HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.

GUEST: Jeanette Eide, Windermere Northeast, Totem Lake. Twenty-four year veteran agent whose production is up 128% and GCI up 123% year over year, built on a 95-98% repeat-and-referral business.

EPISODE SUMMARY:Jeanette Eide walks through the twelve months that included a stage two breast cancer diagnosis, six rounds of chemo, two surgeries, and 27 closed sales. She breaks down the specific system a shared scorecard, an accountability partner, and daily gratitude tracking that kept her business moving when she assumed she'd have to shut it down for the rest of the year.

WHAT YOU'LL LEARN:• Adapt your scorecard to a personal crisis instead of abandoning it• Use an outside accountability partner to keep activity consistent under pressure• Disclose a health challenge to clients honestly, and give them a genuine way out• Delegate the parts of the business that aren't your strength before you're forced to• Separate a scarcity mindset from an abundance mindset when a client relationship gets hard

RESOURCES & RECOMMENDATIONS:Power of U Event with the Windermere coaching community where Jeanette connected with her accountability partner, Mark Carlisle.

CONNECT:Reach Jeanette Eide:Cell: (206) 679-0403Office: (425) 820-5151Email: [email protected]: eiderealestategroup.com

windermerecoaching.comSubmit a topic: [email protected]

Character count: 1,595 / 4,000

A few notes on choices: I pulled the "scarcity vs. abundance" learning point from your S14E02 conversation with Jordan since Jeanette's episode hits the same theme directly (her comment about attracting what you think about). I kept the resource list to PowerView since that's the only named tool/community actually mentioned — the scorecard itself isn't a branded resource, so I described it in the summary instead of listing it as a resource. Let me know if you want the title punchier or more understated — happy to try a few alternates.

Host:Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.

 EPISODE SUMMARY

Most agents lose ground in a consultation the moment a client pushes back not because they don't know their value, but because they start justifying it. This episode breaks down the real science behind how clients size up your competencein seconds, why staying silent gets you further than explaining yourself, and how naming the possible outcomes before you even start the walk-through changes the entire tone of the meeting.

WHAT YOU'LL LEARN

●   Recognize the three physicalsignals rising pace, rising pitch, unprompted explaining that mean you're starting to cave

●  Use a calibrated pause and a follow-up question instead of jumping straight to justifying your compensation

● Open every consultation, listing or buyer, by naming the three possible outcomes up front

● Respond to AI-sourced client pushback, including inaccurate information, without getting defensive

● Tell the difference between aclient who's negotiating in good faith and one who's testing you and know when to walk away

CONNECT

windermerecoaching.com

Submit a topic: [email protected]

Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.

EPISODE SUMMARY:
A great consultation isn't enough if the follow-up depends on memory instead of a system. This episode breaks down the four most common gaps where agents lose clients and referrals after the conversation ends, and shows how to close each one with a repeatable trigger instead of willpower.

WHAT YOU'LL LEARN:

• Identify the four points where deals die in the gap between conversations
• Build a same-day touch and a 48-hour value-add into every consultation
• Turn any future date a client gives you into a system trigger, not a mental note
• Lock a specific next appointment before every call ends, rather than a vague "let's talk soon"
• Use a CRM-based trigger system to capture follow-up moments instead of relying on memory

RESOURCES & RECOMMENDATIONS:
MIT lead response time study — Dr. James Oldroyd, in partnership with InsideSales.com
Implementation intentions research — Peter Gollwitzer
Atomic Habits — James Clear

CONNECT:
windermerecoaching.com
Submit a topic: [email protected]

HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.

EPISODE SUMMARY:When a client chooses another agent, there are only two ways to respond: scarcity or gratitude. Michael opens with the story of an agent who finds out at a block party that her client listed with someone else, and traces how one bad phone call the next day cost her the relationship for good. From there, he unpacks the psychology behind why losing a client feels like a personal betrayal, and lays out a simple two-step system a card and a follow-up email that lets you leave the relationship better than you found it and keeps the door open for referrals down the road.

