Michael Fanning - Windermere Ask a Coach Podcast Host

David Rush

• Experience: 35 years in real estate (since 1990)
• Market Area: Green Lake and surrounding Central North Seattle neighborhoods
• Business Focus: Sphere-based business serving longtime clients
• Contact:

Jill Sjolin

• Experience: 25 years in real estate
• Market Area: Woodinville office, serves 405/I-5 corridor from Seattle to Skagit and San Juan counties
• Specialties: Second homes, island properties, boating clients
• Background: Former Nordstrom employee
• Contact:

Rebecca Espinoza

• Role: Windermere Relocation Referral Services Coordinator
• Experience: Since late 2015
• Service Area: Manages referral placements across Windermere's footprint and beyond
• Contact:

• Host introduction and guest backgrounds
• Market areas each agent serves
• Overview of Windermere's geographic footprint

• David's early experience trying to manage referrals independently
• The importance of not working outside your expertise area
• Jill's confidence in Windermere's network quality
• Comparison to "Nordstrom of real estate companies"

• Flexible communication options with referring agents
• Same-day referral placement examples
• Rebecca's quick response times and problem-solving
• Case study: Last-minute weekend referral success
• International referral capabilities and challenges

• David's story about Vashon Island referral replacement
• Jill's experience with client preference mismatches
• Rebecca's immediate response to issues
• Importance of follow-up and tracking

• Average referral fee: $3,200
• Potential annual income from 4-5 referrals
• "Surprise check" factor - passive income benefit

• Importance of detailed client information gathering
• 2-business-day turnaround standard (often within hours)
• Geographic scope: Domestic US coverage, some international
• Leading Real Estate Companies of the World partnership
• 30-day follow-up protocol
• Administrative handling and payment guarantee

• Cost structure: 30% referral fee (20% to referring agent, 6% to network, 4% to department)
• Conversion rate: 89% vs. 25% industry standard for self-placed referrals
• Advice for agents considering DIY approach
• Comparison to FSBO seller mentality

• Integration into listing presentations
• Sphere of influence opportunities
• Retirement relocation trends
• Multiple-destination shopping support

• Janet Weldon for Eastern Washington, Idaho, and Montana
• Encouragement for both agents and potential relocating clients

• Final advice and contact details for all guests
• Call to action for ratings and topic suggestions
• Host contact: [email protected]

1. Professional referral services provide higher conversion rates (89% vs 25% self-placed)
2. Average referral fee of $3,200 creates significant passive income opportunity
3. Quick turnaround times (often same-day placement in populated areas)
4. Comprehensive geographic coverage across domestic US with international capabilities
5. Built-in quality control with problem resolution and agent replacement when needed
6. Administrative burden removed from referring agents with full tracking and payment handling

• Leading Real Estate Companies of the World network
• Windermere's franchise footprint
• International referral partnerships
• "Getting Referrals Without Asking" by Stacy Brown Randall

For more episodes and coaching resources, visit the Windermere Ask a Coach podcast series.

Ask a Windermere Coach Podcast: Tona Restine

Tona Restine, founder of Life Imagined, shares her incredible 27-year real estate journey from agent to office owner to full-time coach. She grew her Windermere Bend office from 12 to 75 agents through authentic leadership and a people-first approach.

[5:00] Growing Your Team - The secret to explosive growth: "Find people you like and tell them what we're doing right"

[12:00] Management vs. Coaching - Why tracking isn't leading. The power of service over spreadsheets.

[18:00] Biggest Blind Spots - "People work, not paperwork." Accessibility and knowing your agents personally.

[25:00] Mindset Mastery - Daily affirmations, intentional gratitude, and surrounding yourself with "safe people"

[32:00] Human Connection - Maslow's hierarchy in action. Why agents really leave (hint: it's not commission)

[38:00] Staying Relevant - Continuous learning across generations. "It's not an option to stop growing"

[52:00] Walking Your Talk - Living your message builds credibility. Consistency creates trust.

• "16 Undeniable Laws of Communication" by John Maxwell• "From Strength to Strength" by Arthur Brooks

"The minute I see them as numbers on a spreadsheet, I'm out.""The most effective message you speak is the one you live.""Be rigorously you. Be fully you."

