Mondays with Mike & Mary

Parade of Techniques:

1. For those who have a CRM and ChatGPT, here’s a system for fresh messaging all of your Platinums with one push of a button.

2. Ever have deals on the brink of falling apart, and your clients are super anxious? Here’s a communication technique that’s sure to keep the heebie-jeebies at bay, and create grateful and peaceful clients.

Ask the Experts:

1. My #1 goal is to maintain my production and momentum even though the kids are home from school and the demands on my time have intensified. If you could give me one piece of advice, what would it be?

2. And my #1 goal is to find the time and energy to prospect even when I am so busy I can’t see straight. I know that if I don’t lead gen now, sooner or later there will be income gaps.

Parade of Techniques:

1. zoodealio.com - You put in your address and the information about the property and it creates a chart of options for cash offers. A consolidated cash offer platform!

2. A question to add to your arsenal when you are going on a relo listing appointment that might get you more listings.

Ask the Experts:

1. My number one goal is to clean up my database. I’ve got people in there that I’ve called and called, and they don’t answer. What’s the last ditch effort before you send them through the shredder?

2. I have a buyer client who is also a seller. They found something to buy, and now they are putting their house on the market. I have the ability to do “Coming Soon” for seven days. It goes active tomorrow. We found out that the house they are buying has an IRS lean on it. What do I do with the listing? Do we not put it live? What should I do? They could be homeless.

Parade of Techniques:

1. Free marketing technique by changing your WIFI network name

(Your Favorite Realtor) (Your Neighbor Is A Realtor)

2. The new best time to call expireds

(7:45 AM - 8:15 AM)

Ask the Experts:

1. My Seller is turning down showings after 45 days on the market. How do I remotivate them?

2. Three expired listing appointments ended with a surprise - they want to interview other agents before they decide! How do I handle this hesitation?

In this episode of M W/ M&M (by the way, Happy Anniversary Mike & Mary)

Parade of Techniques:

1. How to get a FSBO’s attention with the sharp angle question… If you knew you would net more money in your pocket hiring me than by doing it yourself, would you consider letting me handle things for you? And then follow up with a system of mailings

2. How to generate inquiries with marketing stickers, and a very novel place to put them

Ask the Experts:

1. How to handle a team member who makes appointments and wants you to cover them for her? Learn the dialogue, don’t let the tail wag the dog, sell her on being good and getting trained and have her shadow you first

2. How to get 100 listings between now and the end of the year?

What a great goal! Don’t forget your SMART Week, your Vision Board, your Income to Activity Converter, and your Reverse Thermometer.

Parade of Techniques:

1. The word of the day is perspective. A POT from Mike about a free app called Mortgage News Daily, which gives you rates and mortgage news.

2. We have a guy who has gotten 8/8 of his last listing appointments. On interesting approach: when he gets a new listing lead, he attempts to meet with them the same day.

Ask the Experts:

1. My number one goal is to stop freaking out. Over what? There is a lot of new inventory but there are pockets of boom and pockets of bust! What do I do to activate interest in this market where there are crickets, even though two miles away, it was BOOMING?

2. We have a student who has this listing in Mobile, Alabama. This is a Mardi Gras themed Airbnb. It generates about $60,000 a year in gross income and has been on the market for three months. The listing agent told them to start at $540,000, but they wanted to start at $560,000. They did. They are down to $550,000. She has done some great stuff. Still, it has been on the market for three months. “What do I do? ”

Parade of Techniques:

1. A summer concert series POT from one of our students who is in a band.

2, When you’re doing your Highest Price Analysis, take all your comps, plug them into AI, and ask AI to create graphs/trends.

Ask the Experts:

1. My number one goal is to figure out what to do with this rental. There is this lady who signed the lease on May 7th but could not move in til the 24th. Our student said, “Okay, I’m going to let you do that. That’s fine. So she prorated the rest of May. She’s got a rent due June 1, 2024, but, she moved in with her kids, and they say the house is "haunted". They are scared. They want out. They can’t sleep there. What do we do?

2. My number one goal is to help my buyers be competitive. They are financing the transaction, but they are going up against cash offers. They keep losing out on cash offers. What can I do to help my financing buyers be more competitive against cash offers?

Parade of Techniques:

1. An important technique about the impact of Open Houses

2. In a market where the average sales price is half a million, this agent has booked $4.2 million in the first quarter.

Ask the Experts:

1. My number one goal is to continue my success in a changing market. I have been licensed since 2013. I’m prospecting, and my prospecting is doing well. I’m getting listings, but I have noticed a shift in the market. What should I be doing? Should I redirect?

2. I have three prospective listings. They don’t have to sell, but they want to find one first. How do I get these listings?

Parade of Techniques:

1. We have a guy who has nine offers on his listing! One of the nine called him and said, “I’ve got an offer, and I’d really like permission to present it myself, please.”

2. A prospecting question that we don’t always remember to ask is, "Who’s your Realtor?" Listen in and learn why this is important.

Ask the Experts:

1. We have a student who gets all kinds of business from a good past client. He gets business from them pretty regularly. There is a widower who has to sell his house. It’s been on the market for a year because it’s in a small town. It’s been listed with a local agent who’s done a decent job. The pictures are okay. It’s 4.2 million. Here’s what he’s saying, “I couldn’t see taking a listing an hour away. I could certainly improve some of the marketing stuff and photos—not by a lot, but I have better systems in place. But at 4.2 million—I mean, what is it really worth? Do I want to do this? What if I don’t get it sold?"

2. I’m selling my own home. Here’s the fact: it’s probably worth $750,000. I listed it for $699,000 and just dropped the price to $649,000. I’m only offering 2% to the co-broker. And, for the last 3 weeks, crickets! This is $100,000 underpriced, getting no showings! What’s the problem?

Parade of Techniques:

1. How do you get an REO listing?

2. What are the benefits of sly-dialing?

Ask the Experts:

1. I didn’t give all that much thought to the company I was affiliated with when I first got licensed. I’m still there, and I’m not very comfortable with their business model. I’m going to go interview with some other brokers because I want to change. What do I look for in a new company?

2. We have someone who had a listing, accepted it, and offered it for $8,000 more than the full price. The $8,000 goes toward the buyer’s closing costs. After the inspection, we need a new roof, we have crooked switch plates, and we have a long list of repairs! The seller was aware of the roof and was willing to put one on. But it’s the rest of the stuff, and the buyer is asking for an exorbitant amount of money to cover all the rest of the stuff. So, what do I do?

Parade of Techniques:

1. A social media marketing idea from one of our coaching students who has developed a niche of historical homes in the area.

2. This is a great principle to keep in mind and to follow in your marketing, in light of the negative publicity of real estate agents lately.

Ask the Experts:

1. My number one goal is to get people to sign at the listing appointment. What I’m finding is that they are not prepared to sell right now. They’ve got things they want to do before listing, and therefore, they’re not signing. My question is, how do I get the signature now?

2. My number-one goal is to eliminate frustration. But for the last three months, I’ve been getting my a** kicked. A friend listed with a total stranger and didn’t even talk to me first. What’s your best piece of advice on how to handle this frustration?