Windermere Ask A Coach. Sep 08, 2020
Season 5 Episode #9. Transform Your Relationships With These 4 Powerful Principles.
Here are 10 key points from the podcast transcript along with Michael's intro and contact info:
Michael Fanning, host of the Windermere Ask a Coach podcast, talks about 4 key habits to growing in your relationships in work and business. Contact michael at firstname.lastname@example.org.
- - Set clear intentions before activities to achieve desired outcomes and provide focus amidst life's chaos. A daily routine creates structure, focus, and healthy habits.
- - Monitor your energy level without judgment to understand what lifts you up or drains you. You can shift your own energy through practices like meditation, exercise, music, etc.
- - Seek the positive, even in difficult situations. Balance negatives with gratitude and focus on beauty, laughter, kindness, and things that bring you joy.
- - Avoid making assumptions about others' motives, backgrounds, or inner worlds. Instead, listen without judgement and be open to new perspectives.
- - Intention creates a lens to view situations and make better choices. Routines reduce stress, improve sleep, motivation, and time management.
- - Positive energy enhances productivity, relationships, healthier choices, immunity, and resilience. Low energy leads to lack of motivation.
- - Seeing positives reduces anxiety, boosts optimism and motivation, improves relationships and thinking, and increases happiness.
- - Not assuming avoids misunderstandings and conflicts, enables connections and empathy, and leads to better decisions and personal growth.
- - Practicing awareness expands compassion, gain clarity, and creates authentic connections and purposeful living.
- - Relationships are life. Emotional intelligence is recognizing emotions in yourself and others and managing behavior and relationships.
Links to the two books recommended.
Season 5 Episode #8. Delivering 5-Star Service in Real Estate with video and much more.
In this episode Joe Galindo talks to Catherine Weir.
- Catherine Weir is originally from New Zealand and moved to the U.S. in 2004 to launch her real estate career in 2009. She currently works for Windermere in their Yarrow Bay office.
- Catherine has about 1500 people in her database, with 150-200 being active clients she's worked with who are top referral sources. She stays in regular contact with videos, newsletters, and personal notes.
- She sends monthly video market updates to her database via email/text. The videos are under 1-1.5 minutes long. She posts them on Facebook, Instagram, LinkedIn and YouTube.
- Catherine gets a lot of positive reactions and engagement from the personal video messages she sends, even if people don't watch the full video.
- For geographic farming, Catherine targets neighborhoods near where she lives that she's been farming for 10-12 years. She's involved in the community.
- She pulls real estate statistics from realtor.com and the MLS to include in her market update videos.
- For holiday gifts, Catherine consistently gives chocolates from Bohms to her top clients and referrers. She also mails restaurant gift cards and other small treats.
- Catherine has given luxury gifts like Gucci earrings and Prada wallets to top referring clients as a thank you.
- She advises new agents to assist experienced brokers with open houses and tasks in exchange for referrals. Also build relationships with mortgage brokers.
- Catherine responds quickly to texts and is very accessible by email. Her contact info is: Catherineweir@windermere.com and 206-313-9714.
Season 5 Episode #7 "Excellence in Action: How Windermere Sets the Bar for Real Estate"
In this episode Michael talks about the power of Standards and creating professional experinece with Windermere Standards of Practice.
- Client relationships are the foundation of success. Client interests come first. Understand duties and obligations. Stay in regular communication. Get agreements in writing. Respect requests to terminate relationships.
- Respect agent relationships. Be honest and timely with information sharing. Follow rules and code of ethics. Make in-person presentations when possible.
- Communicate openly when mistakes occur. Seek solutions. Involve management if needed. Maintain confidentiality.
- Recognize the limits of your expertise. Follow guidelines.
- Stay informed on real estate issues and changes in laws and regulations.
- Follow fair housing laws. Use non-discriminatory marketing.
- Follow Windermere branding and social media guidelines.
- Encourage compliance with Windermere guidelines. Lead by example. Take responsibility. Involve management with violations. Use grievance procedures if needed.
Season 5 Episode #6. Show up, be giving, and be consistent, and most importantly be Iconic. With Sara Monzo
In this episode Michael talks with Sara Monzo. Sara has been in real estate and mortgage for 20+ years and most recently has started to create opportunities for agents, mortgage lenders and others to come together to learn, share, and network with her education through Be Iconic. In this episode we talk about the power of
1. Showing up
2. Always be giving
3. Be consistent.
We also talk about IG and Canva being tools that we could all learn to use in a better way.
To contact Sara Monzo her email is email@example.com
And her IG is @lostintacoma.
Season 5 Episode#3. Upping your game when it comes to taking care of the people who refer you.
In this episode Michael talks about the coaching ideas they share with their clients when it comes to keeping the referrals coming in from their sphere of clients.
1. Follow up after the prelisting interview.
2. Do. you have a referrer check list for follow up.
3. Reading the book by Stacy Brown Randall.
4. Have a great response to the question, "How is business?"
5. Gift giving and tying it to the relationship.
Contact Michael Fanning
Season 5 Episode #2 Upping your game when it comes to open houses.
Are you bringing your A game to your open houses.
1. Have a checklist
2. Having great materials both print and digital
3. Run the 5,5,10
4. Have a time just for the neighbors
5. Use social media to promote your Open House.
6. Have great dialogues.
7. Have everyone sign in
8. Have a hook and draw
9. Make sure you have market data available
10. Leave a gift for the sellers.
11. Use QR codes on the perma flyer.
Get coached. www.windermerecoaching.com
Season 5 Episode #1. To create a standard operating procedure it begins with using checklists in all aspects of your real estate business.
