Windermere Coaching Minute Show Notes

Host: Michael Fanning
Topic: Personal Transformation for Real Estate Success

Discover how becoming a better person makes you a better real estate agent. Learn Dr. Joe Dispenza's neuroscience principles through David Bayer's practical framework to shift from fear-based thinking to abundance mindset.

Podcast: David Bayer Episode 161 - "Joe Dispenza Finally Explained"
Books:

• Dr. Joe Dispenza: Becoming Supernatural, Breaking the Habit of Being Yourself
• David Bayer: The Changed Mind

1. Your Personality Creates Your Reality

• Beliefs are decisions - make new ones and find evidence
• Shift from "real estate is difficult" to "real estate is abundant"

2. Elevated Emotions + Clear Intention = Results

• Formula: Desire + Non-Resistance = Success
• Operate from joy/gratitude vs fear/scarcity

3. Breaking Old Habits

• Two states: Primal (stress, anxiety) vs Powerful (joy, curiosity)
• Notice negative thoughts, say "That's not true"

4. Overcome Environment/Body/Time

• HRV Breathing: 5 seconds in, 5.5 seconds out through nose
• Slows heart rate, creates calm for better decisions

5. Survival to Creation Mode

• Survival = stress + narrow focus
• Creation = relaxed awareness + infinite possibilities
• Three-column journaling: limiting thoughts | opposite thoughts | evidence

6. Recondition Your Body

• Body becomes addicted to familiar emotions
• Use gratitude meditation and joy visualization
• Build memories of future success

7. Future Self Visualization

• Ask: "How would my future self handle this?"
• Start acting like your future self today

State Management for Success:

• Powerful states attract confident client energy
• Navigate challenges with clarity vs panic
• Operate from abundance, not desperate need

Daily Practices:

• Check your emotional "speed" - fast = old patterns, slow = creation
• Complete: "When growing up, my biggest challenge was ___" then find opposite
• Daily gratitude meditation before goal setting

Next Steps:

1. Listen to David Bayer podcast episode 161
2. Implement daily HRV breathing and three-column journaling
3. Check out David Bayer's "Changed Mind" podcast

Connect:

• Share this episode with someone who needs it
• Rate and review to help spread the message
• Guest ideas or topics: [email protected]

Remember: Your transformation isn't selfish—it's the greatest gift for your clients.

"Be awesome and help somebody and make it a great day."

Michael Fanning - Host of Windermere Coaching Minute, a podcast diving deep into strategies, systems, and mindsets that separate top-performing real estate professionals from the rest.

Contact: [email protected]

Discover how the science of focus can literally transform your real estate income, backed by neuroscience research and industry data.

• Average person checks phone 96 times daily
• Human attention span dropped from 12 seconds (2000) to 8 seconds (2015)
• Multitasking reduces productivity by 40%
• Takes 23 minutes to regain focus after interruption
• Average agent closes 4-6 transactions/year vs focused agents who close 47 transactions/year
• Income difference: $420,000 annually

1. "I'm busy with transactions" → Identity: Must do everything myself
2. "I have young kids" → Identity: Victim of circumstances
3. "I'm not a morning person" → Identity: Not wired for success
4. "Real estate doesn't allow schedules" → Identity: At mercy of clients
5. "I hate being scheduled" → Identity: Structure kills creativity
6. "No one does it like me" → Identity: Only I care about quality
7. "I'm a great multitasker" → Identity: I'm different (98% aren't!)
8. "Can't afford help" → Identity: Scarcity mindset

1. Become aware of limiting identity
2. Question if it serves your goals
3. Choose new empowering identity
4. Take action from new identity

• Focus beats talent: Focused agents earn dramatically more
• Professional boundaries: Set office hours like other professionals
• Delegation ROI: $200 VA investment = $1,250 potential income gain
• Single-tasking: Deep work produces 3x more valuable output
• Identity drives behavior: Change identity to change results

• Identify your most common excuse
• Track focus interruptions for 3 days
• Test single-tasking vs multitasking
• Implement one focus-protecting strategy

Bottom Line: Success isn't about working harder—it's about focusing better on what truly moves your business forward.

