Mondays with Mike & Mary

Parade or Techniques:

1. POT from one of Mary’s students who listed a property for $6,000,000!

a. What if you actually cared? How would you behave and how often would you stay in touch?

b. Don’t assume because somebody bought a year ago that they’re not ready to sell.

2. POTs from Mike and Mary about marketing your business by collaborating with another local business.

Ask the Experts:

1. We’ve got someone who has doubled down on calling Expireds. This week, she was following up with an Expired that she had an appointment with. It seemed like it went really well. She called back and the guy said, “Sorry but we have already decided that we are working with another agent because her mom and dad are buyers.” What should this agent have said?

2. I’m battling burnout. What does a day off look like for you?

Parade of Techniques:

1. A POT from Mike’s students came out because of three questions, from three separate teams, about what to do with disgusting houses.

2. A POT that answered an Ask the Experts question from two weeks ago: I got six (6) listings coming up, but four (4) are ghosting me. What should I do?

Ask the Experts:

1. I’m stuck. I know this is prime selling time. My number one goal is to take advantage of that and get leads from my Book of Business and repeat, but I’m out of ideas for what to do for the “Spring and Summer Book of Business Marketing.”

2. I have a buyer who bought a house, and it fell through before the closing. I need to reopen the conversation with the buyer. What do I do?

Parade of Techniques:

1. We have someone who has gone through every single buyer that they are currently working with and created a notes page so he could record exactly what he has said to that buyer.

2. I like the idea of teams! I’ve had a team for quite a while, and I got to the point where I wanted more transactions and more income. I don’t want to work any harder.

Ask the Experts:

1. Here’s my number one goal: to maintain good health without losing business. My doctor put me in the hospital due to exhaustion. How do I prevent this from happening again?

2. I need more business. I want to know what you all are spending time, money, and energy. What gets you the best ROI?

Parade of Techniques:


1. Do you have a vendor list? Do you have someone you recommend for roofing, plumbing, and every single project?


2. What was the best thing you did in the first quarter? What are you going to do differently in the second quarter?

Ask the Experts:


1. Most of my business comes from relationships. If I’m going to grow, I feel like I need a new niche. I need to develop a new source of business. What’s your advice?


2. My number one goal is to make a decision. I’ve been invited to two BNI meetings, and invited to join a BNI. There were eight people at each of the two meetings. My question is, is it worth it to belong to a networking group that’s chartered and follows rule books like BNI?

Parade of Techniques:

1. A POT from Mary about making a closing memorable with a video.

2. How to capture expired listings with a unique offer.

Ask the Experts:

1. I have testimonials and for a bunch of years, I have been collecting them on Zillow. Now, I have hired Real Grader. I’m paying money every month. They want my testimonial statements to be everywhere. So how do I go back and transfer the beautiful testimonials I already have on Zillow everywhere else?

2. I got an expired listing referred to me. It’s expired twice already, and a friend of mine referred these people to me. I went over to see the house and discovered there was something in the house that neither of the previous two listings had mentioned. When I put this one on the market, should I mention it?

Parade of Techniques:

1. Train the brain. Keep yourself learning. If you’re not learning, you’re not growing.

2. A POT from someone who is from a slowing market, where multiple offers have disappeared.

Ask the Experts:

1. We have someone who has never hosted a broker open. She has a 1.2 million-dollar condo listed, which in her market is really a big, high sale price. Her question was, “I’m going to show my seller I’m working. It’s been on the market for 60 days. I want to host a successful broker open. If you could give me one piece of advice, what would it be?"

2. My number one goal is to protect my attitude. Here’s my problem: I am married to somebody who meets with people, and deals with people all the time; they have become a complainer. How do I change things?

Parade of Techniques:

1. Loopholes in the Multiple Listing System: For about $600.00 you can list your house for sale, which is essentially like being a For Sale By Owner. One of our students had an offer on that listing and could not find the listing agent because there wasn’t one. So the question was, “How do I submit an offer for a property when I can’t find the listing agent? ”.

2. I feel like I am sleeping too much in the morning. I get up at 7:30 AM or 8:30 AM, and by the time I get to the office, the day is half gone. And then I’m working too late; that’s why I don’t see my spouse. I need to recalibrate.

Ask the experts:

1. I feel drained. I’m working overtime. I’m on social media. I’m showing up. But I’m still struggling. When I look on social media, everyone else is doing so well! What’s wrong with me?

2. I received this contract for my listing from an agent who has been in the business for seven years. The clause that I am most concerned about says, “Seller to pay up to 3% of the buyer’s closing cost.”. How do I handle this?

Parade of Techniques:

1. A POT from one of Mary’s students about commissions!

2. Something that could help the people in your Book of Business have fun!

Ask the Experts:

1. We have someone who has a 1 million dollar condominium, a high-end property, and it has been on the market for 70 days. She is considering hosting a broker open. Here was her team's advice.

2. How do I get my average price point up?

Parade of Techniques:

1. A three-step POT using your ShowingTime app to get more buyers for your listings.

2. How would you like to be the star of your own movie? A POT for your Client Appreciation Night.

Ask the Experts:

1. In Iowa, there is a postcard campaign asking people if they had a transaction between this time and that time to join the class action suit against real estate. Yikes. What can we do?

2. I’m usually not going through the Buyer Agency Contract until a showing. So how and when do you present buyer agency?

Parade of Techniques:

1. A POT from Mary’s student who thought of offering her services to owners of Airbnbs.

2. “The people I contacted in December, I’m hearing from now.”

Ask the Experts:

1. My number one goal is to focus on listings but I keep getting all these buyer leads. If I’m going to get buyer leads and I’m going to sit down with buyers, I want to make sure they actually buy from me. So what do I do to tighten up my CITO?

2. I am in constant contact with my Sphere of Influence. I need to do something new. Should I start a geographic farm?