In this episode Michael talks with Kamila Kennedy about here various checklist that she uses to make sure she is giving consistent services to her clients. There is a great book by Atul Gawande call the checklist Manifesto. If you think about any consistent services with high client satisfaction it begins by having a standard operating procedure.
Kamila has been in the real estate business since 2018 and realized that when she would get super busy, she had a fear that things my fall through the cracks. She decided that it was time to get checklists set up for more piece of mind and consistent client services which in turn created higher levels of client referrals.
If you would like to find out more about the checklists Kamila uses, you can reach out to her at. firstname.lastname@example.org
Season 4 Episode #10. Matthew Gardner talks about the National Economic climate for Buyers and Sellers for the remainder of 2023.
In this episode Michael talks with Matthew Gardner who has been a National Economist for the last 25 years in the United States. Currently the National Economist for Windermere Real Estate.
Matthew answers these 4 questions.
- In terms of the market trending for Q2-Q4 of 2023 what will be happening?
- What is your advice for buyers in 2023?
- What is your advice for Sellers in 2023?
- How did the SVB run impact interest rates, and is our money safe in the banks?
To see more of Matthew Gardners forecast visit. https://www.youtube.com/@WindermereRealEstate
Season 4 Episode #9 Why should any level of Realtor experienced or new consider coaching to help them navigate any real estate market?
In this episode Michael talks with Garrett Frey. Garrett started his real estate path in 1999. Fast forward to today and he owns and runs Ninja Selling Coaching. They have clients all around the world and have 27 coaches in their organization. https://ninjaselling.com/course/ninja-coaching/
Garrett also hosts the Ninja Selling podcast with over 440 episodes. https://theninjasellingpodcast.com/
I also run a coaching company along with Doug Simcock and Nick Hanse under the Windermere Company, Windermere Coaching https://www.windermerecoaching.com/. I wanted to get Garrett's perspective on how he sees coaching play a role with real estate agents form experienced too new to successfully navigate any real estate market.
Real Estate is a great career, but it is conducted much of the time with individuals that don't always run good systems and habits. When you invest in coaches you start to standardize your value position and the results, we see are better work life balance, higher levels of client satisfaction and great levels of income and business.
Season 4 Episode #8. DEI with Windermere Real estate. The 4 pillars inside the Windermere world as it pertains to DEI.
In this Episode Michael talks with Samantha Enos V.P. of Dei for Windermere Real Estate.
We want to play an active role in supporting historically marginalized groups by investing more heavily in our BIPOC neighbors and empowering our local franchise owners and agents to be active in their communities. Windermere’s support and investment in those communities will reflect local priorities and help close opportunity gaps.
Home ownership is a pathway to building generational wealth and stable communities. For too long, home ownership has been kept out of reach for many Black, Indigenous and Communities of Color. We seek to redefine home equity, deploy a data-driven strategy, intentionally reduce barriers for historically excluded populations, and work proactively to generate new opportunities to home ownership for historically underrepresented and marginalized people.
Building a stronger organization takes more than recruiting diverse talent. Leadership must pave the way in building an inclusive culture that inspires people to stay and thrive. Our senior management team recognizes how critical it is to advance diversity, equity, and inclusion for the success of our company, communities, and future homeowners. Our unique company structure provides leadership opportunities at headquarters, as well as the regional, office, and individual-agent levels.
Our people are our greatest asset. We commit to being intentional in cultivating a culture of belonging and inclusion, with a focus on greater diversity at all levels of the organization. A company that reflects the communities it serves can better meet the needs of current and future customers.
For more info on DEI and Windermere visit http://windermere.com/dei. or contact Samantha Enos directly at email@example.com
Season 4 Episode #7. What is happening with Property Management in 2023. Are rents going up and is there equity in your investment homes?
In this episode Michael talks with CoryBrewer, VP of Residential Operations. Cory shares with us what is happening with rents, renewals, and People in the world of property management.
Whether you are a tenant, a landlord or a real estate agent needing the expertise of a property manager this is some good information to be able to tap into.
Cory Brewer's contact (425) 623-1330
Season 4 Episode #6. According to Matthew Ferrara "You Got This!" I happen to believe him.
In this Episode Michael talks to the Philosopher, Photographer, Influencer and 2X Cancer survivor and just simply a great guy, Matthew Ferrara.
Matthew has an amazing way of helping people see a different perspective. From his consistent Good News Fridays to his enlightening blog post and when you get blessed to see him live it will always leave you walking away with a better perspective.
We talk about how we lean towards the negative and it requires us to be more conscious in the moment to seek the good things.
How as humans we need to relate to others like humans should. This is done through being real, and building relationships by enguaging with others about life. Do we need to be knowldgeble about our business yes but lets not start there.
Matthew said and I quote. "You Got This!" What does he mean by that? You have all the tools you need you just need to 1. Believe in you. 2. Get a fresh perspective. 3. Go out every day and gngage with people in life.
Season 4 Episode #5. A buyer broker agreement, why all buyer's agents should be using one yet 75% do not.
In this episode Michael Fanning and Doug Simcock lay out some of the reasons why a buyer broker agreement is being talked about so much lately, and why it is a great idea to use one when you are working with buyers. We also talk about the benefits to both the agent and the consumer as well as what are some of the processes are that agents are using to make this very simple and easy to do.
