Windermere Ask A Coach, Real Talk, Real Results

Ask a Windermere Coach Podcast: Tona Restine

Tona Restine, founder of Life Imagined, shares her incredible 27-year real estate journey from agent to office owner to full-time coach. She grew her Windermere Bend office from 12 to 75 agents through authentic leadership and a people-first approach.

[5:00] Growing Your Team - The secret to explosive growth: "Find people you like and tell them what we're doing right"

[12:00] Management vs. Coaching - Why tracking isn't leading. The power of service over spreadsheets.

[18:00] Biggest Blind Spots - "People work, not paperwork." Accessibility and knowing your agents personally.

[25:00] Mindset Mastery - Daily affirmations, intentional gratitude, and surrounding yourself with "safe people"

[32:00] Human Connection - Maslow's hierarchy in action. Why agents really leave (hint: it's not commission)

[38:00] Staying Relevant - Continuous learning across generations. "It's not an option to stop growing"

[52:00] Walking Your Talk - Living your message builds credibility. Consistency creates trust.

• "16 Undeniable Laws of Communication" by John Maxwell• "From Strength to Strength" by Arthur Brooks

"The minute I see them as numbers on a spreadsheet, I'm out.""The most effective message you speak is the one you live.""Be rigorously you. Be fully you."

Website: LifeImagined.infoFacebook: Daily Thought Blog - Tona RestineInstagram: @TonaRestineNewsletter: "The Stepping Stone" (Substack)

1. Authenticity attracts and retains talent
2. Coach, don't just manage - serve and mentor
3. People first, always - relationships over transactions
4. Mindset work is foundational to success
5. Never stop learning and growing
6. Credibility comes from living your message

Michael Fanning - fanning@windermere.comAsk a Windermere Coach Podcast - Ranked #16 on millionpodcasts.com/agent-podcasts

In this episode of the Windermere Ask a Coach podcast, host Michael Fanning explores the powerful combination of visibility and ability in real estate careers. He addresses the common "feast or famine" cycle many agents experience and introduces Suzy Welch's PIE concept (People, Ideas, Execution) adapted for real estate success.

00:00 Introduction to Visibility and Ability in Real Estate

01:00 The Importance of Visibility

03:15 Combining Visibility with Ability

05:15 Susie Welch's PIE Concept for Real Estate

05:50 People: Building Deep Connections

07:52 Ideas: Bringing Value to Relationships

09:48 Execution: Delivering on Your Promises

12:48 Consistent Visibility and Relationship Building

15:30 Actionable Tips for Real Estate Success

18:39 Balancing Priorities for Sustainable Growth

23:33 Conclusion and Final Thoughts

• Visibility Challenge: Many talented agents struggle because they're not visible enough in their market
• The Secret Problem: "Being the industry's best kept secret is not a business strategy"
• Balance is Critical: Visibility without ability is just noise; ability without visibility means missed opportunities
• Industry Statistics: 82% of transactions come from repeat clients and referrals, yet only 13% of buyers and 33% of sellers use a previous agent

• Focus on quality of relationships, not just quantity of contacts
• Case Study: Agent Sarah vs. Agent Tom - relationship-building vs. transaction-only approach
• Remember personal details and maintain connections beyond transactions

• Become a source of insight, information, and innovation
• Case Study: Agent Jennifer vs. Agent Mark - providing unique value vs. transaction-focused approach
• Create workshops, personalized analyses, and genuine insights for clients

• Develop reliable, thorough systems that create exceptional client experiences
• Case Study: Agent Lisa vs. Agent David - consistent systems vs. boom-and-bust mentality
• "If you want to optimize, you must standardize" - James Clear

• Consistent contact (at least every 45 days) generates 40% more repeat/referral business
• 71% of clients say they would use their agent again, yet only 25% actually do
• Solution: Create non-negotiable communication calendars and follow-up systems
• Success story: An agent who increased referrals by 40% after implementing consistent visibility strategies

• "You don't have a time problem, you have a priority problem"
• Top-earning agents (>$1M annually) spend only 30% of time on active transactions
• Lower-earning agents (<$100K) typically spend 70-80% of time on transactions
• Audit your calendar for PIE balance: People connections, Ideas development, and Execution

1. Create a consistent communication calendar with thoughtful touchpoints
2. Become a valuable resource beyond transactions
3. Make follow-up systems non-negotiable
4. Leverage transactions to demonstrate both visibility and ability authentically
5. Rebalance your time allocation across People, Ideas, and Execution

• Email: fanning@windermere.com
• To be featured on the podcast, reach out directly to Michael Fanning

Remember to follow the Windermere Ask a Coach podcast on your favorite podcast app to receive future episodes.

