Mondays With Mike & Mary

Parade of Techniques: 1. A POT from one of Mike’s students who had 13 qualifying conversations after doing some gardening! Having some time off and making good use of it.  2. One of Mary’s students had 5 appointments scheduled from one phone call! Here is the dialogue that she has been using when calling past clients.
 Ask the Experts: 1. "I had to take some time off because of COVID and during that, a recent client listed their house in my neighborhood listed it with somebody else! I called them and said, “I have no words.” I think there were some hurt feelings there… and it stirred up these negative feelings… How do I get over this?" 2. With closings come problems. This agent has felt an emotional drain building over the last few weeks. “How do I get back on track? How do I find myself again?” Join this mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. A POT from one of Mary’s students about the ‘escalation clause’. The student said, “You know, I never looked at an escalation clause in this way until last week. And I want to share it with everybody.” 2. Buyers went against her advice. And she was advised to, “put your advice in an email”. Whenever you’ve got a client who’s going against your advice, email them to create a record. Ask the Experts: 1. What do you say on the phone when they text you, “I already have a Realtor”? 2. The pandemic has made me lazy in the “SEE” department. And I’m wondering will my lack of going out and getting face-to-face, seeing my client base, and my Book of Business, is that going to hurt my long-term clients? Do I go and see them? Join this mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

PARADE OF TECHNIQUES:
 1. What is the process for working your Book of Business? Which of course is the foundation for all success no matter what’s happening in the market. It is MAIL, CALL, SEE (12-3-1)! Here’s “SEE” from Mary! 2. Lots of talks this week about the market normalizing! Stabilizing! Track everything. Know your numbers. This is this week’s Parade of Techniques. 
 ASK THE EXPERTS: 1. “We got a preemptive offer of $25,000 over asking” So that’s what I communicated to my client. The Buyer's agent wrote it up and the seller accepted it and was elated! Should I have waited till it was on the market and held the open house? Did I do the right thing? 2. Canadian buyers came to my state. I did a sit-down CITO with them. We found a house. It was supposed to close last week. They cannot get here from Canada. Do you know why? They’re not vaccinated. Consider joining this incredible mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

PARADE OF TECHNIQUES: 1. So, if you are not a Millennial, but you are working with Millennials, we’ve got a couple of tips for you! Here’s a POT that this non-millennial is doing to connect with her Millennials! 2. This market is shifting so quickly! Amateur hour is over. Everybody needs a professional, more than ever right now. Your sellers need a professional, your buyers need a professional, the inspectors need a professional, the appraisers need a professional… Be the PRO! 
 ASK THE EXPERTS: 1. I want to rebrand myself, I want some new social media angles… you know, Facebook versus Instagram. What do I do? 2. Somebody was getting ghosted by the prospects. How long do I hang on, keep trying? When is enough, enough? When do you let them go? Consider joining this incredible mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Here is what you learn when you grow up: No one is coming to rescue you, no one is coming to save you. This is your life. 2. The easiest sale I’ve ever made - no competing offers. Explore this really easy way to find homes that your buyers can buy as is! 
www.webuyuglyhouses.com Ask the Experts: 1. I’m so discouraged. I’ve been working with these buyers… I have two buyers this week, who made fantastic offers, a 600-price point, and they’re making offers for 650K, first, they need financing. But they’re discouraged, I’m discouraged, I think it’s contagious! How do I get my energy back? I do not like real estate right now. I feel I’m not having fun. 2. I got a great referral source. Probably my best referral source. What do I do for them? Consider joining this incredible mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. A POT from one of Mike’s students who received a letter, digitally, after their offer was not accepted.  2. Raise your hand if you prospect! Do you ever call people who do not answer their phones? Raise your hand if you know for sure that when you dial them, they are holding their phone but choosing not to answer! Here’s a parade from one of our brilliant students on how to handle this the next time it happens to you. Ask the Experts: 1. I am in a monumental funk. The people in my book of business are sick of hearing from me. All I feel like doing is going to the beach. What do I do to get out of this? 2. We have a student who is experiencing some difficulties at home inspections lately, even though they’ve been waived except for major structural or safety mechanical. Buyers are having the inspection just to make sure and then saying, “Fix this stuff, or we walk.” Consider joining this incredible mastermind of agents from all over the country. Teams are forming now: floydwickman.

