Mondays with Mike & Mary

Parade of Techniques:

1. Here’s a POT from one of Mary’s students about how he is using Remine (remine.com).

2. Do you remember the two guys who started the most popular For Sale By Owner (FSBO) listing websites like buyowner.com, forsalebyowner.com, and they eventually listed their homes with Realtors…? If you don’t put those two facts into your presentation, you’re missing out. Well, something else happened in recent news that you need to add to your presentation…

Ask the Experts:

1. I want to improve my ability to turn buyers and sellers into signatures. So I know that I need to create urgency with people. But how do I do it? How do I create urgency?

2. I have the opportunity to take the trip of a lifetime… and I’m going to be gone for at least three weeks. It’s a little over a year from now. I’m already feeling anxiety over this. So, my number 1 goal is to make the decision to go on the trip or not and relieve this anxiety. What should I do?

Parade of Techniques:

1. A POT from Mike’s students who have never ever taken a Floyd Wickman Program, and who were introduced to Wickman tools for the first time. 

2. A POT from Mary’s students who live in Canada, and in the northern half of the United States.

Ask the Experts:

1. The last stat I heard is that most markets are up 15% in price year over year. So my number 1 goal is to help my clients get out of the house they bought last year without having to dip into their pockets at closing because they are getting a divorce. So, what do I do?

2. I got a listing, 429K, the offer came in at 410K. They countered back. Now, it’s time to put it back on the market. The seller wants to raise the price to 449K… What’s the motivation? They are moving to Florida. But they’re not going to buy, they’re going to rent down there til they figure out where they want to be.

Parade of Techniques:

1. Guess what’s back?! Contingent offers. Almost every market has them back again. However, we’ve got a new tool at our disposal! It’s called the “Supersede”, “Automatic Supersede”!

2. A POT from Mike that came out as a result of an Ask the Experts! “I’m working Expireds. And I’m working an expired campaign going back years and it’s taking me 6 to 8 hours a week to vet the leads before I call them, to see who’s actually come back on the market, if the owner still owns the property, finding the contact information. How do I cut that time down?”.

Ask the Experts:

1. I’ve got two investors. Two buyers. Both of them are cash buyers. They want to buy, fix up, flip. But I’m having trouble. I kind of doesn’t know what to tell them. I’m very much lacking in confidence that they can buy right now, buy RIGHT right now, flip it. I want to be able to say, “Ann, this is a great property because in 6 months when you get everything done you’ll be able to flip it, and make a profit. And I don’t feel that way! Like I’m scared! I’m nervous! What do I do?

2. Three different people with the same issue wrapped up in an Ask the Experts question.

a. My buyers walked away 2 hours before closing.

b. I had 3 deals collapse in one week. The first time ever!

c. I got 2 buyers who were backing out of what I considered their first option.

What conversation can I have with these people? What do I do about this? Teams are forming now.

Join R Squared! floydwickman.com/r-squared-coaching

Parade of Techniques:

1. A POT from two of Mary’s students about showing up at sales meetings.

2. Mike does a webinar called, “How to Get Your People Back into the Office and Create the Post-Pandemic Company Culture that You Want”.

Ask the Experts:

1. Three similar “Ask the Experts” questions from Mary’s students:

a. How do I become more effective at generating leads on social media?

b. Do you know anybody that uses a dialer? I need to expand my marketing beyond my 450 Book of Business CRM people.

c. I have an opportunity to spend $1,400 a month to buy a zip code from Zillow. They guarantee 6-7 leads per month. I have to make a 6-month commitment. I can afford it, but should I do it?

2. What do I do about someone, a toxic client who’s threatening to write bad reviews?

Teams are forming now. Join R Squared! floydwickman.com/r-squared-coaching

Parade of Techniques:

1. Whatever you do, make sure you have a living will! A Parade of Techniques from someone who was on his way to a hospital for a routine procedure had a heart attack, ended up having open-heart surgery, and was out of business for some time.

2. You told us that no one wants to listen to voicemails. So when I prospect, and someone does not answer, last week for the first time ever, instead of leaving a voicemail, I left a text. Here's what happened:

a. My 18 conversations came a lot quicker

b. I think they saw it and got my message versus leaving a voicemail

Ask the Experts:

1. I have set my goal for the second half of this year and I went through all my numbers from the first half, and realized that 18 conversations not going to be enough. I need to 32 a week. So how do I do that? What do I have to do? 

2. A student of Mary's had two properties listed at 200K. Both of them sold. The buyer proposed 190K. That’s what they agreed to. Then there were inspections. Both properties had inspection problems… Both buyers came back after the inspection and said, “170K.” The first seller said, “I’ll take 180K.” So 190K, 170K, settled on 180K. Everyone got it. So our realtor went to the second seller and said, “This just happened. The seller countered back at 180K. That’s what I recommend we do.” But, it didn’t work. Lost the buyer. So the house goes back on the market and there have only been 2 showings in 30 days at 190K. What do I do now?