Understanding Wildfire Risks and Home Protection with Michael Steinberg

Host Michael Fanning, Windermere Real Estate

Michael Steinberg, Pyrogeographer and wildfire expert

In this informative episode, Michael Fanning interviews Michael Steinberg, a pyrogeographer who specializes in studying and documenting wildfires. They discuss the increasing wildfire risks across the West Coast, how climate change is affecting fire patterns, and practical steps homeowners and communities can take to protect themselves.

• Changing Climate Patterns: How dry summers followed by offshore wind events create perfect conditions for devastating wildfires, even in regions traditionally considered low-risk.

• Areas with Highest Fire Risk: Foothill regions and areas in the wildland-urban interface (where human development meets wildland) face increasing risk.

• Community-Level Fire Protection:

  • The importance of neighbors working together to create defensible space
  • How collective action can reduce ignition chances by 90% or more

• Home Assessment Factors for Fire Safety:

  • Zone zero (0-5 feet from home) vegetation management
  • Fire-hardened features like closed gutter systems
  • Avoiding high-risk vegetation like palm trees and ornamental pompous grass

• Emergency Preparedness:

  • Creating a "go bag" with essential documents, medication, and valuables
  • The importance of evacuation planning and awareness of evacuation routes
  • Understanding how traffic congestion during evacuations can become deadly

• Professional Assessments:

  • Cal Fire and other agencies offer free home assessments for wildfire risk in California

Real estate agents have the power to educate clients about wildfire risks when showing homes and provide valuable resources for fire safety and preparedness.

• Michael Steinberg: NorCalStormChasing@gmail.com
• Michael Fanning: fanning@winder.com

Watch for new Windermere classes on wildfire behavior, defensive space, and fire hardening taught by Michael Steinberg.

7/#10 Ask a Windermere Coach Podcast - Episode Show Notes

Date: August 19, 2024

Episode Summary:

In this episode of the *Ask a Windermere Coach* podcast, host Michael Fanning sits down with the newly appointed Windermere economist, Jeff Tucker. They discuss the current state of the housing market, the implications of rising inventories, and the potential trends for mortgage rates as we head into the fall season. Jeff shares his insights on buyer behavior and the importance of local market conditions compared to national trends. Whether you are a buyer or seller, this episode is packed with valuable information that can help you navigate the ever-changing real estate landscape.

## Host and Speaker Introductions:

**Michael Fanning** - Host

Michael is the dynamic host of *Ask a Windermere Coach*, bringing insights and expertise to real estate professionals and clients alike. His engaging style invites in-depth discussions on real estate strategies and market trends.

Jeff Tucker- Windermere Economist

Jeff Tucker is the new economist at Windermere, bringing with him extensive experience from Zillow, where he served as a senior economist. With a passion for understanding the housing market and data-driven analysis, Jeff is dedicated to helping real estate professionals navigate complex economic landscapes.

Key Discussion Points:

- Overview of Jeff Tucker's background and journey into economics and real estate.

- Current outlook for the fall housing market and how it differs from past trends.

- The importance of active listings and inventory levels in influencing buyer dynamics.

- An analysis of mortgage rates and their potential impact on buying behavior.

- Strategies for buyers: when to purchase and what to consider.

- Insight for sellers: how to price homes competitively in the current market.

- The critical role local market conditions play compared to national trends.

Contact Information:

Jeff Tucker:

Email: [jeff.tucker@windermere.com](mailto:jeff.tucker@windermere.com)

Twitter: [@Jeff_Tucker](https://twitter.com/Jeff_Tucker)

Michael Fanning:

- Email: [fanning@windermere.com](mailto:fanning@windermere.com)

Closing Remarks:

Thanks for tuning in to this episode of *Ask a Windermere Coach*! If you enjoyed today's discussion, please share this episode with your network. Don't forget to reach out to us with ideas for future podcasts or if you’d like to be featured in an episode. Remember to stay awesome, help someone today, and make it a great day!

