Mondays with Mike & Mary

Parade of Techniques: 1. Here's a way to serve your clients who have employees they want to retain - and make sales 2. How to hold a virtual open house where live open houses are not permitted Ask The Experts: 1. My #1 goal is to make my seller closing gifts memorable and customized 2. My #1 goal is to get a price reduction by showing my sellers that our marketing is working

Parade of Techniques: 1. How to capitalize on anonymous contacts in your phone 2. Why Book of Business is the leading source of leads Ask The Experts: 1. My #1 goal is to transition from buying leads to generating my own 2. My #1 goal is to protect my clients and my market from predatory wholesalers

Parade of Techniques: 1. How to leverage a Home Warranty to make your buyer's offer more attractive 2. It might be a good time to squeeze concessions from builders who are carrying inventory Ask The Experts: 1. My #1 goal is to sell my listing in the next 9 weeks. How can I increase marketability? 2. I have a luxury level listing but needs advice on where to look for buyers.

Parade of Techniques: 1. Is there a trend toward more price reductions? 2. Why volunteering at the state and local level can benefit you Ask The Experts: 1. How to prevent my know-it-all brother from sabotaging my nephew's first purchase 2. How do I sell an overpriced vacant condo if the owner won't let me hold it open?

Parade of Techniques: The power of hand-written notes Free negotiating seminar from NAR Ask The Experts: My #1 goal is to validate my commission without feeling like I have to defend or protect it from discounters Reporting to Sellers when there is nothing to report

Parade of Techniques: Three recommendations for training the brain - audio books and affirmations Ask The Experts: My #1 goal is to get the listing in one stop - but they say they want to interview other agents before they decide - how do I leave with the listing?

Parade of Techniques: 1. How to explain buyer brokerage to a seller 2. How to use ChatGPT to edit your video for you Ask The Experts: 1. My #1 goal is to reignite my inner drive 2. My #1 goal is to figure out if I'm talking too much on my listing presentation ******* Life-Changing Learning Experiences for Real Estate Professionals floydwickman.com info@floydwickman.com (734) 637-4030 ➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ www.floydwickman.com/offers/MjkWyGzs We teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: www.floydwickman.com/digital-floyd-wickman-course Or try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill-building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. Here's what upgrading my ChatGPT or YouTube subscription does for you 2. How analyzing my listing appointment wins and losses can strengthen my presentation Ask The Experts: 1. My #1 goal is to get my listing sold, but we're getting internet lookers, but no showings 2. My spouse is interested in starting an estate sale company. How involved should I be? ******* Life-Changing Learning Experiences for Real Estate Professionals floydwickman.com info@floydwickman.com (734) 637-4030 ➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzs We teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-course Or try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. FB groups with assumable mortgages! 2. Threeclickpostcards.com - affordable and single just-listed and just-sold past cards. Ask The Experts: 1. How to enhance your Client Appreciation Event with prizes from local businesses 2. How to maintain your production with hot working weekends.

Parade of Techniques: 1. How to get ChatGTP to summarize the terms of an offer and send an email to my Sellers 2. How sticking to your goal can get the dominoes lined up Ask The Experts: 1. My #1 goal is to be able to explain the CCP controversy and new rules to my clients 2. My #1 goal is to buy in to abundance thinking ******* Life-Changing Learning Experiences for Real Estate Professionals floydwickman.com info@floydwickman.com (734) 637-4030 ➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzs We teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-course Or try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. What to remember if you ever have to testify in court? 2. Liberate your closet and free yourself emotionally Ask The Experts: 1. My #1 goal is to keep on keeping on, and my biggest challenge is two separate clients crushed my heart and soul in the same week. 2. My #1 goal is to reach out to my neglected B and C prospects, because I am spending all my time with my Platinums ******* Life-Changing Learning Experiences for Real Estate Professionals floydwickman.com info@floydwickman.com (734) 637-4030 ➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzs We teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-course Or try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. When to use My Core Values in a presentation 2. Acres of diamonds to generate referral leads Ask The Experts: 1. My #1 goal is to find a system that helps me remember all of my appointments 2. My #1 goal is to help my buyers purchase a foreclosure, but I am unfamiliar with the do's and don'ts ******* Life-Changing Learning Experiences for Real Estate Professionals floydwickman.com info@floydwickman.com (734) 637-4030 ➡️ FREE MINI-COURSE AVAILABLE: Realizing Real Results is your ticket to a breakthrough in 2025 and beyond ➡️ https://www.floydwickman.com/offers/MjkWyGzs We teach real estate agents essential selling skills to be successful in any market. Start today with the Digital Floyd Wickman Course: https://www.floydwickman.com/digital-floyd-wickman-course Or try our signature coaching program for real estate agents or managers called R Squared. In addition to problem-solving and skill building, our clients get accountability and tracking - to build and then keep their momentum.

