Mondays with Mike & Mary

Parade of Techniques:

1. A POT from Mary about a new referral network from NAR called “Ready Connect”.

2. When you go on listing appointments, how do you look? You look sharp. What do you take with you including the right attitude? But even if I don’t get it, what should I bring with me?


Ask the Experts:

1. I listed a friend’s house and we had two offers, and we ended up selling it for $5,000 more than we asked for. So back in 2019, the same inspector came over and there were no issues. And this particular buyer, chose that same inspector to do an inspection and there are issues. So now, I’m mad…

2. I got a buyer who’s coming back to the market. They lost a few last year… and what are they experiencing? Payment shock! 



“Maybe we can’t afford what we thought we could.” 



How do I get these folks into a house despite “payment shocks”?

Parade of Techniques:

1. Microsoft Power Automate. What it does is it reads your Google contacts. This and a second POT from Mary!

2. In addition to your Book of Business (BoB), you want to develop a niche market, a special niche. 



Ask the Experts:

1. My number one goal is to sell my listing, priced at $1.65M. It started at $1.8M. There are three other properties in the building that are under $1.5M, there’s one at 600. But this one is like done! It’s perfect. It’s wonderful. It’s all remodeled. It’s absolutely great! But nothing is happening. I mean, I’ve had two showings, been on the market for 60 days… What do I do?

2. One of Mike’s students has a client who is price shopping and he knows that they are price shopping because he is a Cutco Sales Knife Representative. They are looking at COSTCO. Don’t confuse “Cutco” and “Costco”. Costco is the big bucks store with all the discounts, right? Well, his parent company, Cutco, has signed a promotional deal with Costco! And they can buy one knife, for about 70% of what he charges retail… So how does he explain to his client and compete with his own company that’s discounting?

Parade of Techniques:

1. Three (3) listings in three (3) weeks! All from the same type of source! Guess what it was?

2. A second POT from Mike which would come in the form of two different situations. One was a co-broke agent who called my seller directly and demanded a showing. It wasn’t like they couldn’t get hold of me, they called the seller directly. What should I do about that? And the other situation was, we get to closing and they’re seeing that the half of percent that was coded in the MLS was a typo and we’re going to get a half of percent less than was actually coded. What do you do about situations like that?

Ask the Experts:

1. Yes, my number one goal is to get back in control of my life and time but my week was ruined by a client that was referred to me. And it was ruined because they’re beset by indecision… What do I do about it?

Parade of Techniques:

1. I have a question for you. How would you like to get two listing appointments scheduled and attended in one week? What if you knew that out of two appointments that you attended you could get two listings?

2. How would you like to learn about a gift card gateway? Isn’t that an interesting phrase? This is a website called thanks.io.

Ask the Experts:

1. How do you get yourself going? How do you get your attitude right so that you are the one that does business?

2. I’m off to the slowest start in years… Who else to call? Who else can I call?

Here are 7 sure-fire ways to beat the winter doldrums and get back to work when you just don't feel like it. AND How to capitalize on that stack of last year's leads AND How to use technology to help you separate business and personal time AND A secret to getting your envelop

Parade of Techniques:

1. The Parade of Techniques this week is about continuity programs and how affected they are, and how hands-off they are.

2. A POT from Mary about contacting every old seller, meaning a potential seller who didn’t list last year, the year before, the year before, the year before… and every buyer who came to an open house that they were gonna buy but didn’t buy and followed up, and showed them houses, and didn’t buy.

Ask the Experts:

1. I’ve been journaling every day. I have a personal journal and a work journal. And it has become very clear to me that I am struggling with taking a full day off. What would your advice be? Do you actually take a full day off? If so, how do I do it?

2. My number one goal is to help this family, this guy, and his wife buy a house. They’ve been looking for two and a half years. They have been willing to write offers but they’ve lost. Like… four or five or six houses that they’ve made offers on and they lost. They’re writing good offers, they’re writing full and over full price offers. They are pre-approved except for the house. The glitch, the thing that’s holding them back is he wants to use his VA eligibility. So what do I do? Their lease is ending, they have opened up to buy a house again. Right now. How do I make sure that I get it for them?

Parade of Techniques:

1. You know how it’s nice to be a giver? And to give something to your Platinums, some folks in your Book of Business, that will keep giving. A POT from one of Mary’s students for Valentine's Day this year.

2. Do you know how excited folks are when they discover the magic of 5-90-10? Well, we now have 5-90-10 Squared.

Ask the Experts:

1. What if I could give you a little technique to motivate buyers to buy now, you know, especially if you have a “declining price market”?

2. My number one goal is to make sure that I’m giving my clients the best advice. But I don’t know what to factor into when I’m determining comps. Are some comps better than others? Do I give some comps more weight than others? What are you doing right now?

Parade of Techniques:

1. A POT from Mary that basically says this, “When you can get a signature, get a signature.”

2. Now when Days on Market are getting longer, guess what’s come back into the fold? OPEN HOUSE!

Ask the Experts:

1. I took this listing for $180,000.00. And they only listed it because they have found the house that they wanted to buy. They made that offer. They got it accepted. They rushed back home to sell their house and listed it for $180K. The agent on the new house that they were buying, said, “You’ve got 3 weekends to sell it, and then we are kicking you off.” Well, this is the second weekend. Right now. So, what do I do? I only have 3 showings! Two of them came back and then both of them said, “No”. So what do I do now?

2. I hate Open House! Nobody ever comes and what a waste of time. How do I get over this? That’s my number one goal, I got to get over this cause I’m getting inventory and I want to capitalize on Open Houses.

Parade of Techniques:

1. Set your business up to revolve around your life, not the other way around.

2. Last year, I lost two deals with clients going rogue and I made a commitment. In 2023, I’m going to CITO, and when they’re sitting there, I’m going to get them to sign a Buyer Representation Agreement.

Ask the Experts:

1. I figured out I need 40 conversations a week. I want to nail my conversations this week. So, I’m going for 8 per day, 5 days a week. If you could give me one piece of advice on how to hold myself to that standard so I get 8 a day, 5 days a week?

2. An “Ask the Experts” from someone in a market that has slowed down considerably, and right now, properties are sitting on the market somewhere between 60 and 90 days.

Parade of Techniques:

1. A POT from Mike’s friend who wants to “fill the year with gratitude” — the second strongest feeling in the world right after love!

2. What if instead of your prospecting follow-up… what if instead of just texting letters and words, you video text?!

Ask the Experts:

1. My number one goal is to build my team and be more productive this year. And, I’ve been offered the position of Office Manager. Not Sole Office Manager, but Co-Office Manager along with two other people. We have 109 agents and those two people are burnt out.

2. A question from Mary for you out there is Listening Land — What’s your goal?