Mondays with Mike & Mary

Parade of Techniques:

1. Agents aren’t the only people confused by the new rules and regulations. Double-check your closing statements from the Title Company to make sure the commission is charged correctly.

2. If you fired a buyer a year ago, and now they want to work with you again, should you?

Ask the Experts:

1. My #1 goal is to protect my buyers from being recorded on camera without their knowledge and protect my sellers from recording things that won’t help them sell their house. What measures should I take?

2. My #1 goal is to decide between a social media marketing assistant I hired a year ago, and a social media company that recently made me an offer. My biggest challenge is the company's offer is better, but I hate to fire anybody.

Parade of Techniques:

1. Gratitude is one of the most powerful motivators. Here’s how to harness the power.

2. How to leverage random acts of kindness without being tacky.

Ask The Experts:

1. My closings are coming in a cluster and then I have nothing pending. Is there anything new under the sun to get listings?

2. My listing has been on the market for 133 days, with lots of showings and the price feedback is positive. How do I get it sold?

Parade of Techniques:

1. What happens when you decide to avoid all conversations about politics, religion, and social economics? Listen in and find out.

2. What happens when you just get it on the market in spite of Sellers not making all the repairs to bring it up to market-ready price? Listen in and find out.

Ask the Experts:

1. My #1 goal is to prepare my Sellers for the worst - paying full commission when they sell, and then paying another half when they buy.

2. My #1 goal is to figure out how to approach an over-improved listing, a do-it-yourself masterpiece, that is unfortunately in a neighborhood of much lower-priced homes.

Parade of Techniques:

1. Get out among people and network, because they will ask, “When is the market going to crash?? Here’s how to prepare an answer.

2. Get a FSBO to consider listing with you with a new twist on the Net Sheet.

Ask The Experts:

1. I have a stagnant listing, on the market for 90 days. How do I refresh it?

2. What is the best way to take advantage of all the chatter about the new regulations?

Parade of Techniques:

1. When offering a “Free CMA” use clearer wording to avoid being accused of a bait & switch tactic

2. The CRM Lofty (formerly Chime) now offers 45 templates for landing pages

Ask the Experts:

1. My #1 goal is to promote my experience, ethics, and caring on social media without self-promotional puffing. How do I emphasize my experience without bragging?

2. My #1 goal is to find an off-market property for my buyer, since the MLS inventory is still low. Other than FSBO and expired listings, how do I approach homeowners in the neighborhood my buyer wants to live in?

Parade of Techniques:

1. Book recommendation: The 5 AM Club

2. Video captioning recommendation: Instagram, caput, insult

Ask The Experts:

1. My #1 Goal is to calm my Sellers and manage their expectations while Days-On-Market are lengthening.

2. My #1 Goal is to be happy staying with my current company, but I am getting overtures and offers from competitors. What would you look for if you were considering making a change?

Parade of Techniques:

1. Demographic stats (especially about Baby Boomers) that underscore the importance of having a follow-up system

2. Creating a MOVING Checklist for your buyers and sellers

Ask The Experts:

1. I’m getting blindsided by my seller's girlfriend who is out of the country and not even on the title but calling me constantly. How do I know who the real Decision Makers are?

2. I am struggling with motivation. Again. It seems like it has become an annual cycle. How do I get off this emotional roller coaster?

Parade of Techniques:

1. Create a dedicated line with a VM message for all your listings explaining compensation to the buyer’s broker

2. The 80-10-10 rule for managing buyer expectations

Ask The Experts:

1. What are the most currently effective marketing expenses that you get a return on?

2. How do I prove my value to a luxury seller who asks for y credentials when I have little or no track record in luxury properties?

Parade of Techniques:

1. I visited a new dentist and learned the value of a WOW factor

2. The word “lawsuit” has become part of the conversation. How about we just stop using it?

Ask The Experts:

1. My #1 Goal is to get my buyers, who are family friends, to stop making lowball offers, but because they are family friends I feel like I’m letting them down when they don’t get the house.

2. My #1 Goal is to make myself make the calls I know I need to make, and my biggest challenge is the thought that my mother put in my head about women in real estate, and I don’t want to come across as money-hungry.

GOALS

Have you set your goal for the second half of 2024 yet?

Remember that goals give us the energy we need - and for them to work their magic, they should be specific, measurable, attainable,, something you want for you, visualized and with a time limit.

Begin with a review of your January 1 thinking, and does everything you thought back then still apply today? When is enough enough?

And finally, convert that income number into a controllable, trackable activity

SMART Numbers

In the first half of 2024, there were two averages that jumped out at us.

Average number of Qualifying Conversations per person per week for all of R Squared Coaching

18

Average production (listings, sales and sold listings) per person per week

1.00

"If you build it, they will come.” - Field of Dreams

“If you do the work, you will have the production.” - Mike & Mary

BUYER AGENCY PRESENTATION

We have put together a “Wickmanized” buyer agency presentation for you. The slides are in The Hub, as is the webinar we recorded last week walking you through the presentation.