Host: Michael Fanning | Length: 30 minutes

Real estate coach Michael Fanning reveals the six ways agents unknowingly sabotage their success. Based on Brianna Wiest's book "The Mountain Is You," this episode shows how your biggest obstacle isn't the market or competition—it's you.

1. Fear-Based Decision MakingMaking choices from fear rather than growthAction: Take one scary professional action daily

2. Identity MisalignmentHolding limiting beliefs about who you areAction: Act as the person you want to become

3. Emotional Regulation Under PressurePoor stress management damaging relationshipsAction: Practice 3-breath pause before reacting

4. Productivity vs. Busy WorkConfusing activity with actual resultsAction: Identify which 20% of activities create 80% of results

5. Health and Energy ManagementPhysical depletion undermining performanceAction: Choose 3 daily health habits, no exceptions

6. Limiting Technology NarrativesSelf-defeating stories about your capabilitiesAction: Learn one tech tool 15 minutes daily for one week

🧠 Your brain is wired for survival, not success🔄 Confirmation bias keeps you "safe" in limiting beliefs💪 Personal mastery is the foundation for professional success🤖 AI amplifies (doesn't replace) your expertise📈 The Windermere Way: 80% of time nurturing sphere relationships

📖 "The Mountain Is You: Transforming Self-Sabotage Into Self-Mastery" by Brianna Wiest

1. Choose ONE area that resonated most
2. Take the specific action listed
3. Challenge one fear-based thought daily
4. Implement gradually over 4 weeks

Windermere Real Estate Coach & Speaker specializing in mindset coaching and performance breakthrough.

Contact:📧 [email protected]🌐 windermerecoaching.com

Subscribe & Share if this helped you identify your personal mountain!

Join real estate coaches Michael and Stevi Fanning as they tackle the challenging conversations defining success in today's shifted market. Learn proven frameworks to navigate hesitant buyers, low offer standoffs, and seller expectations with confidence.

[0:00-3:00] Market Reality Check

• Current market data: 28% homes sell above asking (vs 53% at peak)
• Inventory above 1M listings, 51+ days on market
• 7% spread between asking and sales price

[3:00-12:00] Scenario 1: Hesitant Buyers - From Paralysis to Permission

• 40% of buyers currently on pause
• Framework: Redirect from market timing to life timing
• Key phrase: "What would need to happen for you to feel confident?"
• Validation before redirection technique

[12:00-22:00] Scenario 2: Low Offer Standoff - Protecting Your Seller

• Case study: $2.1M listing, $1.9M offer scenario
• Tactical empathy approach from "Never Split the Difference"
• Risk/reward framework for decision making
• Professional positioning over people-pleasing

[22:00-32:00] Scenario 3: Setting Expectations from Day One

• Market education before property evaluation
• CMA as credibility builder, not just data
• Handling "another agent promised more" objections
• Role-play demonstration of pricing conversations

[32:00-37:00] Communication Toolkit & Action Items

• Four core strategies: tactical empathy, calibrated questions, data positioning, permission-based selling
• 30-day challenge for skill development

✅ Validate emotions before presenting data - acknowledge feelings first✅ Ask calibrated questions - make clients think rather than leading them✅ Let data be the messenger - position market as decision driver✅ Focus on life timing vs market timing with buyers✅ Use risk/reward framework for seller conversations✅ Build credibility through performance metrics not promises

• "I can hear the [emotion] in your voice, and it sounds like you feel..."
• "What would need to be true for you to feel confident moving forward?"
• "The market is telling us a story right now..."
• "My commitment isn't to promise the highest price—it's to help you get the best results"

• "Never Split the Difference" by Chris Voss
• Windermere's Present tools (First Offers, Pricing Pond)
• Weekly Path Call (Thursdays 10:10 AM PST)
• Windermere Coaching services

Contact: [email protected] for coaching or podcast ideas

Remember: Every difficult conversation is an opportunity to demonstrate your value as a trusted advisor.

