Mondays With Mike & Mary

Parade of Techniques: 1. If you have been in the Wickman family for a while, you know some of the dialogues, and especially the Referral Lead Generator, where we say “I’m expanding my business, who do you know who?”. But what do you say the second time you call? Or the third time? Or the fourth time?”. 2. So what does everybody have stuck to the ceiling or hidden away in a closet, not even installed? A smoke alarm! Ask the Experts: 1. I met these people at an open house. I know they have to sell in order to buy. But somehow they revealed that the decision-makers and the people that will qualify for the loan are pretty much like, everybody in their family. Like they are all putting their hats in the ring to buy this next house — mom, dad, son, the son’s wife… That made me feel like, “Oh, this is going to be hard. This is going to be a waste of time. How am I going to make all these people make a decision? Of course, they want to buy one before they sell their house, but they can’t buy til they sell.”. How

Parade of Techniques: 1. Do you know how we’ve been taught that there is nothing wrong with any listing at the right price and terms? We’ll sometimes it’s just because the market is changing and things are staying on the market longer. 2. Let’s have a taco party! Everyone loves tacos! Ask the Experts: 1. As you know, we’ve all been through a very difficult time recently with hurricane Ian and one of our students lived right within the path of it. And needs to get back on the phone right now. “What ideas do you have about how to approach the people in my area? I don’t want to be insensitive to the tragedy around me.” 2. My number one goal is to make the most of the next six weeks, maybe seven. We have Thanksgiving and frankly, I just assumed not working on the month of December. I certainly don’t want to have to push in order to hit my goal. I’d really rather do it right now. So what kind of advise could you give me?

Parade of Techniques: 1. A dialogue from Mike towards buyers who are saying, “That’s a lot of interest to be paying!”. 2. What would you do if you have 7,000 people in your database and you recognize a lot of people are getting hit with high capital gains tax? Ask the Experts: 1. Since things are changing so much, one of the changes my company is noticing is sellers wanting to take a break, wanting to cancel, withdraw their listing, and either take a break or not come back on the market at all. “Let’s wait it out and see what’s going to happen.” So, my company is moving toward a listing release, adding this to the contract, and doing it for a basic fee to reimburse the agent for marketing expenses so far incurred. So, should I brace this? Should I fight this? What do you guys think? 2. I’ve got sellers that are divorcing. They were under contract and at the inspection, the transaction fell apart. We put it back on the market and now we’re back under contract. Tomorrow, is the inspection. But, here is my

Parade of Techniques: 1. What do you say when you hear people say, "Isn’t this the wrong time to buy? I think we missed the market. You know, it’s not a good market right now. " Here’s a dialogue from Mary! 2. A POT from Mike for the market that has changed! Ask the Experts: 1. I’m stressed. I’m overwhelmed. I recently did the research you made me do and discovered I have 1897 contacts in my CRM and they are not sorted at all... It is not organized. Is it really worth it? 2. Floyd taught us to take a day off every week... Well, I chose Sunday! It’s good enough for God, it’s good enough for me. Work six (6) days and then take one (1) day off. And then, a listing that had been on the market for sixty-six (66) days, which, in this market, is an eternity, and my buyers wanted to see that SUNDAY! But I said, "No, that’s my day off. I’ll show it to you on Monday." They got an offer and sold on Sunday... And then it happened again the next week! What do I do?

Parade of Techniques: 1. Be unexpected. Give them more than they think they can get. Surprise people! 2. A POT from Mike about “Pre-Title Work”. Ask the Experts: 1. “My number one goal is to let these two buyers go. I’ve written offers for them, but they don’t take my advice. I’m done! That’s it! What do I say to let them go?”. 2. “Is it still a good time to be in the real estate market?”.

Parade of Techniques: 1. A POT from one of Mike’s students about calling the listing agent to ask, “Hey, what if? Is it even a possibility?”. 2. A POT from one of Mary’s students about using homebot.ai. Ask the Experts: 1. “So far this year, five (5) of my buyer clients to home I have shown lots of houses bought FSBOs, and I earned nothing. How do I prevent this from happening again?” 2. I just listed a condo downtown. It’s so cool. It’s on the first floor. It’s got bigger square footage than anybody else downtown, and I’ve got an open house this weekend. Now, I’m nervous, because it’s one giant room. Like what do I do with all these people in this room?

Ask the Experts: 1. The value of effective door knocking (with the right attitude) 2. “I’m only going to work in the upper 50% of my price range. How do I do that?” Parade of Techniques: 1. Generating listing leads from holding vacant houses open listed by other agents 2. How to receive quality phone numbers

Parade of Techniques: 1. If you’re a Wickman graduate, you have learned, “Mail, Call, See”. What is the “See”? We think of it as a party sometimes or taking people out to dinner, an event. But here’s another way to do a “see” that’s really working for one of our students! 2. Mike’s got a technique and it’s more of a “something new in the market”. The return of the contingent offer! And why are we seeing the return of the contingent offer? Ask the Experts: 1. This is an agent who has never done a seller who’s in the process of getting a divorce and needs to list their house. Never experienced it before, knows that that’s what she’s going to encounter tomorrow night, so she comes to her meeting with her R2 group and she said, “How do I project impartiality? How do I give them great advice? How do I provide the best service to someone who’s divorcing?”. 2. 9 out of 10 sellers need to find suitable housing and guess what they’re thinking, “Maybe we should look first and see if we can find something!”