Parade of Techniques: 1. How do you get people talking on your social media platform? This agent asked a question and had 148 conversations as a result! 
 2. Sometimes we lose sight of the basics. This POT is a reminder of what we already know: the best lead generation system! Ask the Experts: 1. During the final walkthrough, the buyers said to the Realtor, “It’s stuffy in here.”So the Realtor adjusted the thermostat so that the air conditioner would cool the home, making it a little bit less stuffy. Three days later and after closing the buyer called the Realtor and said, “We just spent fifty-five hundred dollars replacing our air-conditioning. We’re 82 years old and we haven’t been able to sleep. It’s not been working.” The question was, “What do I (as the agent) do about this?”
 2. How do we stay relevant? And how do we stay valuable to our sellers? What is it that we can do better to help justify our fee? Consider joining this incredible mastermind of agents from all over the country. Teams are formi

Parade of Techniques: 1. How would you like a way to turn your financed buyers into cash offers? 
RibbonHome.com - a new tool to check out. 2. How do we get better at what we do? Floyd says to practice. We drill for skill. That’s what role play is all about. It’s rehearsing! And role play elevates your skill level like really quickly! Here’s a parade from one of Mike’s students on how she elevated her mental agility and overall real estate skills. 3. Two other Parade of Techniques from Mary!
a. Mary got a student who is doing a lot of business, getting listings and the people around him are not getting listings. He’s beaten the odds. How is he doing it?
b. “How do you make myself make calls?” Ask the Experts: 1. My number 1 goal is to honor the referrals I’m getting. But they’re marginally qualified buyers and I’m asking myself, “Am I just wasting my time?”. So how do I honor these referrals and at the same time, not lose my life over having to work with these marginally qualified buyers? Consider joinin

Parade of Techniques: 1. Is anyone out there working condominium listings?! If you are, you know that conventional mortgages on condos are getting more and more difficult. Listen in as Mary shares a way to make it a little bit easier on you to investigate what loans each building are approved for. 2. A hidden secret! One reason why more of my offers get accepted. Ask the Experts: 1. One of our students got an email that said, “We’re gonna take a step back. We’re tired of this. We’ve been saving money for this long and we can’t seem to get a house. We’re just gonna wait till next year. We’re gonna spend some of that money and have some fun in life.” - How do you respond? 2. “When a potential seller said, “You’re being paid too much. Would you do it for 3%?”. Because they see that it’s so ‘easy’ to find a buyer. So how do I handle that?” Consider joining this incredible mastermind of agents from all over the country. Teams are forming now: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. PunchlistUSA.com - instant ballpark cost estimates on repairs or major home projects for your Buyers. This helps you factor in the cost immediately with your clients! 2. Skills for getting over the fear of learning dialogue and talking to people. Ask the Experts: 1. How do I focus more on generating Seller leads over Buyer ones? 2. Open Houses - yay or nay? Teams are still forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. A success story including great use of that “Coming Soon” program or the Direct Customer Program technique for closing on a CITO (Come Into The Office) from Mike. 2. A dialogue that works from one of our rockstar agents! “If I wrote you a super good offer (details, details) do you happen to have a seller who would like to not live on a house when there is a lot of showings? Because…” Ask the Experts: 1. An “Ask the Experts” at the other end of the relationship with buyers. “What can I say, without over-talking to keep them encouraged rather than discouraged?” 2. “There are no listings in my market. Nobody wants to put their house in the market because it’s gonna sell and there’s nothing for them to buy. This is so hard! I don’t know what to do. I can’t get myself excited… help!” Teams are still forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Do you ever work with people out of the country that need to sign documents? How do you get their signature notarized? 2. Identify properties that should be coming into the market in a different way than mass mailings or robocalling! It’s a website to help you identify distressed properties, vacant homes, and pre-foreclosures! Ask the Experts: 1. Do you respond to texts and emails at 6:00 AM or at 10:30 PM at night? No? Then, how do you handle these buyers who are desperate and need you immediately? 2. One of the traditional ways to get listings is to farm a geographic area. And Floyd always says, “It works!” It takes usually more time, effort, and money to pay off. So I’m partnering with my lender to form a farming area to get listings. What do you suggest I do? Teams are still forming for this semester of R Squared Coaching. Get involved today with a free, no strings attached, coaching consultation: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. More and more people are working from home, especially Real Estate Agents. What’s a necessity if you’re going to work from home? Internet connectivity! You’ve got to have a really good connection. There’s a site where you can check to see any address in the country what connection they’ve got! A marketing idea for listings! 2. Instagram! Instagram caused you to get noticed. It isn’t just a cool thing you use socially, but really, you use it to help your business. A parade from one of Mary’s students on how to promote your business while supporting other local businesses! Ask the Experts: 1. How do I stay encouraged in this hyper-competitive market? How do I keep my confidence up? 2. A second parade from a student of Mary who already has 18 listings in 8 weeks!