Host Michael Fanning talks with.

Stacey Brown Randall - Three-time entrepreneur, award-winning author, and referral expert who teaches business owners how to generate referrals naturally without manipulating, incentivizing, or asking. Her clients see dramatic increases in referrals, sometimes up to 350%. Mother of three, avid Red Sox fan (married to a Yankees fan!), and host of the "Roadmap to Referrals" podcast.

[0:00-5:00] Introduction & Background

• ​Guest credentials and personal background
• ​Overview of referral expertise and results

[5:00-12:00] Biggest Misconceptions About Referrals

• ​Difference between referrals and repeat clients
• ​The "three cast of characters" in true referrals
• ​Why most agents mislabel their business as "referral-based"

[12:00-18:00] Quality vs. Quantity Strategy

• ​Why to focus on quantity first, then quality
• ​Avoiding the trap of "training" referral sources
• ​Pattern recognition in referral quality issues

[18:00-25:00] Most Overlooked Referral Strategy

• ​Low-hanging fruit: people who've already referred you
• ​Why existing referral sources are easier to cultivate
• ​The power of your "referral source" list

[25:00-35:00] The Science Behind Natural Referrals

• ​Four pillars: psychology of trust, brain chemistry, social networks, behavioral economics
• ​Why asking creates an "ick factor" and commoditizes relationships
• ​How people want referrals to be "their idea"

[35:00-42:00] Practical Language & Referral Seeds

• ​"Thank by Name" script example
• ​Hot zones in client experience
• ​Leading vs. asking - the coaching scenario example

[42:00-48:00] Overcoming Psychological Barriers

• ​Addressing the "I don't want to be pushy" mindset
• ​When uncomfortable feelings signal you're doing it wrong
• ​Customizing approaches for different comfort levels

[48:00-End] Resources & Wrap-up

• ​Book recommendations and new release information
• ​Podcast details and contact information

1. ​True Referrals Have Three People: You (solution provider), prospect (potential client), and referral source (the connector)
2. ​Focus on Existing Referral Sources: Your easiest path to more referrals comes from people who've already referred you
3. ​"Thank by Name" Script: "Thank you for referring [specific name] to me. It's an honor to help the people you know and care about."
4. ​Lead, Don't Ask: Guide conversations so prospects naturally arrive at the idea to refer rather than directly asking
5. ​Hot Zones Matter: Identify patterns in when clients typically refer you and strategically plant referral seeds in those moments
6. ​Science-Based Approach: Use psychology, brain chemistry, social networks, and behavioral economics instead of manipulation

Books:

• ​"Generating Business Referrals Without Asking" (current)
• ​"The Referable Client Experience" (releasing October 2025)

Podcast: "Roadmap to Referrals" - New episodes every Tuesday (370+ episodes)Available on all podcast platforms and YouTube

Website & Contact: https://staceybrownrandall.com/

Michael Fanning - Windermere CoachingEmail: [email protected]

Rate, review, and share this episode if you found value! Contact Michael directly for podcast topic suggestions or to be a guest.

Host: Michael Fanning
Guest: Posey Gruener, Windermere Summit Agent & Former Public Radio Journalist

Posey Gruener brings unique journalism expertise to real estate:

• Public Radio Journalist (2008-2022) at WMYC (NY) and KOW/KNKX (Seattle)
• Trained under Ira Glass, Studs Terkel, and Terry Gross
• Inspired by StoryCorps project - recording meaningful conversations
• Now applies these skills as a Windermere Summit agent

How recording everyday conversations between people shaped Posey's 15-year career approach.

Moving past surface-level Family, Occupation, Recreation, Dreams to genuine engagement.

