Mondays with Mike & Mary

Parade of Techniques:

1. You know how you’re supposed to work out? You’re supposed to move your body. We’ve got someone who’s moving his body, for 45 minutes every single day on the treadmill. So, that takes time away from real estate!

2. According to T3 Sixty, “A decoupling of a buyer-broker presentation from listing-broker compensation, to some degree, will most likely occur sooner rather than later.”

Ask the Experts:

1. My number one goal is to have those kinds of numbers that you just reported… I went from twelve pending transactions down to zero. I’m making my calls but it’s like the whole business just went… stopped. So what do I do?

2. What’s the other big issue these days? Remember when the pandemic hit and we’re all talking about becoming a virtual or remote agent? Well, AI has been much in the news and much on people’s tongues.

Parade of Techniques:

1. So what has been the most enduring marketing tool that so many of our people use that is on multiple refrigerators all over America?

2. Do you ever have trouble getting a door opened? You have the key, the key is on the door, it’s not opening. Maybe there is salt, condensation, maybe the lock is old. How would you like to solve that every single time for the rest of your career?

Ask the Experts:

1. I am writing an offer today, I have an Ask the Experts question. Because, the last five (5) offers I have written, all have lost to multiple other offers. All five of my buyers have stopped looking. This is a new buyer. We’re writing. It’s a new listing. Just before the week ends, is there anything I can do to make sure this offer has a fighting chance?

2. I listed a dump. I mean it’s the worse house I’ve ever been to. There’s a hole in the roof. I mean, it’s a dump. There’s nobody that lived in it for several years. I went over there to look at it. I brought my spouse along for protection. And he said, “Are you kidding me?”. There’s animal feces, it’s bad. The court had it appraised for $60,000. And they require that we sell it for at least $48,000. So what do I do?

Parade of Techniques:

1. One of the many things that I love about our people in R2 is how fearless they are sometimes at examining their business, really making hard decisions… So one of them did a check-up from the neck up!

2. So we’ve got a student who’s taking pictures with a “Sold” sign and loves that! You know, before the closing we take a picture standing in front of the house with a “For Sale” sign.

Ask the Experts:

1. How to get listings this year?! My number one goal is to increase my listing inventory cause I know that listings are going to be the name of the game for the rest of this year. I need listings! Where do I go right now?

2. So once you got the listing? How do you get it sold?

Parade of Techniques:

1. What if when you’re touching base with your Book of Business, you did a quick look at anything that might have been listed recently in their neighborhood?

2. So what’s one of the toughest things we have to do in our business? That’s staying motivated to do the little things every day.

Ask the Experts:

1. We got a small town. Everybody knows everybody in this small town. And back in 2005, in this home, the 13-year-old committed suicide. So now, the sellers are selling the house and there’s been a couple of showings but everyone is uncomfortable. The buyers are uncomfortable… The agent is uncomfortable, the buyers are uncomfortable, and the odds of getting an out-of-town buyer for this little neighborhood, this little town is pretty small. We got to sell it to somebody who knows the story. So what do I do? How do I handle this?

2. I got this listing. It’s overpriced. Finally brought the price down and this weekend we’re having a big Greek Fair in the community… and I’m going to have a spot in the fair. How do I make the most of this spot and get this listing sold?

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

Parade of Techniques:

1. You know how we always counsel our students that there are agents who are inactive or retiring… Maybe not so much formally leaving the business but they just sort of dropped it and tried doing other things and would gladly give you their leads for a twenty-five percent referral fee.

2. A safety tip from Mary. If you are feeling weirded out about somebody or you are meeting somebody that you have never met before, obviously we recommend in a public place, right? But sometimes, that does not work out or there are some reasons. Everybody is using Forewarn.

Ask the Experts:

1. I got a listing. It’s a condo listing in a 55 and over community and the most recent sale and it’s the only one in the last 3 years. Way too low! Like what in the world were these people thinking? They gave away their condo! So I’m having a problem defending my price. I finally got a buyer at asking price but guess what’s being questioned? He’s questioning the price. So what can I do?

2. Do you imagine that there are some Realtors who are earning less this year than they did last year, year-to date? What if they’ve been trying and they’re working hard but their market is more challenging than it was? So if you happen to be in a crush, like financially, maybe you overextended yourself when the market was hot and you need to get yourself into control of your finances.

How to show your buyers why their offers are not winning the sale - AND - How to make the most of a wedding expo as a vendor - AND - How to multiply the results of an open house - AND - How to make a lasting impression on moving day

Parade of Techniques:

1. What do you give someone who’s moving this weekend and the temperature you know is 104 degrees? What do you bring them? What do you give them as a client gift? How do you make moving day more comfortable for them?

2. If I had the inventory, I would hold an open house every week. So, since I don’t have all that much inventory, here’s what I did in advance of my open house — I mailed 200 letters to the 200 neighbors around the open house.

Ask the Experts:

1. My number one goal is to sell two houses. I’ve got two sets of buyers. Both of them are willing to make offers. One has made 3 offers, the other has made 4 offers. None of their offers have been accepted. I’ve written 7 offers for two buyers and they’re not getting accepted because they’re not listening to me. What do I do with these people?

2. So my number one goal is to make a $595.00 decision. I’ve just been through a whirlwind with a family wedding. And as a result of being added, I got invited to be an exhibitor at a wedding expo. It’s going to cost $595.00. Should I do this? And if I do, what’s your advice?

Parade of Techniques:

1. You know how Floyd gave us those 12 questions and call it the Client Qualifier? That doesn’t mean you’re only allowed to ask 12 questions. That means you should ask all 12 especially the last one. But one of ours has decided to add a question that he has found very useful in determining the landscape.

2. A parade from someone who is just really decided to take control and reach out to the community so she’s doing, “Coffee with Karen” every single Saturday morning!

Ask the Experts:

1. I’ve got 400 preforeclosure leads and I went out and got RedX to help do the due diligence and research but it does not work as well as I like it to reach people. I’m just not having enough conversations with people. What would you suggest to be more effective at working this preforeclosure market which by the way is growing?

2. Anyone got some frustrated buyers out there? We know inventory is low. Buyers are making offers, not getting accepted, being beat out… What do I do with these buyers? They’re so frustrated. They’ve lost out on a couple of offers, there’s nothing for me to show them. How do I keep the buyer? How do I keep them from just walking away?

Making calls that make a difference by increasing your effectiveness - AND - How to call people you don’t want to call - AND - How to really connect with non-referred leads to get a response - AND - How to protect yourself from the latest real estate scam


Parade of Techniques:


1. So we know there are scammers out there. Right? We’ve all heard about scams in real estate. Well, there’s a new one happening. So heads up, everyone! Be aware of this.

2. I’m looking it up, a list of people that I’m supposed to call in the coming months. And there are a couple of names that jumped out of me and these are people I really don’t want to talk to, for whatever reason. But at the end of the day, and I’ll tell you what, I’m going to make one more call and it’s going to be that person that I really don’t want to talk to anyway. But I’m going to call them. Guess what? They said, “Come on over and list our house!”

Ask the Experts:

1. How do I become more effective at conversations?

2. We got two kinds of leads — referred leads and others. Sometimes they fall into your lap and sometimes were buying them, either paying for them upfront or paying a referral fee at closing. These are non-referral leads. How do I get them to respond?

Parade of Techniques:

1. So, do you have good handwriting? Because if you don’t, it might be holding you back from writing thank you notes. So, we have a student that came up with a solution!

2. So do you use, web syndication for your listings? 


Ask the Experts:

1. We’ve got a very much experienced agent who’s got the greatest heart. But you know how sometimes you can get on your own head, and this is one of those times. He’s got a 92-year-old seller with a daughter who’s helping him with the transaction. And he is on his way this afternoon to tell them the second buyer, the second time they put it under contract, doesn’t look good. So he’s beaten himself up…

What do I do? How do I get on my own head? How do I say this to them without… Oh! I just feel so terrible.

2. Two fallthroughs, we got to put this back on the market, I don’t know how to break this news to the sellers. What do I do?

Parade of Techniques:


1. Want to get your name out there and maybe scoop up some new fans? What about this idea, a free give-away and you register to win in a drawing?

2. We’ve had a season of short appraisals over the last few years. One of the Ask the Experts question was how you handle a short appraisal and that’s where the Parade of Techniques comes out!

Ask the Experts:

1. How do you know if a client dies? If I had known she died, I could have sent a card, talked to her family, perhaps even attended the funeral If I really cared about them.

2. This Ask the Experts is about an Expired Listing Campaign (Expired, Cancelled, Withdrawn, etc.). What do I do? What works? What is my drip campaign?