Parade of Techniques: 1. How I turned a $4800 cosmetic upgrade into a $70,000 price bump 2. Why you should never quit on a bad day Ask The Experts: 1. My #1 goal is to insulate and educate my sellers from predatory wholesalers flooding my market 2. My #1 goal is to capitalize on my SRES designation

Parade of Techniques: 1. How do you get a listing even when the seller says they want to wait and fix it up first? This dialogue will make sense to you. 2. What's the best referral fee to charge a high end renovation vendor? Ask The Experts: 1. My #1 goal is to train up my buyer agent so they earn quicker and lose fewer? 2. My #1 goal is to decide whether or not I want to take a listing with drug addiction problems, 6 months behind on payments and obstructing family members. What do I do?

Parade of Techniques: 1. What is a “free trader agreement” and how can it help me help divorcing couples who are selling and buying? 2. What kind of social media posts turn people off and what kind engage people's attention positively? Ask The Experts: 1. My #1 goal is to get listings in a local gated community full of mostly snowbirds. My #1 challenge is they all seem to want to convert their homes to VRBO or Air BnB instead of selling. 2. My #1 goal is to make sure compensation questions don't derail negotiations.

Parade of Techniques: 1. How to approach an expired listing 2. How to save referral fees on repo listings Ask The Experts: 1. My #1 goal is to get twelve $%#&*# listings sold 2. I already have 6 overpriced listings, and now I have two more sellers want to go $20K over market. How do I avoid another overpriced listing?

Parade of Techniques: 1. A 365-days-a-year motivational book recommendation 2. Fraud alert - protect yourself and your clients from the vacant land scam Ask The Experts: 1. My #1 goal is to decide how to approach the commission with a tough-to-sell, referred listing 2. How to protect my buyers from a less-than-adequate repair job

Parade of Techniques: 1. The Secret of My Success from an agent who made $188,000 last year calling expired listings. 2. What can happen when you bring a problem to your team, get their advice and take it. Ask The Experts: 1. My #1 goal is to overcome call reluctance. How do I start? 2. My #1 goal is to decide if I want a bunch of listings in an 8-condo building with a broken HOA, and one fsbo, two of my own listings, and three more possible.

Parade of Techniques: 1. How To Win Friends - a classic that applies more than ever today. 2. A new twist on a preferred vendor package for your buyers. Ask the Experts: 1. My #1 goal is to help my potential sellers win a contract on a new build. 2. My #1 goal is to pursue a partnership with an older agent who is phasing out.

Parade of Techniques: 1. Call your clients to love on them 2. Approach For Sale By Owners with they Unrpresented Buyer Protection Plan Ask The Experts: 1. I want to call all my past clients, but the thought of calling after not calling in some cases for 5 years has me frozen up. 2. My sellers want to raise their price but I want to reduce it. How do we reach a compromise?

Parade of Techniques: 1. What to do with all of your Facebook “friends” 2. How to find “off-market” properties for your buyers Ask the Experts 1. My #1 goal is to be ethically pure when writing an offer on my own listing 2. My #1 goal is to get my offer accepted when I don't know the compensation being offered

Parade of Techniques: 1. Can I get listings by door-knocking? 2. What's better than a price reduction? Ask The Experts: 1. My #1 goal is to keep my cool when an untrained co-broke agent does something REALLY stupid? 2. My #1 goal is to decide whether to keep these old tired listings.

Parade of Techniques: 1. Beware of cash offer companies and the short and long-term drawbacks to accepting their offers 2. Beware of official-looking stationery offering your buyers a digital copy of their deed Ask The Experts: 1. My #1 goal is to decide which lead company to invest in. What questions should I ask? 2. My #1 goal is to increase my close ratio on listing appointments. What advice do you have?

Parade of Techniques: 1. Shore up your end of year/beginning of year action plan 2. Be On The Lookout for a new source of listing leads Ask The Experts: 1. My #1 goal is to add commercial real estate to my practice. How do I go about it? 2. My #1 goal is to institutionalize my gym routine into my daily routine. What advice do you have?

Parade of Techniques: 1. The advantages of working both sides of a transaction 2. Making the marketing calendar work for you Ask The Experts: 1. My #1 goal is to handle my buyers ob section - We're going to wait until the rates come down 2. My #1 goal is to quickly separate scam inquiries from legitimate ones

Parade of Techniques: 1. What happens when you complete your marketing calendar and look back on the most fun and rewarding client appreciations? 2. How you can leverage a vacant listing. Ask The Experts: 1. My #1 goal is to avoid the January blues, blahs and blips in production 2. My #1 goal is to clearly describe to my seller how I am going to handle unrepresented buyers

Parade of Techniques: 1. Get By Giving in action this week 2. How to keep the right attitude during Client Appreciation Event that's not going the way you had hoped 3. Offering to do a wellness check on vacant homes can lead to Great conversations Ask The Experts: 1. How do I shore up my consistency of effort so that I always hit my goal? 2. The buyer backed out last minute. What can I learn from this?