Examples: "What brought you here today?" vs. "Are you looking to buy?"

Listen for tone, tempo, and pace changes that signal meaningful topics.

David Kow's concept: One person describes territory ahead, the other steers direction.

• Universal question: "What's the timeline for that?"
• The 6-second rule: Count to six in silence - someone will fill it
• Permission-based questioning: "Is it okay if I ask questions?"

Deep listening helped client discover her true needs, resulting in successful purchase with $15K seller credit.

The Power of Silence: Count to 6 seconds internally - clients will naturally fill pauses with meaningful information.

Story-Based Listening: Listen for characters, scenes, timelines in client stories.

Permission-Based Approach: Get buy-in before diving deeper creates trust.

• "How to Talk to Anyone" by Leil Lowndes
• StoryCorps Project (NPR)

• Email: [email protected]
• Instagram: @gruener

Help us grow: Rate, review, and share this episode! Comment with your conversation techniques. Have guest ideas? Contact Michael Fanning.

Remember: The goal isn't perfection - it's authentic curiosity and listening.

Be awesome, help somebody, and have a great day!

Michael Fanning is a real estate coach specializing in mindset transformation and helping real estate professionals scale their businesses through strategic systems and delegation. Michael teaches "The Windmere Way" class and provides coaching to help agents transition from working harder to working smarter.

This transformative episode dives deep into identifying High Income Producing Activities (HIPAs) and mastering the art of strategic delegation for real estate professionals. Michael explores the critical mindset shift from "I have to do everything" to "I choose to do what only I can do."

[00:00 - 02:30] Introduction & Core Concept

• Welcome and episode overview
• The mindset shift: Working smarter, not harder
• Introduction to High Income Producing Activities (HIPAs)

[02:30 - 08:00] Defining High Income Producing Activities

• What activities actually generate revenue in real estate
• Lead generation activities (prospecting, networking, sphere of influence)
• Client-facing activities (consultations, negotiations, showings)
• Business development and strategic partnerships
• What's NOT on the HIPA list (administrative tasks, graphic design, etc.)

[08:00 - 18:00] The Four-Phase Delegation Process Model

• Phase 1: The Doer (0-10 transactions/year)
• Phase 2: The Strategic Delegator (10-25 transactions/year)
• Phase 3: The Team Builder (25-50 transactions/year)
• Phase 4: The Business Owner (50+ transactions/year)

[18:00 - 25:00] Practical Implementation Strategy

• Step 1: Time audit exercise
• Step 2: Calculate your target hourly rate
• Step 3: Start small and strategic
• Step 4: Create systems first
• Step 5: Measure and adjust

[25:00 - 32:00] Finding and Hiring Your First Assistant

• Types of administrative help (Virtual assistants, local assistants, specialized services)
• Where to find qualified candidates
• What to look for in candidates
• Proven hiring process and tips

[32:00 - 37:00] Overcoming Delegation Resistance

• Common objections and mindset barriers
• "Nobody can do it as well as I can"
• Cost concerns and opportunity cost analysis
• Fear of losing control
• Time investment in training

[37:00 - 40:00] Recommended Reading & Closing

• Book recommendations for continued growth
• Final thoughts on working smarter
• Call to action and contact information

1. Target Goal: Spend 70% of your time on high income producing activities
2. Delegation Rule: If someone else can do it for less than your target hourly rate, delegate it
3. Start Small: Begin with one delegation decision and build from there
4. Systems First: Create clear processes before delegating
5. Mindset Shift: Move from operator to orchestrator

Essential Books Mentioned:

1. Deep Work by Cal Newport
2. The E-Myth Revisited by Michael Gerber
3. Traction by Gino Wickman
4. Atomic Habits by James Clear
5. Who Not How by Dan Sullivan
6. The Four Hour Work Week by Tim Ferriss
7. Good to Great by Jim Collins
8. The Hard Thing About Hard Things by Ben Horowitz

• CRM Systems: Chime, Close
• Virtual Assistant Platforms: Belay, Time Etc, OnlineJobs.ph
• Real Estate VA Services: MyOutDesk, VirDesk
• Project Management: Asana
• Communication: Slack
• Training Tool: Loom (for creating SOPs with screen recording)
• Job Boards: ZipRecruiter, Upwork, LinkedIn

Ready to take your real estate business to the next level?