Website: LifeImagined.infoFacebook: Daily Thought Blog - Tona RestineInstagram: @TonaRestineNewsletter: "The Stepping Stone" (Substack)

1. Authenticity attracts and retains talent
2. Coach, don't just manage - serve and mentor
3. People first, always - relationships over transactions
4. Mindset work is foundational to success
5. Never stop learning and growing
6. Credibility comes from living your message

Michael Fanning - [email protected] a Windermere Coach Podcast - Ranked #16 on millionpodcasts.com/agent-podcasts

In this episode of the Windermere Ask a Coach podcast, host Michael Fanning explores the powerful combination of visibility and ability in real estate careers. He addresses the common "feast or famine" cycle many agents experience and introduces Suzy Welch's PIE concept (People, Ideas, Execution) adapted for real estate success.

00:00 Introduction to Visibility and Ability in Real Estate

01:00 The Importance of Visibility

03:15 Combining Visibility with Ability

05:15 Susie Welch's PIE Concept for Real Estate

05:50 People: Building Deep Connections

07:52 Ideas: Bringing Value to Relationships

09:48 Execution: Delivering on Your Promises

12:48 Consistent Visibility and Relationship Building

15:30 Actionable Tips for Real Estate Success

18:39 Balancing Priorities for Sustainable Growth

23:33 Conclusion and Final Thoughts

• Visibility Challenge: Many talented agents struggle because they're not visible enough in their market
• The Secret Problem: "Being the industry's best kept secret is not a business strategy"
• Balance is Critical: Visibility without ability is just noise; ability without visibility means missed opportunities
• Industry Statistics: 82% of transactions come from repeat clients and referrals, yet only 13% of buyers and 33% of sellers use a previous agent

• Focus on quality of relationships, not just quantity of contacts
• Case Study: Agent Sarah vs. Agent Tom - relationship-building vs. transaction-only approach
• Remember personal details and maintain connections beyond transactions

• Become a source of insight, information, and innovation
• Case Study: Agent Jennifer vs. Agent Mark - providing unique value vs. transaction-focused approach
• Create workshops, personalized analyses, and genuine insights for clients

• Develop reliable, thorough systems that create exceptional client experiences
• Case Study: Agent Lisa vs. Agent David - consistent systems vs. boom-and-bust mentality
• "If you want to optimize, you must standardize" - James Clear

• Consistent contact (at least every 45 days) generates 40% more repeat/referral business
• 71% of clients say they would use their agent again, yet only 25% actually do
• Solution: Create non-negotiable communication calendars and follow-up systems
• Success story: An agent who increased referrals by 40% after implementing consistent visibility strategies

• "You don't have a time problem, you have a priority problem"
• Top-earning agents (>$1M annually) spend only 30% of time on active transactions
• Lower-earning agents (<$100K) typically spend 70-80% of time on transactions
• Audit your calendar for PIE balance: People connections, Ideas development, and Execution

1. Create a consistent communication calendar with thoughtful touchpoints
2. Become a valuable resource beyond transactions
3. Make follow-up systems non-negotiable
4. Leverage transactions to demonstrate both visibility and ability authentically
5. Rebalance your time allocation across People, Ideas, and Execution

• Email: [email protected]
• To be featured on the podcast, reach out directly to Michael Fanning

Remember to follow the Windermere Ask a Coach podcast on your favorite podcast app to receive future episodes.

Understanding Wildfire Risks and Home Protection with Michael Steinberg

Host Michael Fanning, Windermere Real Estate

Michael Steinberg, Pyrogeographer and wildfire expert

In this informative episode, Michael Fanning interviews Michael Steinberg, a pyrogeographer who specializes in studying and documenting wildfires. They discuss the increasing wildfire risks across the West Coast, how climate change is affecting fire patterns, and practical steps homeowners and communities can take to protect themselves.

• Changing Climate Patterns: How dry summers followed by offshore wind events create perfect conditions for devastating wildfires, even in regions traditionally considered low-risk.

• Areas with Highest Fire Risk: Foothill regions and areas in the wildland-urban interface (where human development meets wildland) face increasing risk.