Mail Call See Engage Make sure you have your 2025 marketing plan in place before January 1. You'll be glad you did.

Parade of Techniques: 1. Customkeychainsnow.com 2. iMap Ask The Experts: 1. I've been working so hard and nothing's coming together. I feel like quitting real estate. How do I get my edge back? 2. I have done everything I can think of to get this listing sold. It's a bit overpriced for the neighborhood, and now the sellers are thinking about taking it off the market. They've got a real estate Aunt in California whispering int heir ear. How do I save this one?

Parade of Techniques: 1. There's a gold mine of potential business in the leads, inquiries and appointments that didn't pan out this year. Revisit them now. 2. Tech Tips: A website developer and a Digital to-do list. Ask The Experts: 1. A new listing wants to cancel, and I suspect they might have been approached by someone they know who wants to buy it. How do I break the news and protect my commission without breaking the relationship? 2. I need some fresh ideas for Client Appreciation during the Holidays. Whatcha got?

Parade of Techniques: 1. This market is terrible. Nothing is selling. No one wants to buy. It's deja vu all over again. 2. What if you knew what people were Googling these days? Could it help inform your social media and video posts? Here's how to find out about those keyword searches. Ask The Experts: 1. My #1 goal is to go on a 2-week vacation without worrying about losing two overpriced listings that aren't selling. How and when should I get price reductions? 2. My #1 goal is to make surely listings appeal to buyers. What are buyers oohing and aching over these days?

Parade of Techniques: 1. Here's what happens when you edit the listing remarks down to one essential selling feature 2. Here's the real secret to sowing seeds that you actually reap Ask the Experts: 1. My #1 goal is to actually do my Top Things To Do, not just write them down 2. I'm in a major rut and I've already cleaned my office. Now what?

Parade of Techniques: 1. Here's how to create and send an email newsletter quickly and affordably 2. Here's a creative way to protect your home when there is a title dispute over who owns the land you built your home on Ask The Experts: 1. My #1 goal is to keep my cool at the kitchen table when the sellers start marital bickering. I want the listing, but they're arguing with each other. 2. My #1 goal is to make sure I add retirement planning to my 2025 Business Plan so that I maximize my savings and minimize the taxes I have to pay.

Parade of Techniques: 1. How do you thank your referral sources? Here's a system that's affordable and effective. 2. Here's a simple challenge to ignite your mojo after a difficult week Ask The Experts: 1. My #1 goal is to win a listing but the seller speaks very little English and wants me to co-list with a Chinese speaking agent. How do I find one? 2. My sellers are expressing disappointment with the lack of interest in their home and worried that their house won't sell in time. How do I keep them focused and happy with my efforts?

Parade of Techniques: 1. DOJ (and other entities) is sending clandestine “testers” into the marketplace, posing as buyers visiting your open house, and asking, “Can you show me other properties?” Make sure you have the right answers. 2. I have stopped calling and mailing to For Sale By Owners, because all I want is face-to-face contact - one sure way to make that happen is to visit their open house. Ask The Experts: 1. My get-up-and-go got-up-and-went. Some days I just don't wanna. How do I get back on track and prospect? 2. I have been out of touch with some of the people in my Book of Business for years. It's embarrassing and overwhelming. How do I get back in touch?

Parade of Techniques: 1. Do you verify pre-approval or proof of funds before allowing your sellers to accept an offer? You will after hearing this. 2. Do you have a challenge protecting your prospecting time from interruptions? You won't after hearing this. Ask The Experts: 1. My #1 goal is to prevent running out of patience with inexperienced and incompetent co-broke agents who are messing up transactions. Is it me? Am I just tired and cranky? 2. My #1 goal is to get out of my head that nothing is selling. How do I change the narrative? If you can relate, you will love the advice on these two questions.

Parade of Techniques: 1. Agents aren't the only people confused by the new rules and regulations. Double-check your closing statements from the Title Company to make sure the commission is charged correctly. 2. If you fired a buyer a year ago, and now they want to work with you again, should you? Ask the Experts: 1. My #1 goal is to protect my buyers from being recorded on camera without their knowledge and protect my sellers from recording things that won't help them sell their house. What measures should I take? 2. My #1 goal is to decide between a social media marketing assistant I hired a year ago, and a social media company that recently made me an offer. My biggest challenge is the company's offer is better, but I hate to fire anybody.

Parade of Techniques: 1. Gratitude is one of the most powerful motivators. Here's how to harness the power. 2. How to leverage random acts of kindness without being tacky. Ask The Experts: 1. My closings are coming in a cluster and then I have nothing pending. Is there anything new under the sun to get listings? 2. My listing has been on the market for 133 days, with lots of showings and the price feedback is positive. How do I get it sold?