Coaching Services Available

• Website: windmercoaching.com
• Learn about "The Windmere Way" class
• Individual coaching for mindset and goal achievement

1. Complete a one-week time audit of your activities
2. Calculate your target hourly rate
3. Identify one task to delegate this week
4. Choose one recommended book to read this month

Be awesome and help somebody!

If this episode helped you think differently about delegation and working smarter, please rate and review. Share with an agent who needs to hear this message - sometimes the person who needs it most is just one share away.

Episode OverviewShow Segments & TimestampsKey TakeawaysRecommended Reading ListTools & Resources MentionedContact InformationEpisode Challenge

Michael Fanning - Your host and coach, specializing in mindset and achieving goals through the Windermere Coaching Minute. Michael helps individuals transform setbacks into comebacks through proven frameworks and introspective coaching.

Contact: [email protected]

Discover why your biggest setbacks aren't roadblocks but redirections, and learn the three-step framework to fail forward in business and life.

[0:00-2:30] Opening & Core Question

• Key Phrase: "Failure doesn't happen TO you, it happens FOR you"
• What separates those who give up vs. those who use failure as fuel
• Real estate market challenges as opportunities for growth

[2:30-5:45] The Truth About Failure

• Key Phrase: "Failure isn't a verdict, it's intelligence"
• Personal stories of business ventures, investments, and relationship setbacks
• Connection to David Bayer's "A Changed Mind" philosophy
• External reality reflects internal reality

[5:45-9:15] Three Purposes of Failure

1. Course Correction - Life recalculating your route (GPS analogy)
2. Revealing Subconscious Programming - Exposing limiting beliefs
3. Expanding Your Identity - Building who you want to become

[9:15-15:30] The Failing Forward Framework

Step 1: Extract Intelligence (48-hour rule)

• What did this teach me about myself?
• What did this teach me about my approach?
• What subconscious beliefs does this reveal?

Step 2: Shift Internal State

• Key Phrase: "You cannot solve a problem from the same level of consciousness that created it"
• Embodying new identity before seeing results
• Reference to Dr. David Hawkins' "Letting Go"

Step 3: Take Aligned Action

• Acting from new identity, not old patterns
• Key Phrase: "What would the version of me who already has this success do right now?"

[15:30-18:45] Why Setbacks Happen

• Viktor Frankl quote: "Choose one's attitude in any given circumstances"
• Purpose may include developing empathy, removing from wrong situations, revealing strengths
• Operating from belief there's always a reason

[18:45-21:00] Your Action Steps

1. Apply framework to current setback
2. Extract intelligence and identify programming
3. Define who you need to become
4. Take aligned action from new identity

[21:00-22:30] Closing & Key Takeaways

• Reframe failure as intelligence and redirection
• Use three-step framework consistently
• Key Phrase: "Your comeback is always one decision away"
• Motto: "Be awesome and help somebody"

• David Bayer - "A Changed Mind" methodology
• Viktor Frankl - Holocaust survivor and psychiatrist
• Dr. David Hawkins - "Letting Go"

Michael Fanning
Email: [email protected]
Podcast: Windermere Coaching Minute

Follow the show for more insights on mindset coaching and goal achievement.

🏆 Windermere Coaching is recognized as one of the Top 100 Coaching Podcasts!
Learn more: https://www.millionpodcasts.com/agent-podcasts/

Windermere Coaching Minute podcast episode featuring Michael Fanning's conversation with Garrett Fry and Matt Bonelli.

