Mondays with Mike & Mary

Parade of Techniques:

1. We’ve got a student that is going to go out into the different neighborhoods in which she works and do a video!

2. How do you like to do a seller webinar and get really good attendance?! How do you get the word out? There are services out there that say they would get you attendance but are really costly. Here’s a POT from one of our students!

Ask the Experts:


1. We’ve got someone who has taken 5 listings and absolutely nothing is going on. Like no offers, no showings, nothing! So what do I do?

2. I just want to leave the country and start a new life. It’s discouragement time. Bunch of fallthroughs, you know, the usual. And this time of year when the market is stagnating in some places. What advice do you have for somebody who is so discouraged they want to leave the country and start a new life?

This week, we are rapid-firing the most amazing Parade of Techniques!


1. What’s the one expense or activity that you did this year that paid off the best? The best ROI.

2. One of our Get By Giving Award winners is a member of the BNI, and has been for years — Business Networking International.

3. We got a guy who has figured out how to write off his drinking habit!

4. Build a database that is so large you never have to prospect again!

5. Here’s from a gal who is living in a rather small town. And on her website, it says, “My community matters.”

6. Another avenue for marketing your listings for free!

7. The thing that results in most business for the least amount of money is a 5-90-10.

8. Here’s from somebody who gets more than half of their business from repeat clients.




And many more POTs from Mike and Mary!

Parade of Techniques:

1. A parade from one of our goal achievers. For those of you who are still struggling to hit the goal that you set maybe five or so months ago, if something wasn’t holding you back from hitting your goal, you would have hit it already. So figure out what it is that’s holding you back.

2. We have a student who offered a For Sale By Owner an 800 number to use for their sign, and ended up getting a listing! And a second POT from Mary!

Ask the Experts:

1. My number one goal is to find a house for my buyer. And my buyer has targeted a specific area with specific 223 homes in it. My question is, I don’t know how to approach the home owners in that area to let them know I have a buyer. What would you suggest?

2. I got this listing appointment that was referred to me and I talked with the seller, and she felt like the former agent always looked at the daughter more than her. Like, she’s some old lady that can’t make this decision, you know? The condition is fantastic on the outside. Absolutely gorgeous! But the interior is just a mess. Clearly, this homeowner is beyond her ability to handle it. How do I handle this?

Parade of Techniques:

1. It’s just an awareness that we’re in an uncertain market. You know, the market has become conditioned, on of our students said, to new thinking. Buyers know, there’s low inventory and they have been watching for your house to hit the market.

2. A POT called, “If you, would you?”. Here’s a prospecting technique from someone who calls their prospecting their “If you, would you?” time. 


Ask the Experts:

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

2. I’m sick of fallthroughs. It’s insane! Just sick of it! How do I make it stop?

Parade of Techniques:

1. Well, it’s that time of year again when people are thinking about, “What can I give my clients for the holidays?”. Here’s an idea!

2. Obviously, I’m working on my listing presentation and sharpening it because this is the season where I want to get listings or at least line them up for early next year, right? So, I’m sharpening that part of my presentation but I’m adding something to it right now.


Ask the Experts:

1. So here’s a guy who has not done a lot of FHA buyers. But he has one and that can be kind of a competitive market. “My number one goal is to get them a house. Well, how do I get the sellers to take my FHA buyer when maybe I’m competing with a conventional buyer that has 20% down?”.

2. One of our Wickman folk has died, unfortunately, after COVID complications. And on the team, was a man who’s a member of this agent’s team long ago, and then he went out on his own. The widow reached out to him and said, “Would you like to carry on a tradition he had of advertising on the back page of this magazine?”. How do I do a Book of Business transfer? How do I make it official? First of all without being creepy about it. But second, by being fair. What are your recommendations?

Parade of Techniques:

1. A POT that’s going to help you do a BETTER business plan for the next year.

2. A POT to help you connect with your past clients and prospects on a regular basis, throughout the season, and throughout the year.

Ask the Experts:

1. Have you seen any big shift in your market that will affect how you do your 2024 business plan?

2. As everyone knows, there has been a lawsuit settlement. What are you saying to your buyers and sellers? How do you feel about this lawsuit stuff?

Parade of Techniques:

1. I’ve been on appointment after appointment after appointment, and this is what I have been hearing from the public, even people who know me and like me — This market sucks!
Hey, wait a minute… this market isn’t so bad!

2. We have a guy who attended a seminar from someone who is talking about mental health. It spells the word S.A.N.I.T.Y., and it is how you maintain SANITY.

Ask the Experts:

1. Guess what’s coming?! The HOLIDAYS! How do I get holiday listings? What should I do during this low?

2. We have a student who is going on a FSBO appointment. They have been on the market for 40 days. “What do I do in the appointment?”. Here’s how to present to a FSBO.

Parade of Techniques:

1. What if you could invest $200 and 2 hours of time and add 50 conversations, ask for business, and add 50 people to your database? Here’s how to add 50 new friends to your Book of Business in just two hours.

2. How would you like to get in front of an audience of potential listing leads?

Ask the Experts:

1. Pretty new to the business, listed two lots, was a mom and a daughter, and it’s the first time that I’ve been threatened with a lawsuit! The daughter is not even on the title but she said, ”If you don’t cancel this listing, we’re going to sue you! You pressured my mother. I’m going to tell everybody that you are abusing the elders…”. What do I do?

2. If you’re just getting started, welcome to the business! But if you’re getting restarted, then you’re going to be familiar with this syndrome, it’s almost like an existential dilemma. “I finally decided that I want to continue to work in real estate. How do I stay focused and intentional when getting restarted?

Parade of Techniques:

1. What did Floyd teach us to say when they say, “What do you think my house is worth?”. “Gee, I don’t know. I haven’t seen your house yet. Let’s get together. (In so many words).” Why you should never give a price over the phone.

2. Who’s doing pies for Thanksgiving? Here’s how to personalize your pie giveaway.

Ask the Experts:

1. What commission would you be uncomfortable asking for?

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

3. And a quick bonus technique!

Parade of Techniques:

1. What if you did your walkthrough without the buyer? Here’s how to prevent final walk-through surprises.

2. Here’s one of those premature, “Will you discount your commission?” questions. How to handle a commission discount request over three transactions from one client.

Ask the Experts:

1. I’ve made a commitment to do a hundred conversations a week. Like I am so committed to my goal, there is no Plan B. This has to work. How would you suggest I get my hundred?

2. My number 1 goal is to stay out of jail and keep my license. But we live in a very litigious, politically correct climate where Fair Housing is really the talk of the town. How do I avoid getting nicked by testers?