Parade of Techniques: 1. What happens when you decide to avoid all conversations about politics, religion, and social economics? Listen in and find out. 2. What happens when you just get it on the market in spite of Sellers not making all the repairs to bring it up to market-ready price? Listen in and find out. Ask the Experts: 1. My #1 goal is to prepare my Sellers for the worst - paying full commission when they sell, and then paying another half when they buy. 2. My #1 goal is to figure out how to approach an over-improved listing, a do-it-yourself masterpiece, that is unfortunately in a neighborhood of much lower-priced homes.

Parade of Techniques: 1. Get out among people and network, because they will ask, “When is the market going to crash?? Here's how to prepare an answer. 2. Get a FSBO to consider listing with you with a new twist on the Net Sheet. Ask The Experts: 1. I have a stagnant listing, on the market for 90 days. How do I refresh it? 2. What is the best way to take advantage of all the chatter about the new regulations?

Parade of Techniques: 1. When offering a “Free CMA” use clearer wording to avoid being accused of a bait & switch tactic 2. The CRM Lofty (formerly Chime) now offers 45 templates for landing pages Ask the Experts: 1. My #1 goal is to promote my experience, ethics, and caring on social media without self-promotional puffing. How do I emphasize my experience without bragging? 2. My #1 goal is to find an off-market property for my buyer, since the MLS inventory is still low. Other than FSBO and expired listings, how do I approach homeowners in the neighborhood my buyer wants to live in?

Parade of Techniques: 1. Book recommendation: The 5 AM Club 2. Video captioning recommendation: Instagram, caput, insult Ask The Experts: 1. My #1 Goal is to calm my Sellers and manage their expectations while Days-On-Market are lengthening. 2. My #1 Goal is to be happy staying with my current company, but I am getting overtures and offers from competitors. What would you look for if you were considering making a change?

Parade of Techniques: 1. Demographic stats (especially about Baby Boomers) that underscore the importance of having a follow-up system 2. Creating a MOVING Checklist for your buyers and sellers Ask The Experts: 1. I'm getting blindsided by my seller's girlfriend who is out of the country and not even on the title but calling me constantly. How do I know who the real Decision Makers are? 2. I am struggling with motivation. Again. It seems like it has become an annual cycle. How do I get off this emotional roller coaster?

Parade of Techniques: 1. Create a dedicated line with a VM message for all your listings explaining compensation to the buyer's broker 2. The 80-10-10 rule for managing buyer expectations Ask The Experts: 1. What are the most currently effective marketing expenses that you get a return on? 2. How do I prove my value to a luxury seller who asks for y credentials when I have little or no track record in luxury properties?

Parade of Techniques: 1. I visited a new dentist and learned the value of a WOW factor 2. The word “lawsuit” has become part of the conversation. How about we just stop using it? Ask The Experts: 1. My #1 Goal is to get my buyers, who are family friends, to stop making lowball offers, but because they are family friends I feel like I'm letting them down when they don't get the house. 2. My #1 Goal is to make myself make the calls I know I need to make, and my biggest challenge is the thought that my mother put in my head about women in real estate, and I don't want to come across as money-hungry.

GOALS Have you set your goal for the second half of 2024 yet? Remember that goals give us the energy we need - and for them to work their magic, they should be specific, measurable, attainable,, something you want for you, visualized and with a time limit. Begin with a review of your January 1 thinking, and does everything you thought back then still apply today? When is enough enough? And finally, convert that income number into a controllable, trackable activity SMART Numbers In the first half of 2024, there were two averages that jumped out at us. Average number of Qualifying Conversations per person per week for all of R Squared Coaching 18 Average production (listings, sales and sold listings) per person per week 1.00 "If you build it, they will come.” - Field of Dreams “If you do the work, you will have the production.” - Mike & Mary BUYER AGENCY PRESENTATION We have put together a “Wickmanized” buyer agency presentation for you. The slides are in The Hub, as is the webinar we recorded last week walking you through the presentation.

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) 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 -- 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 eight of his last eight listing appointments; he has walked away with a listing! One little tiny adjustment: when he gets a listing lead, he has been attempting to meet with them the same day—tto do the appointment on the same day that he discovers the lead. Ask the experts: 1. I'm freaking out! My number one goal is to stop freaking out. Over what? There is a lot of new inventory because there are pockets of boom and bust! I work on this market; two miles away, there's cricket! What do I do to activate interest in my listings in this market where there's cricket and lots of inventory, even though, two miles ago, it was BOOM TOWN? 2. We have a student who has this listing in Mobile, Alabama. This is a Mardi Gras house. It is a BnB. It is a house that is for sale, but it also has a business. 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? ”