• Community-Level Fire Protection:

  • The importance of neighbors working together to create defensible space
  • How collective action can reduce ignition chances by 90% or more

• Home Assessment Factors for Fire Safety:

  • Zone zero (0-5 feet from home) vegetation management
  • Fire-hardened features like closed gutter systems
  • Avoiding high-risk vegetation like palm trees and ornamental pompous grass

• Emergency Preparedness:

  • Creating a "go bag" with essential documents, medication, and valuables
  • The importance of evacuation planning and awareness of evacuation routes
  • Understanding how traffic congestion during evacuations can become deadly

• Professional Assessments:

  • Cal Fire and other agencies offer free home assessments for wildfire risk in California

Real estate agents have the power to educate clients about wildfire risks when showing homes and provide valuable resources for fire safety and preparedness.

• Michael Steinberg: [email protected]
• Michael Fanning: [email protected]

Watch for new Windermere classes on wildfire behavior, defensive space, and fire hardening taught by Michael Steinberg.

Market Update with Principal Economist Jeff Tucker

Host: Michael Fanning, Windermere Real Estate

Guest: Jeff Tucker, Principal Economist, Windermere Real Estate

Michael Fanning sits down with Jeff Tucker to discuss the current state of the real estate market, recent trends from late 2024 into early 2025, and what buyers and sellers can expect in the upcoming spring selling season.

• The Q4 2024 saw increased buyer demand after interest rates began to drop
• Current market trend is moving toward a more buyer-friendly environment with increased inventory
• Spring 2025 market outlook and seasonal considerations
• Tips for sellers in the current market conditions
• Advice for buyers navigating increased inventory options
• The importance of proper pricing strategy and working with experienced agents

• How to position properties correctly in a market with increasing inventory
• Understanding price reductions vs. home value depreciation
• Strategies for helping buyers find opportunities in the current market
• The critical importance of data-driven pricing decisions

• Michael Fanning: [email protected]
• Jeff Tucker: Available at windermere.com or on Twitter at @Jeff_Tucke
• Follow Windermere Economics on Facebook, Instagram, and YouTube
• Find more economic insights on the Windermere Hub

"Be awesome and help somebody." - Michael Fanning

Episode SummaryKey Discussion Points:Highlights for Real Estate Professionals:Contact Information:

Episode Summary

In this episode of the Windermere Ask a Coach podcast, host Michael Fanning speaks with Chip Painter (Senior Vice President for Windermere Services and General Manager for Referral Services) and LaMonica Hummel (Vice President Relocation Director) about Windermere's Relocation Division and Referral Services. They discuss how these services benefit agents, the qualifications to become a relocation specialist, and success strategies for making the most of relocation opportunities.

• Overview of Windermere's Relocation and Referral Services ecosystem
• Requirements and traits needed to become a successful relocation specialist
• How relocation leads can create long-term referral business opportunities
• The competitive nature of relocation transactions
• Benefits of using Windermere's Referral Services for outgoing referrals
• Training and support available to agents interested in relocation

• Relocation specialists work with corporate relocation management companies to serve employees moving to new locations
• Successful relocation agents often generate 3-5 additional transactions from each initial relocation client
• Windermere Referral Services boasts an 89% close rate on referrals
• Relocation requires agents with at least 2 years of experience and 24 transactions
• Working through Windermere's Referral Services provides agents with a dedicated manager who handles paperwork, follow-ups, and ensures a smooth process

• LaMonica Hummel: [email protected]
• Chip Painter: [email protected]
• Michael Fanning: [email protected]

For Windermere agents, more information is available on the Launchpad portal under the Referral Business tab.

Key Topics Discussed:Highlights:Contact Information:

In this episode of Windermere Ask a Coach, host Michael Fanning sits down with insurance experts from Moreland Insurance Agency to discuss the current state of homeowners insurance and its impact on real estate transactions.

