Mondays With Mike & Mary

Parade of Techniques: 1. A summer concert series POT from one of our students who is in a band. 2, When you’re doing your Highest Price Analysis, take all your comps, plug them into AI, and ask AI to create graphs/trends. Ask the Experts: 1. My number one goal is to figure out what to do with this rental. There is this lady who signed the lease on May 7th but could not move in til the 24th. Our student said, “Okay, I’m going to let you do that. That’s fine. So she prorated the rest of May. She’s got a rent due June 1, 2024, but, she moved in with her kids, and they say the house is "haunted". They are scared. They want out. They can’t sleep there. What do we do? 2. My number one goal is to help my buyers be competitive. They are financing the transaction, but they are going up against cash offers. They keep losing out on cash offers. What can I do to help my financing buyers be more competitive against cash offers?

Parade of Techniques: 1. An important technique about the impact of Open Houses 2. In a market where the average sales price is half a million, this agent has booked $4.2 million in the first quarter. Ask the Experts: 1. My number one goal is to continue my success in a changing market. I have been licensed since 2013. I’m prospecting, and my prospecting is doing well. I’m getting listings, but I have noticed a shift in the market. What should I be doing? Should I redirect? 2. I have three prospective listings. They don’t have to sell, but they want to find one first. How do I get these listings?

Parade of Techniques: 1. We have a guy who has nine offers on his listing! One of the nine called him and said, “I’ve got an offer, and I’d really like permission to present it myself, please.” 2. A prospecting question that we don’t always remember to ask is, "Who’s your Realtor?" Listen in and learn why this is important. Ask the Experts: 1. We have a student who gets all kinds of business from a good past client. He gets business from them pretty regularly. There is a widower who has to sell his house. It’s been on the market for a year because it’s in a small town. It’s been listed with a local agent who’s done a decent job. The pictures are okay. It’s 4.2 million. Here’s what he’s saying, “I couldn’t see taking a listing an hour away. I could certainly improve some of the marketing stuff and photos—not by a lot, but I have better systems in place. But at 4.2 million—I mean, what is it really worth? Do I want to do this? What if I don’t get it sold?" 2. I’m selling my own home. Here’s the fact: it’s

Parade of Techniques: 1. How do you get an REO listing? 2. What are the benefits of sly-dialing? Ask the Experts: 1. I didn’t give all that much thought to the company I was affiliated with when I first got licensed. I’m still there, and I’m not very comfortable with their business model. I’m going to go interview with some other brokers because I want to change. What do I look for in a new company? 2. We have someone who had a listing, accepted it, and offered it for $8,000 more than the full price. The $8,000 goes toward the buyer’s closing costs. After the inspection, we need a new roof, we have crooked switch plates, and we have a long list of repairs! The seller was aware of the roof and was willing to put one on. But it’s the rest of the stuff, and the buyer is asking for an exorbitant amount of money to cover all the rest of the stuff. So, what do I do?

Parade of Techniques: 1. A social media marketing idea from one of our coaching students who has developed a niche of historical homes in the area. 2. This is a great principle to keep in mind and to follow in your marketing, in light of the negative publicity of real estate agents lately. Ask the Experts: 1. My number one goal is to get people to sign at the listing appointment. What I’m finding is that they are not prepared to sell right now. They’ve got things they want to do before listing, and therefore, they’re not signing. My question is, how do I get the signature now? 2. My number-one goal is to eliminate frustration. But for the last three months, I’ve been getting my a** kicked. A friend listed with a total stranger and didn’t even talk to me first. What’s your best piece of advice on how to handle this frustration?

Parade or Techniques: 1. POT from one of Mary’s students who listed a property for $6,000,000! a. What if you actually cared? How would you behave and how often would you stay in touch? b. Don’t assume because somebody bought a year ago that they’re not ready to sell. 2. POTs from Mike and Mary about marketing your business by collaborating with another local business. Ask the Experts: 1. We’ve got someone who has doubled down on calling Expireds. This week, she was following up with an Expired that she had an appointment with. It seemed like it went really well. She called back and the guy said, “Sorry but we have already decided that we are working with another agent because her mom and dad are buyers.” What should this agent have said? 2. I’m battling burnout. What does a day off look like for you?