WHAT YOU'LL LEARN:

• Recognize the difference between a scarcity response and a gratitude response when you lose a client
• Explain why loss aversion, the endowment effect, and self-serving bias make blame feel automatic in the moment
• Send a handwritten card within a day or two with no ask attached, just genuine warmth
• Follow up a week or two later with a short, non-defensive email asking one honest question
• Avoid the phone call that turns a lost client into a lost referral source, and understand why explaining yourself hands over the power in the conversation
• Treat every client who chooses someone else as a free diagnostic on your own blind spots, not a personal betrayal

RESOURCES & RECOMMENDATIONS:Your Next Conversation Jefferson Fisher

CONNECT:windermerecoaching.comSubmit a topic: [email protected]

HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.

EPISODE SUMMARY:The Windermere Foundation has raised over $60 million since 1989, and most agents never say a word about it to clients. Michael breaks down how to turn that fact into a genuine trust-builder instead of a marketing line, backed by research on why civic-minded businesses earn more client admiration, plus the four mistakes agents make and a crawl-walk-run plan to fix them.

WHAT YOU'LL LEARN:

• Explain how the Windermere Foundation works and what it actually funds in your community
• Use the two-touch pattern to introduce the Foundation early and reinforce it later without sounding like a pitch
• Apply the warmth-and-competence research to understand why civic-minded agents earn more client trust
• Avoid the four mistakes agents make when it comes to talking about the Foundation
• Start using the crawl-walk-run framework to build this into your next listing or buyer consultation

RESOURCES & RECOMMENDATIONS:Windermere Foundation windermere.com/foundation (2025 Community Impact Report, donor list, funding application)Stereotype Content Model research Susan Fiske, Princeton University

CONNECT:windermerecoaching.com

Submit a topic: [email protected]

HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.EPISODE SUMMARY:Two agents, two transactions, same root problem: both saw the truth clearly and chose silence instead. A seller priced 60 grand over market with a dated kitchen and an unrealistic timeline. A buyer whose wish list didn't match their budget. Neither agent said the hard thing early, so both paid for it later in price reductions, blown deadlines, and lost trust. Michael breaks down the research on why avoidance isn't a character flaw it's the brain protecting a relationship it values and getting the strategy wrong and lays out a five-part system for making the hard conversation automatic instead of optional.WHAT YOU'LL LEARN:• Set the expectation for honesty with every client in the first conversation, before there's anything difficult to say• Have the price conversation in plain language before you ever present the CMA, not buried inside the data• Frame the 85-to-90% concept in your first buyer consultation so no house has to be perfect to be right• Use Chris Voss's accusation audit to name the hard truth yourself before the client has to discover it• Hold clients capable of hearing reality instead of underestimating what they can handle• Build a fixed system for hard conversations so they don't depend on how brave you feel that dayRESOURCES & RECOMMENDATIONS:Never Split the Difference Chris VossSuggestology Georgi LozanovResearch referenced: Yale Brain Function Laboratory and Penn State studies on conversational avoidanceCONNECT:windermerecoaching.comSubmit a topic: [email protected]

Windermere Coaching Minute with Michael Fanning

About Your Host

Michael Fanning is Senior Vice President and co-owner of Windermere Coaching with nearly three decades of experience coaching real estate agents through every kind of market. A mindset-first leader, Michael believes in holding people capable and that your knowledge is complimentary, not free.

Episode Summary

What if your next client already trusted you before they ever picked up the phone? That's not a fantasy that's what consistent social media video builds. In this episode, Michael breaks down why video is the single biggest untapped opportunity for real estate agents today and how to actually start without a ring light, a production crew, or a perfect script.

What You'll Learn

• The psychology of parasocial relationships why they create the same trust in the brain as real friendships and what that means for your business
• Why raw, slightly imperfect video consistently outperforms polished, produced content
• The AI + Captions app workflow that takes a video from idea to posted in 35 minutes
• The Crawl → Walk → Run framework for building the habit without burning out
• Why even top-referral agents with strong spheres can't afford to ignore social media
• How to handle every objection "I'm not good on camera," "I don't know what to talk about," "nobody will watch"

Key Takeaway

"The agents who build something lasting are not the most talented or the most polished. They're the most consistent."