Reference Ninja Selling Book
Appendix A and Appendix E
10 Step buyer process
Greg Lewis with Windermere Real Estate. "Why a buyer broker agreement cover letter"
Season 4 Episode #4. Selling a house in probate? Amber Hunt gives some advice to make sure you are doing the best for your client.
In this episode Michael talks with Amber Hunt. Licensed Real Estate agent and active probate attorney with Woodinville Law.
Amber explains what a probates sale is and isn't.
We talk about the challenges you may face in a probate sale and what resources you will need to be successful in a probate sale.
If you want more info, you can reach out directly to Amber at Amber@woodinvillelaw.com or contact her office at 425-485-6600
Season 4 Episode #3. Why is it important to have a coach, and what should you expect? With our newest coach Joe Galindo.
In this episode Joe and Michael talk about why you may want to have a coach. We talk about what a coach is and isn't. What can a coach help you do and maybe help you have a new fresh perspective.
When you have a coach, the goal is to have a return on investment. Paying for a coach shouldn't be an expense but rather a return.
Joe has 30 years on the real estate industry, and we are so excited to have him join us at Windermere coaching.
Contact Joe Galindo. firstname.lastname@example.org
Season 4 Episode #2. Creating relationships with builders requires working the long game and knowing the 3 M's. (Margins, Marketing and Magic.)
In this episode Michael talks to Stevi Raff. An 11-year Proactive Trusted Advisor who has been working in the Boise market with builders for over 7 years and 5 years with one of the biggest builders in that area.
Stevi covers these questions.
How do you begin and relationship with builders?
Once you find a builder what do you need to know to create value for them.?
How is working with builders different then a resale broker?
How can builder business be a feeder for future sales?
contact Stevi Raff. email@example.com
Season 4 Episode #1. Jason Shutt shares his success of having a high value digital monthly newsletter and the power of having a coach.
In this episode Michael talks with Jason Shutt. Jason has been in Real Estate since 2014 on Bainbridge Island. A former Science Teacher Jason became highly successful by having a commitment to process and using consistent value-added systems.
One of Jason's success tools is his value-added monthly newsletter. See example below.
Jason has developed a sticky and informative newsletter that goes out to his clients monthly. He uses a combination of data and being his authentic self. He isn't shy to say that he wasn't looking for the quick fix but rather he put in time and energy perfecting his letter and in addition to his consistent processes for buyers and sellers he enjoys a sustainable referral business year after year.
Jason sends his letter out via email monthly. He also has it on his www.jusonshutt.com website and promotes it in his Facebook feed.
Jason also attributes his consistent business to having good coaching. He coaches with Nick Hansen, and he said, and I quote. "There hasn't been any question that I have asked Nick that he didn't have some great suggestion for me to try."
To learn more about Jason Shutt you can contact him directly at firstname.lastname@example.org
You can also visit his website at https://jasonshutt.com/
Here is an example of his newsletter. https://jasonshutt.com/bainbridge-island-real-estate/bainbridge-market-report/bainbridge-island-real-estate-market-report-august-2022/
Season 3 Episode #10. Build a better business by managing your database with a reliable system.
In this episode Michael talks with Nic Chambers and Miles Turner. Nic is a Windermere Agent in the greater Seattle and Miles works in the Inland Empire in California. Both Miles and Nic use a tool called Pipedrive. https://www.pipedrive.com/to manage their actions daily for all the process they use when it comes to creating amazing client experiences for their buyers and sellers.
Both Nic and Miles have checklists and "Pipes" if you will that allow them to provide high level services to their clients very consistently. In fact, they both agree it also helps them "Sleep at night."
From the very beginning all the way to Post close they have checklists and tools that allow them to keep each interaction top of mind. Too often in this business we don't get a referral because something fell through the crack, and we approached our business in a reactive and not a proactive state.
By using Pipe drive they can customize each action list to fit their style and business model allowing them to provide a higher level of services.
To contact Nic Chambers 206.802.8120 email@example.com
Here's a link to a 30-day free trial in Pipedrive: https://pipedrive.grsm.io/nicchambers3331
If someone is interested in duplicating what Nic has built in PD he can walk you through a demo and chat about a couple of options on how to build it.
Miles Turner 951.640.7345. firstname.lastname@example.org
Season 3 Episode #9. Listen to 3 Luxury real estate agents share their wisdom on how to get into the luxury market in real estate.
In this episode Michael talks with Louis Muniz, Max Rombakh and Shawna Ader.
These brokers range from 26 to 9 years in the business and a major portion of their career has been in luxury.
What they expressed is that Luxury plays out in your mind. If you want to be in the Luxury business you need to believe you can do it.
Process and systems are key so that you have great consistency when it comes to your client’s experience.
Be authentic and know that you aren't going to work with everyone and that you need to get laser focused on the market you want to serve.
Reach out to brokers that are currently doing well in the luxury and offer assistance that isn't directly tied to a commission.
Learn from other agents and offer to hold luxury open houses.
Attend luxury events, such, and Windermere Luxury event. Inmen Luxury, and Leading RE Luxury.
The Premier Properties program exists to help you win listings and promote the luxury listings you have to the right audience! If you have any questions, please do not hesitate to contact email@example.com. We're happy to help.
Join groups such asl. Tennis clubs. Yacht Clubs, Book Clubs, Golf clubs. Think about your client base and where are they and what are they doing. Key to this however is you are not joining for business but rather it is authentic to you, and you actually enjoy being a member of said club. Remember relationships are enhanced by being you and authentic.
