Mondays with Mike & Mary

Parade of Techniques:

1. You know how when you get a prospect and you don’t know them very well, but you’re following up and you’re calling them every once in a while? Sometimes, it’s easy to forget how you met them or what they’re looking for. Here’s how to remember where you met prospects.

2. How to remember to engage with your community.

Ask the Experts:

1. We have a student whose daughter is 23 and getting her license, and the question was, “What should I have her be doing? What should she do first?”. How to help new agents learn to hustle.

2. I have a listing prospect from a year ago, and I just found out that they listed with another agent. How could I have incubated those leads to fruition? To at least an appointment? How often do I keep in touch? What do I do?

Parade of Techniques:

1. A POT from a “Get By Giving” Award Winner who is very active in both his local board and in the national association. In this episode, Mike & Mary share the efforts of NAR to get Fannie and Freddie to finance buyer commissions.

2. We have an agent who recommended to the seller that they have an estate sale. Here’s how to capitalize on an estate sale with an open house.

Ask the Experts:

1. My number one goal is to get paid and help my buyer buy the right house. They’ve seen something they like. It’s being offered through the MLS for a $1 co-broke commission. How do I get paid?

2. My number one goal is to get back up on the horse but I am discouraged. I’m angry. I’m afraid and the reason is, I just got hit this past week with the threat of a lawsuit. It’s the second time in 30 years, and the second time this year, and here’s this seller who’s agreed in writing to pay me a particular commission and right before the closing says, “Well, I’m not paying that. I’ll only pay this.” I just can’t get over it!

Parade of Techniques:

1. How to beat the competition with listing photo expertise.

2. How to beat the competition with REDatum.

Ask the Experts:

1. We have a student who sold a 550K property and that’s significantly higher than the average sale price in her area. The banker is in charge. She’s representing the buyer and the buyer is engaged in this contract but all along, the banker has not been at a hearing to any of the dates in the contract. So there’s an expiration date, deadline dates, and the banker’s ignoring! How to handle non-commission people who have control over your transaction but not the same urgency you do?

2. My number one goal is that I got some great clients! These are the best ones to have. They want to sell and they want to buy. However, my number one challenge is I keep running into this, “I want to look, before I list”. And they’re adamant about it. They want to buy before they even list! If you could give me a piece of advice on how to handle these people, what would it be?

Parade of Techniques:

1. Do you remember how we’ve been told that one number taken out of context really doesn’t mean anything? It’s only when you put it into context that it really does mean something. A startling fact about buying leads.

2. I got a message this past week and it made me so angry. Here’s how to handle an email or text that makes you mad.

Ask the Experts:

1. I listed a for sale by owner. And here’s what happened, it sold in the first four days. It was listed at 395K. It sold at 399K. Then the inspection came, and the buyer backed out. So I resisted it, put it back in the market, and the seller instead that it go back in the market at 399K! So what happened in the last week since it went back on the market? Absolutely nothing! No showings, no offers, and the other three offers, none of them are interested in coming back so it’s very unusual in my market to have crickets — no showings, no offers. What do I do?

2. You all remember that I changed offices. Not companies, but offices, and I did that because I was in this place where I was the HelpDesk. How to undo being the go-to HelpDesk person in your office?

Parade of Techniques:

1. How to bank future business with loan officers.

2. How to build relationships with new construction.

3. This week’s Parade of Techniques is called “client appreciation”. How would you like to get 7 referral leads in 15 minutes? A $1000 shopping spree give-away that generates referral leads.

Ask the Experts:


1. How to hand-hold nervous sellers during the Labor Day lull.

2. Two buyers backed-out closing day in the same month! Two different buyers! What do you say to a seller to prepare them that something like this might happen? How do you prevent this from happening?

Parade of Techniques:

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

2. What if I could get you three referred leads generated, two listings, and two buyers in the next two weeks and it only took 10 minutes a day, 6 days a week?

Ask the Experts:

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

2. Uncooperative tenants. What do I do about uncooperative tenants?

Parade of Techniques:

1. Did you ever have to edit a video? Video is so hot right now and we’re supposed to be putting videos out there weather on Facebook, Instagram, and all kinds of ways of communicating. Here’s a great video editing tool that’s (almost) free!

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


Ask the Experts:

1. We have a student who is prospecting. She called this gentleman and he said, “Yeah, we’re thinking of selling but my neighbor said he’d give me 2.7 million for it”. And she fumbled. I just absolutely did not know what to say to that. What should I have said?

2. I took a look at my production this year and I realized, four of my listings that sold were estates and I’ve got a fifth coming up. I want to get more estate sales. How do I do that?

Parade of Techniques:

1. What if we can show you an email that gets great response? This was an email sent out to 35 people in the Book of Business. A prospecting email that gets results.

2. A door-knocking approach that gets results.


Ask the Experts:

1. I got a lead and called them, and the guy on the phone was belligerent. It was all about commission. What’s your commission? Will you discount your commission? How much do you charge? Here’s how to handle a belligerent prospect fixated on commission.

2. How to generate leads from builder relationships.

Parade of Techniques:

1. Who you absolutely have to call TODAY!

2. Get back on the phone for listings!

Ask the Experts:

1. My number one goal is to prospect efficiently and to make my calls every single week consistently like we all do in R Squared. But I get so distracted. I get an incoming phone call and then I’m down a rabbit hole and things happen that take me off of my prospecting calls. What do I do?

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

Parade of Techniques:


1. What do we do to stay on track even though we’re under fire left and right? Here’s how to keep your mind from wandering.

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

Ask the Experts:


1. “How do I get rid of this tendency to talk people out of saying “yes” to me and signing agreements?”. How to avoid sabotaging and second-guessing yourself when getting commitments and signatures.

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