews David Hogan, 8 years in Real Estate in the Seattle/Bellevue market and Todd Wright, 23 years in Real Estate in the Walla Walla market. Both of these agents have assistants and they explain how they overcame some of their mental objection of hiring an assistant, and will explain how having an assistant  increased their client services, production,  and work life balance. They are able to provide great services because they understand the value that having an assistant meant to their business.  

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Michael Fanning and Doug Simcock talk about some of the challenges that buyers and sellers are facing in todays Real Estate market. We talk about what level of services should be expected by clients, and how knowing, liking, and trusting is so important. We have to approach this business with a win win mindset. We  talk about communication, and process. What is your level of competence, which ultimately leads to your confidence?  All of this has a big impact on the success your client, buyer or seller will have in todays Real Estate market. 

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In this episode Eric Thompson and Michael Fanning take 2 situations that came up in their Real Estate Coaching program.

1. I'm working with family and it isn't going well what do I do? How do I get out and save face?

2. In the future should I even work with family?

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Michael Fanning and Nick Hansen talk about the need for a routine in both business and life. How do you book end your day? What are some books and resources you can look into so you can start building that routine that will get you to your future better self? 

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Michael Fanning S.V.P. Windermere Services, Windermere Coach, and Ninja instructor, talks with Eric Thompson, Windermere Owners in Colorado, also a Windermere Coach about ways to re frame these current times. We hear all the time, "When is it getting back to normal?" We want to challenge you to make wherever you are now the normal and build a way of thinking that is moving you forward. Life is not happening to us but rather for us.

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