Parade of Techniques: 1. A POT from Mike’s students came out because of three questions, from three separate teams, about what to do with disgusting houses. 2. A POT that answered an Ask the Experts question from two weeks ago: I got six (6) listings coming up, but four (4) are ghosting me. What should I do? Ask the Experts: 1. I’m stuck. I know this is prime selling time. My number one goal is to take advantage of that and get leads from my Book of Business and repeat, but I’m out of ideas for what to do for the “Spring and Summer Book of Business Marketing.” 2. I have a buyer who bought a house, and it fell through before the closing. I need to reopen the conversation with the buyer. What do I do?

Parade of Techniques: 1. We have someone who has gone through every single buyer that they are currently working with and created a notes page so he could record exactly what he has said to that buyer. 2. I like the idea of teams! I’ve had a team for quite a while, and I got to the point where I wanted more transactions and more income. I don’t want to work any harder. Ask the Experts: 1. Here’s my number one goal: to maintain good health without losing business. My doctor put me in the hospital due to exhaustion. How do I prevent this from happening again? 2. I need more business. I want to know what you all are spending time, money, and energy. What gets you the best ROI?

Parade of Techniques:
 1. Do you have a vendor list? Do you have someone you recommend for roofing, plumbing, and every single project?
 2. What was the best thing you did in the first quarter? What are you going to do differently in the second quarter? Ask the Experts:
 1. Most of my business comes from relationships. If I’m going to grow, I feel like I need a new niche. I need to develop a new source of business. What’s your advice?
 2. My number one goal is to make a decision. I’ve been invited to two BNI meetings, and invited to join a BNI. There were eight people at each of the two meetings. My question is, is it worth it to belong to a networking group that’s chartered and follows rule books like BNI?

Parade of Techniques: 1. A POT from Mary about making a closing memorable with a video. 2. How to capture expired listings with a unique offer. Ask the Experts: 1. I have testimonials and for a bunch of years, I have been collecting them on Zillow. Now, I have hired Real Grader. I’m paying money every month. They want my testimonial statements to be everywhere. So how do I go back and transfer the beautiful testimonials I already have on Zillow everywhere else? 2. I got an expired listing referred to me. It’s expired twice already, and a friend of mine referred these people to me. I went over to see the house and discovered there was something in the house that neither of the previous two listings had mentioned. When I put this one on the market, should I mention it?

Parade of Techniques: 1. Train the brain. Keep yourself learning. If you’re not learning, you’re not growing. 2. A POT from someone who is from a slowing market, where multiple offers have disappeared. Ask the Experts: 1. We have someone who has never hosted a broker open. She has a 1.2 million-dollar condo listed, which in her market is really a big, high sale price. Her question was, “I’m going to show my seller I’m working. It’s been on the market for 60 days. I want to host a successful broker open. If you could give me one piece of advice, what would it be?" 2. My number one goal is to protect my attitude. Here’s my problem: I am married to somebody who meets with people, and deals with people all the time; they have become a complainer. How do I change things?

Parade of Techniques: 1. Loopholes in the Multiple Listing System: For about $600.00 you can list your house for sale, which is essentially like being a For Sale By Owner. One of our students had an offer on that listing and could not find the listing agent because there wasn’t one. So the question was, “How do I submit an offer for a property when I can’t find the listing agent? ”. 2. I feel like I am sleeping too much in the morning. I get up at 7:30 AM or 8:30 AM, and by the time I get to the office, the day is half gone. And then I’m working too late; that’s why I don’t see my spouse. I need to recalibrate. Ask the experts: 1. I feel drained. I’m working overtime. I’m on social media. I’m showing up. But I’m still struggling. When I look on social media, everyone else is doing so well! What’s wrong with me? 2. I received this contract for my listing from an agent who has been in the business for seven years. The clause that I am most concerned about says, “Seller to pay up to 3% of the buyer’s closin

Parade of Techniques: 1. A POT from one of Mary’s students about commissions! 2. Something that could help the people in your Book of Business have fun! Ask the Experts: 1. We have someone who has a 1 million dollar condominium, a high-end property, and it has been on the market for 70 days. She is considering hosting a broker open. Here was her team's advice. 2. How do I get my average price point up?