Action Steps

1. Open your notes app and write down one topic you already know well that's your first video
2. Download the Captions app (free to start) your production studio in your pocket
3. Want the full 6-month Social Media Video Playbook? Email Michael at [email protected] subject line: Playbook
4. Ready for one-on-one coaching? Visit windermerecoaching.com for a complimentary call

Be awesome and help somebody. Make it a great day.

"A Market Shift Is Not an Income Shift"

Hosted by Michael Fanning, SVP & Co-Owner, Windermere Coaching

FAQ: What You'll Learn in This Episode

Q: Is it normal for my income to drop when the market shifts?

It's common but it's not inevitable. The market has always ebbed and flowed. What separates thriving agents from struggling ones isn't market conditions, it's whether they changed with the market or simply reacted to it. Your income reflects your activity and your relationships. The market is just the environment you're working in.

Q: Does a shifting market mean business stops?

No it means the type of business changes. A hot market rewards listing leverage and speed. A shifting market rewards negotiation skill and seller education. A slow market rewards relationship depth and database consistency. Great agents develop all three toolkits and know when to deploy each one.

Q: What are the five attributes of agents who protect their income in any market?

1. They protect their daily routine morning intention, market research, property views, handwritten notes, and relationship interactions. Your routine is your income insurance policy.

2. They work their database with intention ABCD segmentation, a living warm list based on life events, and a consistent 36-interaction annual system using Homebot, Close, direct mail, and personal outreach.

3. They remember their tactics and adapt their language seller pricing conversations, buyer consultation frameworks, creative financing options, and the magic questions: What's most important to you? What would make this work?

4. They time block their week and win it on purpose structured days for prospecting, market research, path calls, and a weekly Sunday planning session. You can't win 45 of 52 weeks if you don't plan all 52.

5. They stay relational and generous when others pull back checking in with no agenda, sending notes, sharing market updates, asking FORD questions, and staying visible when the market goes quiet.

Q: What does "Complimentary, Not Free" mean here?

Your time, expertise, and relationships all have real value. Showing up generously in a slow market isn't charity it's a long-term investment with a high return. The agents who go quiet lose the relationship. The agents who stay visible own the next market.

Q: What's the one thing I should do this week?

Pick one attribute from this episode. Protect your morning routine. Call five A's. Dust off your buyer consultation language. Write two notes a day. Do it this week, then do it again next week. That's how better happens one good decision repeated consistently.

Q: How do I connect or share a topic idea?

Reach out directly: [email protected]

If this episode resonated, please share it, leave a rating, and let us know what topics you'd like to go deeper on.

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

Windermere Coaching Minute

HostMichael Fanning, Senior Vice President and Co-Owner of Windermere Coaching.

Episode OverviewIn this extended episode, Michael goes deep on the 10 questions coaches hear most from agents not surface answers, but the real coaching conversation. If something in your business feels stuck, one of these is likely why. Plus a bonus question every agent needs to hear right now.

Questions Covered

1. I know what I should be doing why can't I make myself do it?
2. How do I stay consistent when the market gets slow?
3. I have a big database but don't know how to work it. Where do I start?
4. How do I talk to sellers about price without damaging the relationship?
5. I feel like I'm working all the time but not getting results. What's wrong?
6. How do I ask for referrals without feeling pushy?
7. I'm great at getting listings, but buyers are a struggle. How do I get better?
8. I have a hard time following up. I don't want to bother people.
9. How do I get my mindset right when things aren't going well?
10. Is coaching really worth it? What should I expect?
11. ⭐ BONUS: Other agents are cutting their compensation to compete. How do I keep mine?