Have your process in place and when business gets up and running don't go at it alone. You will need at least one assistant if not more.
Learn the tool that Windermere provides to our Premier agents.
Shawna Ader Shawna@windemrere.com
Max Rombakh. Maxr@windermere.com
Louis Muniz. Louismuniz@windermere.com
Episode #8. In the changing market it's important to understand the mortgage options for buyers and sellers.
In this episode Michael talks Cliff Taylor and Ryan Riley with Penrith Mortgage.
1. is it still a great opportunity for buyers in the current market?
2. What does a seller buy down? How can it strengthen your listing?
3. Paying off your mortgage?
4. Building a strong team with a reputable lender.
Contact Cliff Taylor. https://www.penrithloans.com/consultants/cliff-taylor/
Contact Ryan Riley https://www.penrithloans.com/consultants/ryan-riley/
Episode #7. How the shift in the Real Estate Market is impacting the rental and leasing world of real estate.
In this Episode Michael talks with Cory Brewer Vice President - Residential Operations Windermere Property Management of Bellevue WA.
As we see the Real Estate Market shift Cory talks about specific areas.
1. Impact on Supply of Rental Properties
2. Job growth and how that impacts the needs for rentals
3. The accidental Landlord
4. What is causing the increase in rents
5 Services that you should expect from your property management team.Cory's contact
Episode#6. (Video Version) Fireside chat with Michael Fanning, Doug Simcock, and Nick Hansen on what Buyers and Buyers agents are facing in this changing market.
In this Episode Michael, Doug, and Nick talk about the changing market. We talk about ....
The contingent offer coming back
A power shift to the buyer based on increasing inventory and longer market times.
It is an amazing time to buy a home today and capitalize on yearly appreciation.
By owning a home, you build protection from inflation, and rising annual housing expenses.
Understanding the difference between depreciation and slowing appreciation.
Books We are reading
Stilness is the key https://www.amazon.com/Stillness-Key-Ryan-Holiday/dp/0525538585/ref=asc_df_0525538585/?tag=hyprod-20&linkCode=df0&hvadid=385609313011&hvpos=&hvnetw=g&hvrand=3935498757393605983&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-823427821590&psc=1&tag=&ref=&adgrpid=77500930534&hvpone=&hvptwo=&hvadid=385609313011&hvpos=&hvnetw=g&hvrand=3935498757393605983&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9033313&hvtargid=pla-823427821590
How no How. https://www.amazon.com/Who-Not-How-Accelerating-Teamwork/dp/B08KYKR23H/ref=sr_1_1?crid=A0RWSZCN2S5N&keywords=who+not+how+book&qid=1654727148&s=books&sprefix=who+not+how+book%2Cstripbooks%2C116&sr=1-1
Atalas of the Heart https://www.amazon.com/Atlas-Heart-Meaningful-Connection-Experience/dp/B0979HG8R3/ref=sr_1_1?crid=1LDNN16B7T52W&keywords=brene+brown+book&qid=1654727172&s=audible&sprefix=brene+brown+book%2Caudible%2C116&sr=1-1
Episode #5. A fireside chat with Dough Simcock and Nick Hansen and Michael Fanning on being prepared in this shifting real estate market and a listing agent.
Doug Simcock, Nick Hansen, and Michael Fanning talk about they dynamics and tools needed today when we are working with sellers.
Setting clear expectations
Making sure we are controlling the positive narrative vs the Doom and Gloom of local news.
Letting the market tell the story.
Bringing all our tools to the table.
Moxi, KCM, Trendgraphix, Matthew Gardner, Homebot, Neighborhood news.
Windermere Coaching https://www.windermerecoaching.com/
Doug Simcock firstname.lastname@example.org
Nick Hansen email@example.com
Michael Fanning firstname.lastname@example.org
Episode #4. Life is 10% of what happens to us and 90% on how we chose to respond. Ashley Abolafia talks about her response to some news she recently received.
In this episode Michael talks to Ashley Abolafia about how early in her career mindset allowed her to achieve her goals and do amazing things. Now fast forward to her current world where she was recently diagnosed with stage 4 cancer. Mindset is the key. She is going to be present for her Husband Jack and her two daughters and make every moment count.
Mindset—you can get through anything with an abundant mindset—even the WORST news. Ex—I view my life now as an opportunity to be the most open I have ever been, best wife, mother, friend, agent…to give of myself and make these precious moments COUNT. This is a gift. And I am going to soak it in and am so thankful. My mindset of abundance WILL give me more strength for my fight. It already is.
FIND IT! I worked too much building for a life I will now never live. I don’t regret my decisions, as my family will benefit and be okay as a result, but I wish I’d done a better job with balance. My kids are SO much happier now, because I am so present for EVERYTHING (and so am I; I just did not have that option before I felt). I have the chance to have the best year/s ahead and that is a gift, but the lesson is, don’t assume there will be a tomorrow—find the balance, live your dreams, love your family, and do the things NOW, while you can. Do not let work be your whole life.
We all have a THING!
Do not avoid the “thing” you have been putting off. Life is short. Let things go, make amends, go to the DOCTOR. for the thing you have been avoiding (it could save your life), so the thing you personally have in the back of your mind nagging at you—we all have something. It could be a relationship, a tangible thing, or a physical thing—if I can impress anything or make a difference in even just one person’s life, to take action today, that’s worth it to me. Pay it forward.
Contact Ashley Abolafia. email@example.com
Episode #3. Ninja Selling is not just for new agents. Hear how after 8 years a ninja installation gave this Bozeman Realtor a fresh look at her business.