Parade of Techniques: 1. A Parade of Techniques from Mike for those who are subscribed to Cloud CMA (https://cloudcma.com/real-estate-agents)! 2. Two quick Parade of Techniques from Mary:
 a. Curbio - gives you money upfront so you can invest in repairs that you can pay back at the closing!
 b. “When I schedule my prospecting, I get it done. I need the rigidity of a schedule. Otherwise, the whole week goes by.” Ask the Experts: 1. “I’ve been Wickmanized. I know how to get listings. I’m good at getting listings. But all the buyers I’ve been finding lately have been in the process for a while. How do I find those buyers who are just starting so they’re not already jaded, frustrated, and disappointed?” 2. “I’ve got a listing that is leased. There are tenants living on the property, and the sellers have asked me to coordinate the showings directly with the tenants. So how do I do that effectively?" There are a few spots open on R Squared Teams. Visit our website to join: https://www.floydwickman.com/r-square

Parade of Techniques: - CuratedSocial.com: social media content created for you for one, low, monthly rate - Are you in need of a reason to call your B.O.B? Here is one idea. Ask the Experts: - My business has completely stopped in this shifted market. I also sold my old office… How do I get back into it? - How do I keep myself motivated even while my clients are pumping the brakes?

Parade of Techniques: 1. Here’s a POT from one of Mary’s students about how he is using Remine (remine.com). 2. Do you remember the two guys who started the most popular For Sale By Owner (FSBO) listing websites like buyowner.com, forsalebyowner.com, and they eventually listed their homes with Realtors…? If you don’t put those two facts into your presentation, you’re missing out. Well, something else happened in recent news that you need to add to your presentation… Ask the Experts: 1. I want to improve my ability to turn buyers and sellers into signatures. So I know that I need to create urgency with people. But how do I do it? How do I create urgency? 2. I have the opportunity to take the trip of a lifetime… and I’m going to be gone for at least three weeks. It’s a little over a year from now. I’m already feeling anxiety over this. So, my number 1 goal is to make the decision to go on the trip or not and relieve this anxiety. What should I do?

Parade of Techniques: 
 1. A POT from Mike’s students who have never ever taken a Floyd Wickman Program, and who were introduced to Wickman tools for the first time.  2. A POT from Mary’s students who live in Canada, and in the northern half of the United States. 
 Ask the Experts: 
 1. The last stat I heard is that most markets are up 15% in price year over year. So my number 1 goal is to help my clients get out of the house they bought last year without having to dip into their pockets at closing because they are getting a divorce. So, what do I do? 2. I got a listing, 429K, the offer came in at 410K. They countered back. Now, it’s time to put it back on the market. The seller wants to raise the price to 449K… What’s the motivation? They are moving to Florida. But they’re not going to buy, they’re going to rent down there til they figure out where they want to be.

Parade of Techniques: 1. Guess what’s back?! Contingent offers. Almost every market has them back again. However, we’ve got a new tool at our disposal! It’s called the “Supersede”, “Automatic Supersede”! 2. A POT from Mike that came out as a result of an Ask the Experts! “I’m working Expireds. And I’m working an expired campaign going back years and it’s taking me 6 to 8 hours a week to vet the leads before I call them, to see who’s actually come back on the market, if the owner still owns the property, finding the contact information. How do I cut that time down?”. Ask the Experts: 1. I’ve got two investors. Two buyers. Both of them are cash buyers. They want to buy, fix up, flip. But I’m having trouble. I kind of doesn’t know what to tell them. I’m very much lacking in confidence that they can buy right now, buy RIGHT right now, flip it. I want to be able to say, “Ann, this is a great property because in 6 months when you get everything done you’ll be able to flip it, and make a profit. And I don’t feel th

Parade of Techniques: 1. A POT from two of Mary’s students about showing up at sales meetings. 2. Mike does a webinar called, “How to Get Your People Back into the Office and Create the Post-Pandemic Company Culture that You Want”. Ask the Experts: 1. Three similar “Ask the Experts” questions from Mary’s students: a. How do I become more effective at generating leads on social media? b. Do you know anybody that uses a dialer? I need to expand my marketing beyond my 450 Book of Business CRM people. c. I have an opportunity to spend $1,400 a month to buy a zip code from Zillow. They guarantee 6-7 leads per month. I have to make a 6-month commitment. I can afford it, but should I do it? 2. What do I do about someone, a toxic client who’s threatening to write bad reviews? Teams are forming now. Join R Squared! floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Whatever you do, make sure you have a living will! A Parade of Techniques from someone who was on his way to a hospital for a routine procedure had a heart attack, ended up having open-heart surgery, and was out of business for some time. 2. You told us that no one wants to listen to voicemails. So when I prospect, and someone does not answer, last week for the first time ever, instead of leaving a voicemail, I left a text. Here's what happened: a. My 18 conversations came a lot quicker b. I think they saw it and got my message versus leaving a voicemail Ask the Experts: 1. I have set my goal for the second half of this year and I went through all my numbers from the first half, and realized that 18 conversations not going to be enough. I need to 32 a week. So how do I do that? What do I have to do?  2. A student of Mary's had two properties listed at 200K. Both of them sold. The buyer proposed 190K. That’s what they agreed to. Then there were inspections. Both properties had inspect