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Feel free to customize or expand on any sections as needed!

Speakers:

- Michael Fanning (Host)

- Shelly Bean (Guest) - Designated Windermere Summit trainer, coach, and content creator

- Beth Kellan (Guest) - Real estate veteran with 20 years of experience, former Ninja Mastery leader

In this episode of Ask a Coach Windermere, Michael Fanning interviews Shelly Bean and Beth Kellen about the innovative Summit office concept and real estate training.

Key points discussed:

1. Introduction to the Summit office: A new concept in real estate training

2. The Summit program's structure and goals

3. Linear approach to real estate education and skill-building

4. Importance of accountability and coaching in agent development

5. Adapting to changes in the real estate landscape

6. Benefits for new agents and experienced agents looking to reset their careers

7. The value of community and "hive mind" mentality in real estate

8. Retention challenges in the industry and how Summit addresses them

9. The importance of being purposeful and systematic in building a real estate business

10. Encouragement for agents to show up, engage, and continually learn

The podcast emphasizes the unique approach of the Summit office in providing comprehensive, structured training for new and experienced agents alike, setting them up for long-term success in the real estate industry.

Contact Information:

- Shelly Bean: shelly.bean@windermere.com, LinkedIn, Summit-specific website and social media pages

- Beth Kellan: bethkellan.com, email available on windermere.com

Both speakers will be attending the Windermere Symposium on October 1-3 at Caesars Palace in Las Vegas.

I'm excited to have Michelle Becker from Windermere Real Estate in Spokane, Washington, joining us to share her experience in organizing a highly successful and impactful civic-minded client event. Michelle has been in the real estate business since 2007 and has extensive experience in hosting client events.

Michelle's Civic-Minded Client Event: A Step-by-Step Guide

Step 1: Identify a Worthy Cause

Michelle's event revolved around packing food bags for Second Harvest, a local organization that provides food assistance to schools and families in need. She had been volunteering with them regularly and was inspired to involve her clients in this noble cause.

Step 2: Plan and Coordinate with the Organization

Michelle reached out to Second Harvest and secured a date and time for her group to volunteer. She also gathered essential details, such as the event duration, maximum capacity, and any specific requirements.

Step 3: Invite Your Clients and Network

Michelle promoted the event through social media and personal invitations. She encouraged her clients to bring friends and family members, expanding the reach and impact of the event.

Step 4: Provide Clear Instructions and Logistics

Michelle communicated all the necessary details to her attendees, including arrival times, parking information, and what to expect during the event.

Step 5: Facilitate the Volunteer Experience

On the day of the event, Michelle and her group participated in packing food bags at Second Harvest's facility. The process involved rotating through different stations, allowing for teamwork and interaction among participants.

Step 6: Celebrate and Debrief (Optional)

After the volunteer activity, Michelle organized an optional gathering at a nearby brewery, providing an opportunity for participants to unwind, connect, and share their experiences.

The Impact and Benefits

Michelle's event was an overwhelming success, with 65 attendees out of an 80-person capacity. Participants expressed their gratitude and shared that they had created lasting memories while giving back to the community. The event strengthened Michelle's relationships with her clients and facilitated new connections.

Advice for Hosting a Civic-Minded Event

Michelle encourages other real estate professionals to explore similar opportunities in their communities. She emphasizes the ease of organizing such an event and the immense rewards it brings, both personally and professionally. By aligning with a cause that resonates with her values, Michelle found a meaningful way to engage her clients while making a positive impact.

Connect with Michelle Becker

If you'd like to learn more about Michelle's civic-minded client event or seek her advice on organizing a similar initiative, you can reach out to her at michellebecker@windermere.com.

Remember, as real estate professionals, we have the opportunity to make a difference in our communities while strengthening our relationships with clients. Michelle's example serves as an inspiration for us all.

Introducing Dana Ferrell, a private wealth advisor with Servitium Wealth Management, who has been in the financial planning industry for 28 years. In this insightful conversation with Michael Fanning, Dana shares her expertise and valuable insights on wealth management, particularly for real estate agents and entrepreneurs with variable incomes. Here are the key points covered:

1. The Importance of Financial Planning: Dana emphasizes the significance of having a financial planner who takes a holistic approach to understanding an individual's goals, values, and aspirations, and creates a comprehensive plan to achieve financial independence and sustainable wealth growth.