Michael Fanning talks with Jen Walsh. Jen has been in Real Estate for 8 years but was new to the Windermere World and was able upon joining Windermere go directly to a Windermere Ninja Installation in Oct of 2021.
Jen said as she learned about Ninja 9 and winning her days by 11 it freed up her mindset to work from a place of abundance and positivity. Prior to Ninja she was productive but with the new skills and tools like the Ninja Planner it gave her a new perspective about how she runs her day-to-day activities.
Often, we have experienced Realtors that do not see the benefit of going to a Ninja Installation because they are doing business. After the 4 days like Jen, they will respond by saying. "Wow I now work in such a more productive environment, and I know I'm working smarter and not harder."
Contact Jen Walsh firstname.lastname@example.org
Jen Walsh https://www.windermere.com/directory/agents/jennifer-walsh-1
Episode #2. A revisit with a Ninja who after the 4 day installation decided she was going to create a different life for herself.
In this episode Michael Fanning talks to Elizabeth Burr. Elizabeth is a 19-year pro with Michael Saunders and Co. in Port Charlotte Fl, she attended her first Ninja Selling class in Jan 2020. Shortly after she attended the class, she sent a video to Michael with the message, “Ninja changed my life." IN Ninja we talk a lot about the power of gratitude and giving, showing up and being on purpose. We also say that what you learn works great when life is going good but even better when life makes an unexpected turn. Elizabeth had an unexpected turn when she lost her husband Brad in May of that year. Fast forward to her life now and she is thriving in Business and Life. Credit to Elizabeth. So many people are given an opportunity to make a change, yet a small percentage of people will run with it. Elizabeth is a fitting example of opening your mind to possibility and then putting in the consistent effort and energy to not just change her life but help others do the same.
Episode #1. By having a value wedge with your services you will work with 80% of the clients that will pay you what you are worth and not look for a discount.
In this episode Michael Fanning talks about creating a value wedge so you work with the 80% of the clients that will pay you what you are worth and not look for a discount.
1. This is the biggest purchase and or sale in many people's lives.
2. Every transaction is unique.
3. There is always someone willing to do it for less.
4. The old saying is still true. " You get what you pay for."
5. 80% of clients are willing to pay if they perceive quality and value.
Do you have a process?
Can you articulate your value wedge?
Do you have this dialogue down?
Do you believe there is a fixed price, or a range of value based on the marketing and negotiation skills of your realtor? Would it be helpful if I showed my five points of value?
What are the real numbers on fee pressure?
According to the 2021 Buyer Seller Profile from NAR
Twenty-eight percent of Sellers either did not know commissions were negotiable or knew but did not bring it up.
Five percent of Sellers asked for a discount on commissions, but Agents said they could not do it.
Twenty percent of Sellers asked for a discount and agents said they would discount.
Forty-seven percent of Agents mentioned the discussion without being asked by the sellers.
Episode #16. Why a financial advisor is so important to have on your team for long term financial life planning.
In this episode Michael talks to Dana Ferrell. Owner for Servitium Financial Management. Dana talks about what a financial advisor is. The Benefits that a financial should bring to you for long term financial planning and the various services that they can provide to help you create wealth no matter where you are financially today.
Dana Ferrell's website. https://www.ameripriseadvisors.com/team/servitium-wealth-management/
contact number. 425.477.4153
Episode #15. How Standards and consistent Practices benefit Clients, Agents, and your Company’s brand.
In this episode Michael Talks with Diane Terry. A Professional Windermere Broker for 30yer and the Seattle Committee Chair for Windermere's Standards of Practice.
What are Standards of Practice?
What is it NOT?
How often do we meet?
Why is it important to have this as part of Windermere?
Managers/Owners are the gatekeeper for this cultural standard of Windermere.
It is Not easy but necessary.
What are some recent topics that have been discussed?
- Thorough Communication with Sellers on what a final walk through is and how a home should be left for the new owner. Checklist’s checklists checklists.
- Time to review offers. Why are we doing business after hours? Who is truly setting that time? The Seller does not know what they don’t know.
- When are you communicating this?
- Social Media Do’s and Don’ts
- Do you have permission to be videoing and posting interiors?
- How are you representing not only yourself but the brand?
- Bully agents trying to get back in after mutual agreement instead of adhering to the contract.
- Are you really serving the client working out of area?
Diane Terry's website. https://dianeterry.withwre.com/
Episode #14. Better understanding what property management is and is not with Croy Brewer Vice President with Lori Gill & Associates.
In this episode Michael talks with Cory Brewer on the ins and outs of property management. Buying and owning a single-family home has its benefits but what if you want to own and investment home? Why would you want to have it managed for you? Cory talks about what types of services they can provide to the public as well as real estate agents.
Property management is also about tenant placement. With buyer demand high and jobs increasing finding a place to rent is just step one. You then need someone to navigate the process, so you have success renting the property. Cory talks about the services they provide to renters.
In this market today it is a clever idea to have someone on your team that knows the ups and downs of single family, multifamily and commercial property's as it pertains to owning investment real estate.
Contact Cory at email@example.com
Episode #13. Relationships, Trust, and Values were the driving factors that brought Craig Gaudry back to Windermere.