Parade of Techniques: 1. We have lots of people looking at numbers over the last couple of weeks because we are in the second half of the year. What's your goal? 2. Many of you probably have wholesalers in your marketplace who target you and say, “I have this property that's hit the market... do you have a buyer?”. A lot of times these are people that bought in desperation. They paid cash for a house and gave it to the seller who thought they were getting a good deal and didn’t have to do anything. And this wholesaler comes in, flips the house, and takes the property. Here’s a POT from one of Mary’s students on how to get a listing out of those situations. Ask the Experts: 1. I received a buyer inquiry on a vacant house. They want to look at that house and buy it. And they’re also a seller. They got to sell. Here’s the problem: it’s vacant. I looked them up on Forewarn, and the owner has the same address as the property but they’re not there. How do I find them? 2. What do you say when you need a price reduc

Parade of Techniques: 1. What do you do after the transaction? How do you capitalize on your sold listings? What do you do after the closings? 2. "I am attending a bachelor’s party at 2 o’clock today and I just got a call from my clients. I was showing them 4 or 5 houses yesterday. Something new came on the market. Guess when they want to see it? 2 o’clock! And everybody that I use as a backup is out-of-town! What do I do?!" This is an “Ask the Experts” that easily became a POT from one of Mike’s students.
 Ask the Experts: 1. My number 1 goal is to be a big hit at a client party that I am hosting soon. So I want to really capitalize on this. It’s at a country club doing drinks and appetizers. I have a raffle, gifts, and gift bags. What else should I make sure to do? 2. What should I do now that the market is shifting?
 Join this mastermind of agents from all over the country. Teams are forming now for a new semester starting July 7: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. There’s a lot of talk about “the shift”. What are we seeing now that we haven’t seen in years? Price reductions, longer days on market, the actual time to hold an open house. So if there is a shift, what should we do right now? Listen in to hear three recommendations from Mike. 2. A POT about taking the co-op buyer, you’re the listing agent, and putting them on your mail call “see” list. Make sure you add them to your CRM because we know statistically that the co-op agent is likely not in real estate, 5 to 7 years from now
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 Ask the Experts: 1. I have a For Sale by Owner in my market that used to be listed. It expired. It didn’t sell with the broker. And my number 1 goal is to be able to approach that FSBO with confidence and get an appointment. What’s your best advice?  2. My number 1 goal is to get myself to prospect. The challenge I am having is two weeks of bad numbers. I’m so busy. Tired all the time. I’m stressed out. And the first thing that I lose, the first thing I don’t d

Parade of Techniques: 1. A POT from Mike that mentions Og Mandino in a recent t book by a movie star. Matthew McConaughey wrote a book, Greenlights, and he mentioned Og Mandino, the greatest salesman in the world change his life! 2. Our market is changing. Maybe you’ve noticed. So we’ve got properties staying in the market a little bit longer. This is an old but goody — this is a don’t forget to take advantage of this changing market. Ask the Experts: What’s your system to make sure you don’t lose a listing that isn’t ready to list now? What about all those appointments you went on two weeks, two months, or two years ago? How do you make sure those people haven’t forgotten you and choose you when they’re ready to hit the market? 1. "Lost a listing I should have had. Working on a listing lead for a year. I still don’t have it… The listing I lost was actually two on the same day. So what could I have done not to lose, or what can I do not to lose that listing lead I’ve been working on but didn’t get at that t

Parade of Techniques: 1. I met The Floyd Wickman Team the first week that I got licensed. I signed up for the class and the first thing you had me do is set a goal and get a picture of it, carry it around and look at it. Mine was “To take my daughter to Disneyworld.” 2. Two POTs from Mike:
 Listing agents are qualifying the buyer's agent, in addition to qualifying the offers. 
b. Here’s what started as a result of the market changing — they’re doing commuter open houses. Ask the Experts: 1. When a buyer referral came to me they told me over the phone they have four pre-approval letters. Do I really need to connect them with my local lender? Do I really try to convince them to do five? 2. I have a listing and it’s an out-of-town owner so there’s a tenant in the listing. The buyers bought it and wanted to do an inspection. I wasn’t there. While doing the inspection, the tenant threatened to kill the buyer! My number one goal is to stay safe when I’m showing houses. What should I do? Join this mastermind of a