Key Takeaways

• The gap between knowing and doing is an identity problem, not a willpower problem. When the identity shifts, the behavior follows.
• Your system creates consistency not the market. Build it during the good times.
• A big database is just a list. Sort your A's, B's, C's, and D's then work to move people up the ladder.
• You don't set the price. The market does. Your job is to analyze and advise.
• Separate income-producing activities from income-adjacent ones and protect your highest-value hours.
• The best referrals don't come from asking. They come from creating an experience worth talking about.
• 80% of clients will pay your full fee based on the value you demonstrate. Stop building your business around the 15% who won't.
• Compensation is not a price. It's a reflection of value. Own it.

Resources Mentioned

Books

• The Mountain Is You — Brianna Wiest
• Atomic Habits — James Clear
• The 12 Week Year — Brian Moran
• The Go-Giver — Bob Burg
• Never Split the Difference — Chris Voss
• Getting to Yes — Fisher & Ury
• Getting Referrals Without Asking — Stacey Brown-Randall
• The Purple Cow — Seth Godin
• Ninja Selling — Larry Kendall
• Deep Work — Cal Newport
• Buy Back Your Time — Dan Martell
• Can't Hurt Me — David Goggins
• Mindset — Carol S. Dweck
• Don't Believe Everything You Think — Joseph Nguyen
• Unreasonable Hospitality — Will Guidara

Tools & Resources

• Close CRM — database and follow-up tracking
• Homebot — AVM tool for staying connected with your database
• Windermere Coaching Path Calls every Thursday, 10 AM PST
• Windermere Coaching Morning Warm-Up series

Connect With Windermere Coachingwindermerecoaching.com

Be awesome, help someone, and have a great day.

Windermere Coaching Minute · Hosted by Michael Fanning ·

The market doesn't care what you need to net. It doesn't care what you paid, what your neighbor sold for, or what number feels fair to you. It simply reflects what buyers will do right now.

Real estate agents and sellers don't set the price. The market does. Agents analyze the data and present it. Sellers make objective decisions based on that data. That model, followed well, produces results. When it breaks down on either side that's where the trouble starts.

In this episode, Michael Fanning breaks down the one truth that drives every successful home sale: outside of price itself, the single most important factor is the seller because the seller gets to decide everything. And every decision carries a consequence.

THE HARD TRUTH:

The worst version of this story isn't a low offer or a price reduction. It's the listing that expires, the sign that comes out of the yard, and the seller who turns to the agent and says, "You failed me." The agent isn't blameless. But the seller made every decision in that process too.

WHAT YOU'LL HEAR• Why homes are still hitting the market overpriced and what it really costs sellers• The 4 decisions that make a sale and the 5 that break one• The quote every agent and seller need: "Agents and sellers don't set the price. The market does."• 8 questions every seller should ask before hiring an agent and what strong answers look like vs. red flags

EPISODE TIMESTAMPS[0:00] Intro — The decision problem, and the listing that never should have expired[3:00] Segment 1 — The framework: the seller controls more than they think[8:00] Segment 2 — The 4 decisions that make the sale[14:00] Segment 3 — The 5 decisions that break it (including the expired listing conversation)[18:30] Segment 4 — 8 questions every seller should ask before hiring an agent[23:00] Segment 5 — Closing message to sellers and agents

FOR AGENTS — HOW TO USE THIS EPISODEThis episode is a listing appointment in audio form. Send it to a seller before you meet. Use it when a seller pushes back on your pricing recommendation. The agents who win listings long-term aren't the ones who tell sellers what they want to hear — they're the ones who tell them what they need to hear, early and with care.Attach the resources below to every CMA you deliver. Let the work speak before you walk in the door.

RESOURCES MENTIONED"It Comes Down to You" — Seller FAQ / CMA Cover Document. Generic and unbranded — any agent can put their name on it.

The Seller's Interview Guide — 8 Questions to Ask Before You List. Hand it to a seller before they interview you. It's the move most agents won't make.

Available from your Windermere Coach. Ask on your next call.

"Your sellers are capable of making great decisions. Sometimes they just need someone who believes that before they believe it about themselves."— Michael Fanning, Windermere Coaching

Michael Fanning · [email protected] · 206-527-3801 · windermerecoaching.comComplimentary, Not Free · We Hold You Capable