In this episode Michael talks to the Real Estate legend Craig Gaudry. Craig started his real estate career in the late 80's. He has seen and experienced a lot when it comes to being a successful broker. Craig like all agents can choose where he wants to place his license. For many years that was with Windermere, but it was not always with Windermere. Craig talks about why he made a move and then what caused him to return. What I took away from these conversations is that Relationships, Trust and providing value will prevail. Keep your doors open and just be a good human and help others get what they want, and life seem to work out for the best. We are pleased that Craig has returned home and continues to set the bar high when it comes to value and professionalism.
Craig Gaudry. Craig@gaudry.com
Episode #12. What are the 5 areas you can work on to create an amazing Real Estate business?
In this episode Michael talks with veteran real estate coach Nick Hansen. In 2021 nicks clients saw an 82% increase in their gross commission income. Nick explains the 5 things we notice agents aren't doing that cause them to not achieve to their highest potential. The question we have for you, what are you willing not to do?
1. Forget that real estate is a contact sport.
2. No morning routine.
3. Can't control their schedule
4. Lack of communication throughout the transaction and post-closing.
5. Scarcity mindset with limits!
Podcast on better communication. https://anchor.fm/askacoach/episodes/Episode-11--7-tips-on-having-more-effective-communication-with-your-clients-e1dso8n
Book by Trevor Moawad. Getting to Neutral. https://www.amazon.com/Getting-Neutral-Conquer-Negativity-Chaotic/dp/B096YL2MGD/ref=sr_1_1?crid=RJOYKQA4AZEB&keywords=getting+to+neutral&qid=1643996911&sprefix=getting+to+neutral%2Caps%2C141&sr=8-1
Windermere Coaching. https://www.windermerecoaching.com/
Episode #11. 7 tips on having more effective communication with your clients.
In this episode Michael talks about 7 tips that will help you to create stronger communication and relationships with your clients.
1. Shift from a transaction mindset to a relationship mindset.
2. Be a great listener and be aware of pain and pleasure.
3. Give them time of Possession.
4. Do they feel significant?
5. Provide value and solutions. Know the 3-step greeting. Enroll, Acknowledge, State who you are. Do not set off the danger scanner.
6. The world speaks frequency.
7. Quality of communication. Face to Face, Voice to Voice. Email and Text is the faceless other.
Larry Kendall's book Ninja Selling. https://www.amazon.com/Ninja-Selling-Subtle-Skills-Results/dp/B087MNRSBY/ref=sr_1_2?crid=1VB49ZYEI7NVH&keywords=ninja+selling+book+by+larry+kendall&qid=1643914359&sprefix=ninja+selling+%2Caps%2C124&sr=8-2
Chris Voss. Never Split the Difference. https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_1?crid=1G4Z7O1UGNCTZ&keywords=never+split+the+difference&qid=1643914538&s=audible&sprefix=never%2Caudible%2C111&sr=1-1
Episode #10. The I Buyer with Larry Kendall. Why you should be well versed in understanding this fairly new concept in Real Estate today.
In this Episode Michael talks to Larry about the concept of an I Buyer/ Power Buyer. Our industry has some fear around this idea and Larry helps us to understand how we can use the I buyer idea and system to become even a better Proactive Trusted Advisor.
North Star. Why do we exist? " Helping our clients go from the life they have to the life they dream about."
The Unknown. Get educated on what I buyers are.
Losing commissions. You are still paid and paid well.
Losing Control. You still represent your clients.
Resources Larry talks about.
Volume 2 Secrets of Top Selling Agents. Chapter 10 kenny klaus. https://secretsoftopsellingagents.com/
I Buyer Tool Zavvie. https://zavvie.com/
Ninja You. Lane Hornung. https://you.ninjaselling.com/programs/lane-hornung-interview-3df32c?offset=1207
Episode #9. The Trifecta of successful Real Estate marketing flow.
In this Episode Michael maps out the 3 areas that make up successful Real Estate Flow. The trifecta if you will.
Flow is the frequency of Value added relevant, educational consistent content. Only 6% of the Real Estate industry does this well. Most of the time our clients are left at the closing table.
So here are the 3 areas.
1. Automated Flow.
- LOLO Gifts
- Custom Xpress auto flow
- Windermere Home Update
This should be a set it and forget it.
2. Face to Face, Voice to Voice, and Significance.
- Handwritten Notes. Thank you, Congratulations, just thinking about you.
- Client and F.O.R.D. Calls 20 to 25 a week.
- Real Estate Reviews. 2 a week.
- Client appreciation events or gifts.
3. Social Medial IG, FB, LinkedIn. Twitter, Tic-toc
- Keeping Current Matters.com http://trykcm.com/a31309
- Windermere Blog
- Matthew Gardner Quarterly reports or Mondays with Matthew.
- Cover your 3 P's Passion, Personality, Profession
Episode #8. How to avoid real estate burnout by having a system and process so you can be proactive.
Traci loves to go fishing in the San Juans, spend time with her family at their cabin and travel often. She also creates great client services and runs her business like a business. She explains some key elements as to how she accomplishes this.
Track your business. She uses a business tracker.
Have a great Database management system. She uses Moxi Engage
Make sure to plan your recharge time and understand the power of time blocking
Set clear expectation with your clients.
Have systems for Buyers, Sellers and for the entire process using a tool like Trello
If you would like to connect with Tracie she can be reached at
@traciegulithomes on IG
Or by phone 360.201.6433
Episode #7. 5 Habits that will help you to live a more fulfilling life.
In this Episode Michael shares 5 Habits from Mel Robbins on how to live a life based in Fulfillment. Many of us have happiness that comes and goes but few have a life where they are walking in their purpose. In this episode Michael will cover 5 habits that Mel Robbins says will allow you to find your fulfillment.