Host: Michael Fanning

Guests: Garrett Fry and Matt Bonelli, real estate coaches and hosts of the Life at 10 Tenths podcast

In this episode, Michael Fanning speaks with real estate coaches Garrett Fry and Matt Bonelli about navigating the changing real estate landscape. They discuss strategies for staying focused amid distractions, the power of time blocking, adapting to market shifts, and how to maintain confidence when communicating with clients.

• Distractions often come from the top down in real estate offices
• Many agents (40%) have never had price reduction conversations with sellers
• Importance of focusing on process rather than market noise

• The power of weekly planning sessions for productivity
• How structured schedules create freedom rather than constraint
• Treating real estate as a business with intentional time management
• The importance of scheduling both work activities and personal time

• Building stronger relationships through effective communication
• Being a trusted advisor to clients during confusing market times
• The value of role-playing difficult conversations
• Why confidence and competence are essential in today's market

• Rising inventory and sales happening simultaneously
• The misconception that interest rates are preventing all transactions
• 40% of homes owned free and clear, with only 30% in the low interest rate category
• The importance of a positive mindset rather than a scarcity mentality

• "Super Communicators" by Charles Duhigg
• "The Almanac of Naval Ravikant" compiled by Eric Jorgenson
• "The Next Conversation" by Jefferson Fisher

Garrett Fry has been in real estate since 2003-2004, following in his father's footsteps who owned a 250-agent office. Matt Bonelli entered the industry in 2012 and quickly moved into management. Together, they host the Life at 10 Tenths podcast and coaching program, which focuses on helping agents live at "the pinnacle of their ability and purpose."

• Website: lifeat10tenths.com
• Email: [email protected] and [email protected]
• Instagram: Matthew J Bonelli, @lifeattentenths
• Facebook: Garrett Fry Redding

Windermere Coaching Minute Podcast: Navigating Today's Real Estate MarketEpisode SummaryKey Topics Discussed:Current Market DistractionsTime Blocking & Schedule ManagementCommunication & ConfidenceCurrent Market OpportunitiesBook RecommendationsAbout the GuestsContact Information

In this episode of Windermere Coaching Minute, host Michael Fanning welcomes real estate veteran Erik Zimmerman to discuss navigating changing real estate markets, maintaining productivity, and finding opportunities in challenging times.

Erik Zimmerman brings 36 years of real estate experience to the conversation. Based in Cincinnati, he previously hung his license with Comey and Shepherd and has a background as a ninja instructor and coach.

• The return to "normal" market conditions with 45-60 day market times
• How 40% of agents have never experienced interest rates over 4% or asked for price reductions
• Strategies for staying productive and focused during market changes
• The importance of mindset and focusing on what you can control
• Time blocking and accountability techniques for consistent success
• Finding opportunities in any market condition
• Balancing lead generation activities with long-term relationship building
• Practical tips for staying motivated during market shifts

Erik emphasizes that real estate success requires commitment to proven systems regardless of market conditions. He uses the analogy of marathon training - you sign up for both the finish line feeling and the early morning training runs.

Michael and Erik discuss how agents can shift their thinking from catastrophizing problems to focusing on action steps and opportunities. They share strategies for maintaining accountability and consistent performance.

"We're in an instant mashed potato society... I want the money, I wanna go to closings, but I don't wanna run stadiums in the middle of the night." - Erik Zimmerman

"Discipline is a choice between what we want now and what we want most." - Erik Zimmerman

"When somebody's in marital therapy, the first call is not to the realtor... It's our job to be connected with them, to be focused on the relationship." - Erik Zimmerman

Erik recommends "Die with Zero" which encourages having experiences with your money and health now rather than saving for events you may never experience.

• Erik Zimmerman: Email at [email protected]
• Michael Fanning: [email protected]

If you enjoyed this episode, please give us a thumbs up, rating, and share with others. Send topic ideas to Michael Fanning directly at [email protected].