Parade of Techniques: - Asking for what you need help with. If you are in a slump, there’s only 1 way to get out of it. - What are the 4 low-cost things I can do to help my seller get top dollar? - Declutter, depersonalize, first impression, 5 senses Ask the Experts: - How can I hit 25 conversations this week? - My #1 goal is to get my appraiser to reconsider Are you ready to join R Squared? Start with a free consultation: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Two versions of a dialogue from Mike — one for using the Referral Lead Generator, and the second is for calling Expireds. 2. Here’s an app/software to help you get your finances in order — You Need a Budget (YNAB). Ask the Experts: 1. “What I’m doing is not working and that puts me in a panic mode about this market. So how do I get some traction?” 2. This ATE question is from an agent doing a very expensive commercial lease, who is thinking that instead of leasing it, he should be telling them to list it. “I really think they’ve got to list it. How do I convince them to list it because that’s not what they want to do when they came to me?” Are you ready to join R Squared? Start with a free consultation. No strings attached. Take the leap today: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. Google My Business Page 2. QR Code Monkey *An ad created by an image taken by a professional photography of the family, plus a QR code Ask the Experts: 1. I have a “Coming Soon” listing that my Buyer wants to see but there are 300 showings already scheduled… *What’s the lesson here? Stop waiting for others to list houses for your buyers. Go find listings! 2. How to change your MINDSET regarding the inventory “shortage” and about this time of the year Are you ready to join R Squared? Start with a free consultation. No strings attached. Take the leap today: floydwickman.com/r-squared-coaching

Parade of Techniques: 1. “I called all of my clients and neighbors, and offered to snow-blow their driveway and their walk for them.” You get by giving, and you sure do get by the servant’s heart. 2. How to generate listing appointments with a simple QR code Ask the Experts: 1. My number one goal is to get my mental game focused for the first half of this year. I know where my business is going but we’re off to kind of a slow start and I want to get my mental game focused. So, what’s your best piece of advice? 2. How do I become more effective? How do I get more organized? Teams are still forming for the first half of 2022... Get involved today! floydwickman.com/r-squared-coaching

Parade of Techniques 1. What prevents us from prospecting? Sometimes, it’s fear of rejection. Mary shares a cool way of getting your head wrapped around handling rejection! 2. You’re in a lead-buying mode but you want to get into a program where you don’t have to pay upfront for something you don’t know the results you’re going to get. Here’s something that serves military veterans:
The VABA (www.thevaba.com) Ask the Experts 1. How do I get more effective on my phone calls? 2. The seller said it’s January now, we don’t want to move until April. Should I list the property now and advertise it as “the seller wants a lease-back until April”, or should I wait until April to put it on the market?

Parade of Techniques: 1. What day is one of the most stressful days for a seller? I’ll tell you, it’s the day the photographer comes! To lower that pressure, that stress on your seller, this idea from a member is to bring over a gift. 2. How many closings have you had, so far, this year? What if you added to your closing checklist, this item… Ask the Experts: 1. What can I do to make sure I haven’t offended other agents after discounting my commission? And keep them their good graces so they don’t suspect there was something secret going on? 2. How do I stay focused during the prospecting time? Because people call me or they stop by my office, or they open the door and interrupt me. How do I maintain my focus?

Parade of Techniques: - Who do I call when I prospect? Ask the Experts: - How can I attract positive people? - Creative ways to respond to the famous question, “How many offers are on the table right now?”
 Join a team to learn, grow, and exchange ideas like the members mentioned in this week’s episode. floydwickman.com/r-squared-coaching