Mondays with Mike & Mary

In Episode 257, Mike & Mary share a sure-fire way to get to the kitchen table; and how to become a neighborhood expert with a custom audience on social media; and the smart way to turn a Coming Soon listing into active and on the market; and how to streamline your Book of Business mailings.

Parade of Techniques:

1. A POT that comes from a gentleman who has targeted a 900-door geographic farm area. So up til now, he has just sent a postcard every couple of months. But now, he’s saying, “I’m going to double down. I’m going to figure out who lives there. I’m going to become the Realtor that specializes in this neighborhood.”

2. Did you ever get derailed on a listing appointment? You know, ring the doorbell, smile, pay them a compliment, take them to the kitchen table…

Ask the Experts:

1. Here’s someone who told our student, “Okay, we’ll list with you on such and such (a date)…”. So that date has come and gone. How many of you have had that happen to you where you didn’t get the listing on the spot, and they gave you some reason… So what do I do cause now they don’t want to do it this weekend either?!

2. What’s a Book of Business? It’s your two hundred best referral sources — for repeat, referral business, and reviews. And what do we do? We “Mail, Call, See”. So, I’ve been going through my database, and guess what? I got 283! What do I do with the surplus?

Parade of Techniques:

1. A POT from Mary called Story Worth. Have you ever thought about writing a book? For a hundred bucks, you can write a book, and what is this is an online writing system. You get a question a week, and you just answer it!

2. Good manners set you apart from, literally, everybody else. And, it doesn’t cost you anything!

Ask the Experts:

1. My number one goal is to keep people engaged when I follow-up after an appointment, whether it’s a buyer or a seller. But man! My problem is they keep ghosting me. So what do I do to prevent them from ghosting me and keep them engaged?

2. An Ask the Experts from Mike about leads who ghosted you! “I have this surplus of leads that I have either developed or purchased that are kind of in limbo. I don’t know what I’ve got but it’s a lot of them! So I want to know how do I approach them uniquely so they don’t ghost me? To get their attention and turn they either in to prospects or the circular file?

Parade of Techniques:

1. Well, as you know, we are a “get by giving” philosophy kind of company, right? It’s in our core values… What about a little “get by giving” this holiday season?

2. A POT from Mike from a student whose market is very unusual. Their market has increased a hundred percent in value in the last two and a half years. Which, as you know, is not sustainable. It doesn’t matter how many people are moving in. And the result of that is lots more expireds and cancelleds.

Ask the Experts:

1. 2023 plan. I need a breakthrough, I want to run my business better on a higher level. So I’m thinking, “Wow, how often should I do a client event? I’m hearing people do once or twice a year. I’m thinking maybe four times a year. What if I did four times a year? What would you do if you were me?”.

2. “I’d rather be homeless than rent”. Now, certainly, you and I know that there is a pain in the neck aspects to owning a home. Like maintenance. And there’s a certain degree of freedom that you have by being a renter like you can pick up and leave whenever you feel like it. You’re not tied to any one place. There are probably advantages and disadvantages to both. But we’re in the real estate business, so what should our opinion be?

Parade of Techniques:

1. What’s the name of the game? Listings! How do we have listings? We generate leads! But what if I don’t want to prospect though?

2. A POT from Mary about the stats that came out of the NAR that were brought to the R2 Coaching Call.

Ask the Experts:

1. I’m new to real estate. I’m learning what to do. But what I’d like to hear from the veterans on the call is what not to do… Or, what do you wish you have done more of this year?

2. My number one goal is to increase my number of conversations. The challenge I have is last week I have 34 dials and only 3 people to talk too. I know I have to get my numbers up in order to get my results to show up. How do I have more conversations?

Parade of Techniques:

1. A person can never have too many apps. Here are two new apps that you are going to want to get hold of:


HitEmUp - an app that you can send a personalized text to for your own phone number!


Mortgage News Daily - a free app that tracks real-time mortgage rates!