• Maggie Cooper - CEO of Mooreland Insurance Agency (19 years in the insurance industry)
• Alex Busilacchi - Director of Sales for Mooreland Insurance Agency (4 years of experience specializing in real estate transactions)

• Boutique insurance agency offering commercial insurance, personal insurance, and employee benefits
• Specializes in working directly with real estate brokers and their clients
• Provides comprehensive insurance solutions beyond just homeowners insurance

• Industry experiencing a "hard market" with higher premiums and tighter underwriting guidelines
• Impact of weather catastrophes and climate change on insurance availability
• Importance of early insurance consideration in the home buying process
• Effects of previous claims history on new homeowners insurance policies
• Rising costs due to factors like inflation and natural disasters

• Insurance should be one of the first considerations in the home buying process
• Previous water damage claims can significantly impact insurance availability and costs
• Importance of working with a personal insurance agent versus relying on apps or AI
• Annual insurance policy reviews recommended
• Understanding the value of proper coverage versus focusing solely on cost

• Treat insurance history like credit history
• Consider insurance as a catastrophic tool rather than a maintenance policy
• Understanding the importance of replacement cost coverage
• Benefits of working with an independent insurance agency
• Flexibility in bundling options through independent agencies

• Website: morelandagency.com
• Services: Available for both independent clients and Windermere associates
• Availability: Accessible for urgent needs, including evenings and weekends
• Regular presence: Weekly visits to Windermere sales offices

For more information about the podcast or to suggest future topics, contact Michael Fanning at [email protected]

Episode Overview:

Key Takeaways:

Conclusion:

Call to Action:

Thank you for listening! Be awesome and help someone today.

Host: Michael Fanning
Guest: Matthew Ferrara

In this insightful episode, host Michael Fanning sits down with industry veteran Matthew Ferrara, who brings 35 years of experience across 49 states and 30 countries. They discuss the significance of listings in real estate and how agents can strategically prepare for success as we approach 2025.

The Future of Real Estate:
Michael and Matthew highlight the expected shift to a listing-centric market for the next decade. Matthew notes that while the previous decade saw fluctuating interest rates, future success will hinge on agents’ skills and their control over inventory.

Why Listings Matter:
Matthew stresses the necessity for agents to prioritize listings, as successful agents report that listings constitute a large portion of their business, rather than just working with buyers.

Business Planning Insights:
As business planning season kicks off, Matthew shares insights from the Windermere symposium, urging agents to adjust their business models to focus on listings and to “right-size” their businesses for sustainability and growth.

The Listing Advantage:
The conversation reveals the revenue differences between working with buyers versus listings. Matthew explains that having three listings can assure a near guarantee of income within 90 days, unlike the uncertainty with buyers.

Convert Sellers to Buyers:
Discussion on the fact that around 50% of sellers become buyers. Matthew shares strategies on how agents can remain the primary contact for sellers post-transaction to secure future opportunities.

Understanding Market Dynamics:
Matthew compares the competitive nature of real estate, noting that 80% of agents focus on buyers, leading to lighter competition for listings. He encourages agents to position themselves on the less crowded side of the market.

Targeting Orphan Buyers:
The pair discuss "orphan buyers"—satisfied clients who have lost contact. Matthew encourages agents to reconnect with these buyers as a potential source of listings.

Practical Strategies for Success:
Matthew proposes a straightforward action plan, recommending agents schedule two listing appointments per week. He emphasizes consistency over perfection and outlines a simple math model to illustrate income potential.

Creative Marketing Opportunities:
Listeners are presented with creative marketing strategies, such as thanking competing agents for their new listings, which can serve as conversation starters with potential clients.

The Importance of Relationships:
Maintaining relationships and frequent contact with past clients is discussed, including sending reminders and personal engagements to keep agents top of mind.

Michael concludes by reiterating the essential message: agents should aim to list more properties to enhance their careers and optimize income. The actionable insights offered serve as a roadmap for agents adjusting to the evolving market landscape.

Call to Action:
Thank you for tuning in! If you found Matthew’s insights valuable, consider reaching out with questions. Don’t forget to like, share, and rate the episode to help spread the word. Remember to be awesome, help someone, and make it a great day!

Key Highlights:Concluding Thoughts:Contact Information for Matthew Ferrara:

Episode Summary:

In today’s episode of "Windermere Ask a Coach,"

Host: Michael Fanning Michael is a dynamic real

Guest: D-Lisa West D-Lisa is a former real estate

Thank you for tuning into today's episode of

Host & Guest Introduction:Key Topics Discussed:Quotes

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