If you would like to get more info on this topic, please visit the Growthday app to get started on a daily guided exercise on living your life more on purpose. https://www.growthday.com/?via=2a5j3
The 5 Habits.
1. Focus on your Foundation.
2. Appreciate your neighbors.
3. Water your own grass.
4. Find some expression of purpose outside of your house.
5. High 5 yourself in the mirror.
Read the Book High 5 Habits by Mel Robbins.
Episode #6. Here are 12 action items that will help you to generate a strong business for your year in Real Estate.
In this episode Michael goes over the 12-point check list that will help you generate a healthy business. Remember success is not an accident but a habit.
1. Wake up. Starting Early and running your day is a great way to start.
2. Have a morning Routine. We recommend using the 20/20/20 by Robin Sharma
3. Show up daily. Pick the time that you are going to show up to get started in working on your
business. We recommend 8:00
4. Do a quick Market review to see what has happened before you begin engaging with your spear.
Read the Gardner report, watch a Mondays with Matthew, look at the Keeping Current Matters
5. Review your Warm and Hot list. Look for names to preload into your notes, phone calls and
possible property reviews.
6. Write your 2 notes for the day. Thank you, Congratulations, just thinking about you.
7. Make your phone calls. We recommend 25 a week. 5 a day or 12 twice a week. Start with
F.O.R.D calls. Birthdays, Anniversaries, Congratulations, thinking about you. Move to client calls
8. Identify your property review clients for the week. We recommend you do 2 per week.
9. Check in on the status of your current business. Any loose ends to take care of or clients who need attention.
10. Make 2 social media posts for the day. Facebook. IG, Tictoc, LinkedIn, Twitter. Remember your 3
P’s Profession, Passion, Personality.
11. Have 2 lunches or coffees each week. Remember your 5 magic questions.
12. Finish your day strong with a wrap up. Update your white board and database.
Remember don’t let the hard days win. See if you can track this for 40 weeks and win the week.
Episode #5 There is and always will be disrupters in the Real Estate business. Don't get distracted focus on the relationships.
In this episode Michael talks with President and CEO of Windermere Mountain West Services Scott Wetzel.
With the recent news of Zillow, I-buyer program being shut down we wanted to talk about the complexity of the real estate process.
Keep in mind that in the Combined 42 years that Scott and I have been in Real Estate there has always been disruptors and there always will be.
It is important to make sure the process the client is going through is easy and is set up to give them the best experience and the highest level of services. A real estate transaction is complex at best. Real Estate is difficult to be comedized, it is an appreciating asset. It is typically one of the biggest investments someone will make in their lifetime, and it has driven legacy wealth for centuries.
We agree technology is needed along with new ideas to help the agent enhance their relationship with their client and this is always welcomed. However, the human algorithm is something that most customers want and need for clarity and confidence which is something that AI and an algorithm can't replace.
I think Simon Sinek said it best.
“Human beings are social animals and relationships will always win. There are a small % of people who just want a transaction. Most want a relationship.
Invest in your relationships.
They are your most valuable asset.”
- Inman Connect 2018
Scott Wetzel https://www.windermere.com/directory/agents/scott-wetzel-1
Episode #4. Two must use tools for 2022 to position yourself as a Real Estate Trusted Advisor in the minds of your clients.
In this episode Michael Fanning talks about the power of using Real Estate Reviews and Hombot.ai to position yourself as your clients Real Estate Trusted Advisor.
Property Reviews are a powerful tool for building relationships based on value added flow. Stats show that agents who do 2 property reviews a week equivalent to 100 a year are more productive and deliver a higher quality of services to their clients.
Learn about the 5 magic questions.
Homebot.ai is a great monthly touch point to set your clients up with. Include your client’s investment properties in the tool as well and being able to adjust each properties value based on current market knowledge. See link below to learn more about getting set up with Homebot.
Episode #3 Services vs Hospitality. The power of giving by using a unique tool called LOLO.
In this episode Michael talks with Laura Smith a Co-Owners of 6 Windermere office in the greater Seattle area. Laura has built her offices on the culture of connections and relationship. Recently she was able to pilot a new tool in the arsenal of Windermere tools called LOLO. In this talk Laura explains how she was pleasantly surprised at the success of the campaign and the residual connection it created with her agents.
She shares the mechanics of LOLO along with what her experience has been up to this point is using this great digital connection tool.
Listen to how this tool LOLO may help you to create stronger connections with your client without a huge investment and keeping it very simple.
Setting up your LOLO subscription https://vimeo.com/516422553/6526c6da04
Episode #2 Maybe you need to give yourself a High 5?
In this Episode Michael talks about the incredible potential in real estate, yet so many don't take the time to identify what is keeping them from success. Real Estate has the potential to allow you to live a great life and help so many others and most of the time the biggest obstacle keeping you from achieving that level of success is planted within your own mind. We reference the book High Five Habits by Mel Robbins.
When you look in the mirror what do you say to yourself?
Are you willing to take actions on your AHa moments?
Tell yourself "Stop thinking about that."
Great interview with Mel Robbins on Impact Theory
Episode #1 Want to breathe life into you Instagram page? listen to how Heather Maddox blends work and life through being real, educating and entertaining her followers.
In this episode Michael Fanning talks with Heather Maddox. Have you wondered if you need to up your social media game? Do you struggle with what should I post and how often should I post? What is great about Heather is she just tells it like it is. Her work and business life blend and when you follow her you get education, entertainment, laughter, and real-life struggles. It didn’t take me long to enjoy watching Heathers reels and in a very short period I felt like I knew her. Don’t underestimate the power of social media. Heather will share with you what she has found that works and her results are real.