Parade of Techniques: 1. A three-step POT using your ShowingTime app to get more buyers for your listings. 2. How would you like to be the star of your own movie? A POT for your Client Appreciation Night. Ask the Experts: 1. In Iowa, there is a postcard campaign asking people if they had a transaction between this time and that time to join the class action suit against real estate. Yikes. What can we do? 2. I’m usually not going through the Buyer Agency Contract until a showing. So how and when do you present buyer agency?

Parade of Techniques: 1. A POT from Mary’s student who thought of offering her services to owners of Airbnbs. 2. “The people I contacted in December, I’m hearing from now.” Ask the Experts: 1. My number one goal is to focus on listings but I keep getting all these buyer leads. If I’m going to get buyer leads and I’m going to sit down with buyers, I want to make sure they actually buy from me. So what do I do to tighten up my CITO? 2. I am in constant contact with my Sphere of Influence. I need to do something new. Should I start a geographic farm?

Parade of Techniques: 1. How to become the “expert” in your local market 2. A new twist on the appraisal gap clause Ask the Experts: 1. How do I increase my qualifying conversations? My number one goal is to keep up with my teammates here in R Squared so that I generate the leads to get the appointment. So what are you doing that I’m not doing?
 2. My number one goal is to build new habits that are going to help me achieve my goals in 2024. So, what new habits are you building to hit your goals?

Parade of Techniques: 1. How many of you have been surprised on a morning when you sit down at your computer and there’s a birthday notifying you on Facebook? Here’s a technique to deepen relationships with past clients, prospects, and family using Facebook. 2. A POT from Mike that resulted in a listing referral from an agent in another company, in another area of the state. Ask the Experts: 1. What do I do to make sure that my participation now in R2 Coaching is gonna cause me to prospect? How do I get myself prospecting? 2. I’m in boot camp for videos and I’ve been posting a video every day. I’m prospecting with 5-90-10, and I have no signatures yet. What do I do?

Parade of Techniques: 1. A backyard “staging” technique from one of our students for this time of year. 2. One of our students is using a “bot” (BirdDogBot) to get listings. Ask the Experts: 1. One of our students who is working For Sale By Owners (FSBOs) found one that’s listed at 373K. He did the comps and it should be between 320K and 330K. It’s vacant and the seller lives in Tennessee. He called the seller who is willing to talk to him. However, he just wants a phone conversation. He’s going to get him access to the house, let him walk through it, and then, “Call me from the house”. “So what do I do?”. 2. I’m committing to a neighborhood geographical farm. And I want it to pay off as quickly as possible. I don’t know what to do. What’s your advice?

Parade of Techniques: 1. Here’s a tip when you’re going on a listing appointment from one of our client's mortgage officers. 2. Why it's important not to burn bridges... Ask the Experts: 1. All of a sudden, I’m busy again like crazy. I’m struggling with balance so what’s your best tip or technique for maintaining a good business-personal life balance? 2. I’ve been going on listing appointments and I always tell them the truth. I always let them know that I work for them and that I want them to get maximum value. Lately, client's expectations of price have been way, way higher than what I am telling them. What do I do?

Parade of Techniques: 1. Two POTs from Mary — first, for those who are on R Squared or who have been to classes, and second for those who are tracking their goals! 2. How to use ChatGPT for video campaigns and marketing Ask the Experts: 1. We have a student who took a listing and listed it for $243,000 which is what the seller wanted. It has been on the market for 55 days. It had 3 low offers. It’s cluttered and dirty. He gave them that feedback early on. The sellers said they would take 235K, so maybe they should raise the price and offer a $10,000 carpet and flooring allowance. What do I do? 2. I have received calls from three different sellers in the past week asking for an estimate, a market value. Three different ones and they’re not going to list. Should I charge to do a market estimate for them?