2. A POT from Mike about a text marketing service called Easy Texting. Here is what it does — it takes one of your listings and marries it to everyone in your MLS who has put anyone close to your listing into their search parameters and texts them about your listing!

Ask the Experts:

1. I’ve got this buyer and I can’t get them off the dime because of the market. They’re just procrastinating… I’ve got this seller and I can’t get them off the dime because of the market. They’re just procrastinating… What do I do with these buyers and sellers who are procrastinating?

2. What are you doing in response to the “slow down” in the market? Are you doing anything differently?

Parade of Techniques:

1. There was one thing that happened during the pandemic that people might forget that could bite them later.

2. It’s time to look for new sources of listings… This is the time of year when you start saying, “Okay, where am I going to get my listings? Where am I going to find them?”.

Ask the Experts:

1. My number one goal is to develop a new source of income outside of my book of business. So I want to start working on probate leads. How do I find them?

2. My number one goal is to figure this out and boost my number of reviews. The challenge I’m having is, I’ve sent the link out, I’ve asked my clients for reviews and I don’t get any! So what do I do?

Parade of Techniques:

1. The harder you work, the luckier you get. Here’s a POT from one of Mary’s students who was prospecting this week.

2. There was a lender in New Jersey who did some hanky stuff and rather than get fined or punished, they’re doing community service loans.

Ask the Experts:

1. When do you turn a listing down? So what are your criteria?

2. I’ve been to some board functions recently. And I hear nothing but whining, complaining, negativity, and bad-mouthing. “Oh, it’s so terrible out there.” How do I navigate through the negatives?

Parade of Techniques:

1. If you want to do something that you are uncomfortable with, make a commitment to your team and make sure they follow up with you next week that you made your commitment.

2. How to answer the question, “Why did the other buyer walk away?”, when you are representing the seller?

Ask the Experts:

1. The hurricane decimated neighborhoods… It completely canceled all my LFTs. So, I got to snap out of this wound-licking and get some momentum back. How do I do that?

2. My number one goal is to not let the seller drive me crazy. Negative attitude! Call after call, after call! Calls me, I don’t answer, calls three more times. I mean, immediately! So, what do I do?

Parade of Techniques:

1. “Take time for your heart.” What does that mean? You got to find time in your busy, busy life — real estate life, family life, to also take care of YOU.

2. Do you remember the multiple offer market we used to have? And some people still do, and for others, their market has turned 180 degrees in the other direction, or at least it feels that way because it’s not so frenzied. So it’s time to dust off an old question!

Ask the Experts:

1. What do you do with a good buyer? My number one goal is to sell my good buyer a house. What do you do with a good buyer who is qualified, they’re willing to go look for homes with you but they’re pokey. You know, they’re slow to decide, and when they do find one they write a lowball offer.

2. My number one goal is to put together five deals by the end of the year. What’s holding me back, I think, is trying to be perfect. Trying to have the perfect prospecting “script” or approach. Trying to have the perfect presentation. What can I do about that?

Parade of Techniques:

1. Useful apps for scanning documents on your phone — Genius Scan and Thermal Scan.

2. So what are you doing for social media? Are you having trouble getting people to engage with you? Would you like to be top-of-mind?

Ask the Experts:

1. Guess what time of year it is?! It’s that time of year when we’re thinking about, “Oh, Daylight Savings Time is about to end. It’s Halloween! The snow is starting to fly.” What do potential sellers do when the weather turns like this? They start to procrastinate. “Oh, my listing prospect wants to wait til next year… How do I get my listing prospects to come on the market now?

2. My number one goal is to get these listings sold. The challenge I’m having is, the seller died. This would be a problem. The seller died, and the buyer that was pending walked, so now it went back to the market… So now, the kids, are in charge. One of the kids lives in Los Angeles, California. And he said, “We gave it away last time. You sold it fast. We had two offers right away. I think we should raise the price by ten grand. Ten grand represents 3% (300K house). What do I do? How do I get paid for this listing?