Some Stats you may want to know.
72.3% of Americans are using social media
93.33 are active daily
We spend on average 2 hours and 25 min a day engaged.
The customer today knows 12 Real Estate agents
Other people to follow
Contact Heather Maddox
Episode #29. Not getting attached to the outcome can be a powerful tool to master.
Contact for Miles. Cell 951-640-7345
Episode #28. The power of a handwritten note. It has become a lost art form.
In today’s world of text and email we have forgotten the power of note writing. Here are some reasons why you want to write notes.
- It leaves a good impression.
- You will stand out.
- It shows how appreciative you are.
- It shows you care.
- You raise the bar.
- Extending gratitude is healthy.
- It really is the proper thing to do.
Use Custom Xpress to order you notes.
Have Stamps and preprinted return address labels.
Episode #27 To be successful as a buyer in this market you need a buyer’s agent that has a successful process.
In the market today as a buyer there is some strong competition. Most homes have multiple offers and fewer days on market. The buyers that are having success are being represented by a professional Real Estate trusted advisor. This real estate agent is skilled at the steps and processes needed to make sure you have the best possible outcome. They are teaching you to swim before you are jumping into the ocean. A real estate trusted advisor always starts off with a buyer consultation. This can take between 45 min to an hour depending on which stage the buyer is in.
They have a consistent process that follow the flow of a transaction usually set up this way.
1. Buyer Consultation.
2. Qualifying the buyer/ Process in finding the right home.
4. The buyers what's and whys.
3. Understanding financing.
4. The art of the offer.
5. When we find it what do we do next?
6. Explaining offer strategies.
7. Having an education day.
8. The offer.
9. The Calendar.
12. Move in day.
13. Continued services.
For a dialed in process read Ninja Selling specifically Appendix A
For a well put together Buyer book click here.
A quality lender on your team.
A list of great resources that will help the buyer once they have moved into the property.
Episode #26. Listen to Raman Chawla with Windermere Real Estate talk about his open house process.
In this episode Michael Fanning talks with Raman Chawla. With 7 years in this business Raman has learned that open houses have many benefits.
1. To meet prospective buyers who may also be sellers.
2. To market the home to buyers and meet buyers.
3. To sell the home and satisfy the seller.
4. To generate listing appointments.
5. Achieve name and company recognition
6. Expose the house to the public and neighbors.
7. Gain experience in working with the public
8. Gain experience in marketing a property
9. Get to know the neighbors and neighborhood.
62% of Buyers that attend an open home have a home to sell.
Raman like Fridays from 5-7PM and Sunday 1-3 or 2-4. Also, will do a Neighborhood open house just for the neighbors.
Safety is also something we want to be aware of as well. Here is a link to some great safety apps.
Tools used Open Home Pro.
Episode # 25. Larry Kendall talks about how Ninja Selling is unique in creating work life balance with new and experienced realtors.
In this episode Michael Fanning talks to his mentor Larry Kendall. Founder and creator of Ninja Selling, Larry answers these specific questions.
1. What is unique about ninja that it allows agents to achieve such great work life balance?
2. Should a realtor take ninja more than once?
3. Does coaching after ninja benefit the agent and allow them to achieve more?
4. When in your real estate career should you attend a Ninja installation
5. When hiring a Real Estate agent what benefit do you get from working with a Ninja?
To learn more about ninja visit Ninjaselling.com
Get the Ninja Selling book
For attending a Windermere Ninja installation visit. Windermere Prodev.
Episode #24 Ninja Selling can change our life. We cannot control what happens outside, but we can control what happens inside.
In this episode Michael Fanning talks to Elizabeth Burr. Elizabeth is an 18-year pro with Michael Saunders and Co. in Port Charlotte Fl, she attended her first Ninja Selling class in Jan 2020. Shortly after she attended the class, she sent a video to Michael with the message, "Ninja changed my life." IN Ninja we talk a lot about the power of gratitude and giving, showing up and being on purpose. We also say that what you learn works great when life is going good but even better when life makes an unexpected turn. Elizabeth had an unexpected turn, and she shares how she is moving through it with the help of her kids and grandkids and some of the tools she learned about during her 4-day Ninja Class. Oh, and let us not forget that Ninja also allowed her to get the nick name from her fellow collogues "Money Bags." Which has a lot to do with her consistent transaction production and amazing customer services for her clients. She also shares a few plans she has for her future. Elizabeth embraced that we get to choose how to respond to life.
2. Show up. Stay on your agenda
3. Write 2 personal notes a day
4. Focus on my Hot list
5. Focus on my warm list.
6. make my customer services calls
7. Schedule 2 real estate reviews
8. have 50 live interactions using F.O.R.D
9. update my database.
Episode #23. Even though the real estate market is challenging for buyers, it is in your best interest to hang in there.
In this episode Michael shares responses from Ninja's for this questions. What advice are you giving to your buyers now who are getting frustrated and want to quit?
Key to successfully buying a home in this market.
1. Hire a professional.
2. At a minimum there should be a 45 min consultation before you even look at homes.
3 Ask questions. Be real and set clear expectation. This is going to be a journey.
4. Give choices and consequence.
5. You must learn how to swim before you jump into the ocean.
6. We are going to miss out on some but the right one will come along.
7. Home appreciation is a real thing.