Mondays with Mike & Mary

Parade of Techniques:

1. If you have been in the Wickman family for a while, you know some of the dialogues, and especially the Referral Lead Generator, where we say “I’m expanding my business, who do you know who?”. But what do you say the second time you call? Or the third time? Or the fourth time?”.

2. So what does everybody have stuck to the ceiling or hidden away in a closet, not even installed? A smoke alarm!

Ask the Experts:

1. I met these people at an open house. I know they have to sell in order to buy. But somehow they revealed that the decision-makers and the people that will qualify for the loan are pretty much like, everybody in their family. Like they are all putting their hats in the ring to buy this next house — mom, dad, son, the son’s wife… That made me feel like, “Oh, this is going to be hard. This is going to be a waste of time. How am I going to make all these people make a decision? Of course, they want to buy one before they sell their house, but they can’t buy til they sell.”. How do I adjust my attitude? Cause I’m going to run screaming in the other direction.

2. I’ve got a listing appointment and the seller knows a past client of mine. And that’s how I got referred to them. And the past client sold their house in one day. So this seller’s expectations are, “Baboom, Badading, Bababoom! It’s gonna be done! No problem.” So, they’re interviewing people, and they send me an email that says, “Will you cut your commission?”.

Parade of Techniques:

1. Do you know how we’ve been taught that there is nothing wrong with any listing at the right price and terms? We’ll sometimes it’s just because the market is changing and things are staying on the market longer.

2. Let’s have a taco party! Everyone loves tacos!

Ask the Experts:

1. As you know, we’ve all been through a very difficult time recently with hurricane Ian and one of our students lived right within the path of it. And needs to get back on the phone right now. “What ideas do you have about how to approach the people in my area? I don’t want to be insensitive to the tragedy around me.”

2. My number one goal is to make the most of the next six weeks, maybe seven. We have Thanksgiving and frankly, I just assumed not working on the month of December. I certainly don’t want to have to push in order to hit my goal. I’d really rather do it right now. So what kind of advise could you give me?

Parade of Techniques:

1. A dialogue from Mike towards buyers who are saying, “That’s a lot of interest to be paying!”.

2. What would you do if you have 7,000 people in your database and you recognize a lot of people are getting hit with high capital gains tax?

Ask the Experts:

1. Since things are changing so much, one of the changes my company is noticing is sellers wanting to take a break, wanting to cancel, withdraw their listing, and either take a break or not come back on the market at all. “Let’s wait it out and see what’s going to happen.” So, my company is moving toward a listing release, adding this to the contract, and doing it for a basic fee to reimburse the agent for marketing expenses so far incurred. So, should I brace this? Should I fight this? What do you guys think?

2. I’ve got sellers that are divorcing. They were under contract and at the inspection, the transaction fell apart. We put it back on the market and now we’re back under contract. Tomorrow, is the inspection. But, here is my problem, here’s what I need help with, “What do I do with this woman? She’s driving me nuts! She’s texting me 4 or 5 times a day!”. “This must go through! This needs to go through! What have you done lately? Did you contact the contractor?”… My number 1 goal is to get her to shut up and stop bugging me. So what do I do?

Parade of Techniques:

1. What do you say when you hear people say, "Isn’t this the wrong time to buy? I think we missed the market. You know, it’s not a good market right now. " Here’s a dialogue from Mary!

2. A POT from Mike for the market that has changed!

Ask the Experts:

1. I’m stressed. I’m overwhelmed. I recently did the research you made me do and discovered I have 1897 contacts in my CRM and they are not sorted at all... It is not organized. Is it really worth it?

2. Floyd taught us to take a day off every week... Well, I chose Sunday! It’s good enough for God, it’s good enough for me. Work six (6) days and then take one (1) day off. And then, a listing that had been on the market for sixty-six (66) days, which, in this market, is an eternity, and my buyers wanted to see that SUNDAY! But I said, "No, that’s my day off. I’ll show it to you on Monday." They got an offer and sold on Sunday... And then it happened again the next week! What do I do?

Parade of Techniques:

1. Be unexpected. Give them more than they think they can get. Surprise people!

2. A POT from Mike about “Pre-Title Work”.

Ask the Experts:

1. “My number one goal is to let these two buyers go. I’ve written offers for them, but they don’t take my advice. I’m done! That’s it! What do I say to let them go?”.

2. “Is it still a good time to be in the real estate market?”.

Parade of Techniques:

1. A POT from one of Mike’s students about calling the listing agent to ask, “Hey, what if? Is it even a possibility?”.

2. A POT from one of Mary’s students about using homebot.ai.

Ask the Experts:

1. “So far this year, five (5) of my buyer clients to home I have shown lots of houses bought FSBOs, and I earned nothing. How do I prevent this from happening again?”

2. I just listed a condo downtown. It’s so cool. It’s on the first floor. It’s got bigger square footage than anybody else downtown, and I’ve got an open house this weekend. Now, I’m nervous, because it’s one giant room. Like what do I do with all these people in this room?

Ask the Experts:

1. The value of effective door knocking (with the right attitude)

2. “I’m only going to work in the upper 50% of my price range. How do I do that?”

Parade of Techniques:

1. Generating listing leads from holding vacant houses open listed by other agents

2. How to receive quality phone numbers

Parade of Techniques:

1. If you’re a Wickman graduate, you have learned, “Mail, Call, See”. What is the “See”? We think of it as a party sometimes or taking people out to dinner, an event. But here’s another way to do a “see” that’s really working for one of our students!

2. Mike’s got a technique and it’s more of a “something new in the market”. The return of the contingent offer! And why are we seeing the return of the contingent offer?

Ask the Experts:

1. This is an agent who has never done a seller who’s in the process of getting a divorce and needs to list their house. Never experienced it before, knows that that’s what she’s going to encounter tomorrow night, so she comes to her meeting with her R2 group and she said, “How do I project impartiality? How do I give them great advice? How do I provide the best service to someone who’s divorcing?”.

2. 9 out of 10 sellers need to find suitable housing and guess what they’re thinking, “Maybe we should look first and see if we can find something!”

Parade of Techniques:

1. A Parade of Techniques from Mike for those who are subscribed to Cloud CMA (https://cloudcma.com/real-estate-agents)!

2. Two quick Parade of Techniques from Mary:


a. Curbio - gives you money upfront so you can invest in repairs that you can pay back at the closing!


b. “When I schedule my prospecting, I get it done. I need the rigidity of a schedule. Otherwise, the whole week goes by.”

Ask the Experts:

1. “I’ve been Wickmanized. I know how to get listings. I’m good at getting listings. But all the buyers I’ve been finding lately have been in the process for a while. How do I find those buyers who are just starting so they’re not already jaded, frustrated, and disappointed?”

2. “I’ve got a listing that is leased. There are tenants living on the property, and the sellers have asked me to coordinate the showings directly with the tenants. So how do I do that effectively?"

There are a few spots open on R Squared Teams. Visit our website to join: https://www.floydwickman.com/r-squared-coaching

Parade of Techniques:

- CuratedSocial.com: social media content created for you for one, low, monthly rate

- Are you in need of a reason to call your B.O.B? Here is one idea.

Ask the Experts:

- My business has completely stopped in this shifted market. I also sold my old office… How do I get back into it?

- How do I keep myself motivated even while my clients are pumping the brakes?