Join this mastermind of agents from all over the country. Teams are forming now for a new semester: floydwickman.com/r-squared-coaching

Parade of Techniques:

1. We have lots of people looking at numbers over the last couple of weeks because we are in the second half of the year. What's your goal?

2. Many of you probably have wholesalers in your marketplace who target you and say, “I have this property that's hit the market... do you have a buyer?”. A lot of times these are people that bought in desperation. They paid cash for a house and gave it to the seller who thought they were getting a good deal and didn’t have to do anything. And this wholesaler comes in, flips the house, and takes the property. Here’s a POT from one of Mary’s students on how to get a listing out of those situations.

Ask the Experts:

1. I received a buyer inquiry on a vacant house. They want to look at that house and buy it. And they’re also a seller. They got to sell. Here’s the problem: it’s vacant. I looked them up on Forewarn, and the owner has the same address as the property but they’re not there. How do I find them?

2. What do you say when you need a price reduction?

Join this mastermind of agents from all over the country. Teams are forming now for a new semester starting July 7: floydwickman.com/r-squared-coaching

Parade of Techniques:

1. What do you do after the transaction? How do you capitalize on your sold listings? What do you do after the closings?

2. "I am attending a bachelor’s party at 2 o’clock today and I just got a call from my clients. I was showing them 4 or 5 houses yesterday. Something new came on the market. Guess when they want to see it? 2 o’clock! And everybody that I use as a backup is out-of-town! What do I do?!" This is an “Ask the Experts” that easily became a POT from one of Mike’s students.


Ask the Experts:

1. My number 1 goal is to be a big hit at a client party that I am hosting soon. So I want to really capitalize on this. It’s at a country club doing drinks and appetizers. I have a raffle, gifts, and gift bags. What else should I make sure to do?

2. What should I do now that the market is shifting?


Join this mastermind of agents from all over the country. Teams are forming now for a new semester starting July 7: floydwickman.com/r-squared-coaching

Parade of Techniques:

1. There’s a lot of talk about “the shift”. What are we seeing now that we haven’t seen in years? Price reductions, longer days on market, the actual time to hold an open house. So if there is a shift, what should we do right now? Listen in to hear three recommendations from Mike.

2. A POT about taking the co-op buyer, you’re the listing agent, and putting them on your mail call “see” list. Make sure you add them to your CRM because we know statistically that the co-op agent is likely not in real estate, 5 to 7 years from now
.

Ask the Experts:

1. I have a For Sale by Owner in my market that used to be listed. It expired. It didn’t sell with the broker. And my number 1 goal is to be able to approach that FSBO with confidence and get an appointment. What’s your best advice? 

2. My number 1 goal is to get myself to prospect. The challenge I am having is two weeks of bad numbers. I’m so busy. Tired all the time. I’m stressed out. And the first thing that I lose, the first thing I don’t do is prospect. What do I do? How do I get myself to make my calls? 

Join this mastermind of agents from all over the country. Teams are forming now for a new semester starting July 7: floydwickman.com/r-squared-coaching

Parade of Techniques:

1. A POT from Mike that mentions Og Mandino in a recent t book by a movie star. Matthew McConaughey wrote a book, Greenlights, and he mentioned Og Mandino, the greatest salesman in the world change his life!

2. Our market is changing. Maybe you’ve noticed. So we’ve got properties staying in the market a little bit longer. This is an old but goody — this is a don’t forget to take advantage of this changing market.

Ask the Experts:

What’s your system to make sure you don’t lose a listing that isn’t ready to list now? What about all those appointments you went on two weeks, two months, or two years ago? How do you make sure those people haven’t forgotten you and choose you when they’re ready to hit the market?

1. "Lost a listing I should have had. Working on a listing lead for a year. I still don’t have it… The listing I lost was actually two on the same day. So what could I have done not to lose, or what can I do not to lose that listing lead I’ve been working on but didn’t get at that time?"

2. "My buyers come from marketing. My sellers come from referrals. I know I’m stronger than I was because I have been practicing. I’ve been role-playing with friends. I’m making my calls. But when they tell you, “This isn’t the right time,” “Yeah, we’re going to wait out this market,” How do you change your mind?

Join this mastermind of agents from all over the country. Teams are forming now for a new semester starting July 7: floydwickman.com/r-squared-coaching

Parade of Techniques:

1. I met The Floyd Wickman Team the first week that I got licensed. I signed up for the class and the first thing you had me do is set a goal and get a picture of it, carry it around and look at it. Mine was “To take my daughter to Disneyworld.”

2. Two POTs from Mike:
 Listing agents are qualifying the buyer's agent, in addition to qualifying the offers. 
b. Here’s what started as a result of the market changing — they’re doing commuter open houses.

Ask the Experts:

1. When a buyer referral came to me they told me over the phone they have four pre-approval letters. Do I really need to connect them with my local lender? Do I really try to convince them to do five?

2. I have a listing and it’s an out-of-town owner so there’s a tenant in the listing. The buyers bought it and wanted to do an inspection. I wasn’t there. While doing the inspection, the tenant threatened to kill the buyer! My number one goal is to stay safe when I’m showing houses. What should I do?

Join this mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching