Mondays with Mike & Mary

Parade of Techniques:

1. So I’m talking to a seller and they’ve got this laundry list of things to do to get the house market-ready. And they’re overwhelmed by this list. So their question is, “What do we have to do?”.

2. If you have now made a new commitment, “I’m going to prospect. I probably should have before… talk to people that I don’t know but I’m gonna do it. I’ve got a targeted area…” or maybe, it’s you calling your past clients who you have this beautiful database from 20 years ago, and you do not have cellphone numbers.

Ask the Experts:

1. So, I’m at a standstill. You know, I’ve heard from some people that this year is off to a pretty slow start for some of them. And for others, it’s come to a complete halt. I’m at a standstill and I think I have an attitude problem. How do I correct this and get back in the game?

2. My number one goal is to get more listings! Where are you getting yours?

Parade of Techniques:

1. Have you ever heard someone say, “I don’t want to be in sales, I mean I don’t want to be a sales person”?

2. Mike’s Parade of Techniques comes from two situations — one that happened many years ago where an agent was working with a pair of buyers who are not married… 16 years later, they got married, then a few years after that, they got divorced.

Ask the Experts:

1. We got a guy who got a listing appointment with his neighbor and it’s taking them a while. He has followed up and followed up, and he finally gets over there and the wife isn’t there. But, he does the appointment anyway… And then followed-up and followed-up and followed up. And now this neighbour is saying, “You know, I’ve been driving around looking at signs and you actually have fewer signs up than your competition. And I really believe real estate is local. I’ve sold two other properties in other areas and I chose the local realtor with the most signs up and that was I good choice so I know what I’m talking about.” How do I get this guy to list with me?

2. Mike’s Ask the Experts is about taking good care of the platinums without breaking the bank.

Parade of Techniques:

1. We were talking about what you need to really keep it going in this market and someone said, “But what was that thing you said about spice and variety?”. I said, “Variety is the spice of life. But spice only adds flavor not substance. The real substance is consistency.”

2. Time to call your Platinums! So if you are going to call your Platinums, we have a piece of advice for you!

Ask the Experts:

1. I’ve been hearing that my competitors are doing this one-stop shopping thing, meaning they’re offering to clean up their seller’s house for them. Not just clean it out — get rid of their furniture, get rid of their stuff, take it down to the floorboards… I mean just like literally steam clean, top to bottom… And Boy! How do I compete against that? Cause I’m not willing to do that?

2. Here’s my number one challenge… My problem is I got stinking thinking. I just can’t get myself going! I mean I was prospecting, and working really hard, and I worked on my database. I got a lot done but I pretty slow start of the year and now I’m feeling like, “Oh, I’m so far behind.”. I just don’t have any energy.

Resharing this Episode from 3 years ago. Mike and Mary are on vacation and will be back with a new episode on Monday!

- Building your Book of Business with unlikely community members...

- Stay prepared when you're out and about with an electronic package

- How to respectfully prospect clients experiencing a loss

- Your pricing presentation and when to just relax...

Parade of Techniques:

1. I’ve been in a bit of a bumpy slump. The year has not gotten off to the start that I wanted… I needed to get some momentum back so I made a commitment to doing something.

2. There is something called UV Water Purification System! It’s a filter that purifies 18 gallons a minute!

Ask the Experts:

1. How do I get myself to use the buyer agency agreement?

2. I received some tough feedback regarding cleanliness at the showing. Do I tell the sellers? It was a long, detailed text. Do I forward this to them? Do I read it to them? What do I do? Do I just say, “Oh they didn’t like it.”

Parade of Techniques:

1. How many of you accept referrals from your relocation department?

2. So what does Floyd say? When opportunity knocks, don’t complain about the noise!

Ask the Experts:

1. My number one goal is to shift my thinking to feel renewed and energized and the challenge I’m having is I’m stressed out! I just had a couple of crappy weeks as in fall throughs and all kinds of negative stuff going on with my business… So what do I do? What do you do to recharge yourself?

2. Here’s a strange thing that has happened. My business this year is mostly estates and divorces. In addition to my book. But all of a sudden, estates and divorces are popping up all the time. How do I work these?

Parade of Techniques:

The Department of Justice has reinstated the agencys lawsuit. Which means, make sure you know how to sell buyer agency. I don’t use the buyer agency contract. What do you say?

We have a student who is spending 4 hours a week learning. Isn’t it neat? She has been in the business for 15 - 20 years and made the decision that she’s going to spend 4 hours per week learning, and getting better at what she does.

Ask the Experts:

I want to get really good at the Wickman Listing presentation. But what’s your listing presentation really like? What do you really do when you go out there?

How do I approach the family of a dead neighbor?

Parade of Techniques:

1. Are you looking for an app that would allow you to scan a house, use your own phone, and create a floor plan that you can then use in the MLS?

2. Mike’s POT is a phrase — “Better to buy and wait than wait to buy”.

Ask the Experts:

1. My number one goal is to handle my time better. I’m using a schedule. I’m time-blocking. But I do all this pressure and when things happen, I quickly grab them because I have learned that if I put the little things off til the end of the day, the end of the afternoon, I’m exhausted, and the stuff is piled up. I try and handle something quickly, and those people are no longer available to talk to me. So I feel like I’m better off just taking it when it comes.

2. I’m off to the slowest start in years. What are you doing to keep yourself busy to generate business outside of your Book of Business?

Parade of Techniques:

Using CLUE Reports to verify a property's history of claims

What is a "Green Certification" and why would it matter?

Ask the Experts:

How do I discourage my Buyers from writing a love letter? What can we do as an alternative?

I need to convince my Sellers to declutter... to the extreme. How do I handle instantly defensive Sellers. What do you recommend?

Thank you to all R Squared Coaching members for your participation and belief in the "Get By Giving" philosophy. By giving what we have, we will always get back what we need.

If you learned something NEW in this episode, leave us a 5-Star Review and help Mondays With Mike & Mary reach more agents. Thank you for listening!

Parade of Techniques:

1. A POT from smart people who are paying attention to what’s going on in the market. One of them said, “This is the week you all want to go and do your research into three things — list-to-sale price ratio, days on market, and new home sale percentages.

2. Tally Tracker - an app to help you track your dials and your calls; and a second POT from Mary;

Ask the Experts:

1. How do I get better at Smart Week?

2. What’s really important to you? What are you focused on?