2. Cashflow Management: For real estate agents and those with variable incomes, Dana stresses the importance of managing cashflow effectively. She recommends setting aside a fixed monthly living allowance and stockpiling commission checks in short-term positions to maintain a consistent income stream during slower periods.

3. Retirement Planning: Dana highlights the need to prioritize retirement savings and encourages maximizing contributions to tax-advantaged accounts like 401(k)s, Roth IRAs, and SEP IRAs. Time in the market and compounding interest are key to building significant retirement wealth.

4. Insurance Protection: Self-employed individuals often lack adequate disability and life insurance coverage. Dana advises implementing strategies to systematically pay for these essential protections.

5. Wealth Diversification: Dana advocates for diversifying wealth across taxable, tax-deferred, and tax-free accounts, as well as across short-term, mid-term, and long-term investments, to ensure tax efficiency and risk management.

6. Lifestyle Choices: Dana emphasizes the importance of making mindful choices, such as avoiding frequent car leases and prioritizing paid-off assets, to build and preserve wealth.

7. Collaboration with Professionals: Dana stresses the value of working with a team of professionals, including accountants, attorneys, and insurance specialists, to ensure a comprehensive and cohesive wealth management strategy.

8. Continuous Education: Dana highlights the importance of ongoing education and professional development, attending conferences and networking with industry experts to stay up-to-date with the latest planning techniques and strategies.

9. Finding the Right Advisor: Dana advises on the importance of finding a trustworthy and competent financial advisor who understands your values, goals, and risk tolerance, and can guide you towards achieving your financial objectives more efficiently.

10. Reducing Stress: By entrusting a financial advisor to manage and oversee their finances, clients can experience a reduction in stress and anxiety, allowing them to focus on their careers and personal pursuits.

To connect with Dana Ferrell and explore her wealth management services, visit https://www.ameripriseadvisors.com/team/servitium-wealth-management/.

This podcast is hosted by Michael Fanning, and he discusses strategies to combat burnout, particularly for real estate agents.

Michael Fanning, the host of the Windermere Ask a Coach podcast, addresses the issue of burnout that many real estate agents are facing, especially as the market picks up after a challenging period.

1. Five life skills to fight burnout: time management, stress management, work-life balance, assertive communication, and self-care.

2. Time management strategies: Triage tasks, schedule downtime, say no strategically, conduct weekly reviews, and use time blocking.

3. Stress management techniques: Exercise regularly, practice mindfulness meditation, and journal to process emotions.

4. Achieving work-life balance: Set limits on work hours, take regular breaks, plan vacations, and nurture relationships.

5. Assertive communication: Learn to say no politely but firmly, set boundaries for working hours, and communicate the need for support.

6. Self-care routine: Own your mornings, establish a wind-down routine, prioritize sleep, exercise, and a healthy diet.

7. The four R's: Readiness (prepare mentally and physically), Richness (be present and give to others), Rejuvenate (schedule breaks and recharge), and Role Model (lead by example).

8. Daily tools and practices: Meditation, journaling, setting intentions, time blocking, exercise, regulating self-talk, and surrounding yourself with a supportive "growth group."

9. Recommended books: "Burnout" by Emily and Amelia Nagoski, "Deep Work" by Cal Newport, "4,000 Weeks" by Oliver Burkeman, and "The Burnout Fix" by Jacinta M. Jiménez.

10. Consistency is key: Develop new habits and practice them consistently to prevent burnout in the long run.

Speaker's Contact Information:

Michael Fanning

Email: fanning@windermere.com

Michael Fanning talks to Cliff Taylor, who has been in the mortgage industry for 34 years, 27 of those years with Penrith Mortgage, an in-house lender owned by Windermere.

1. Interest rates have been high, but buyers are adapting to the new normal through "hedonic adaptation."

2. Ensuring the quality of the buyer's financing is crucial, as last-minute issues can arise.

3. Penrith Mortgage offers a "second look" process to validate buyers' pre-approvals and ensure they're getting a good deal.

4. Penrith's "certified approval" process involves full underwriting, allowing them to guarantee a closing date.

5. The NAR settlement decouples buyer and seller agent commissions, impacting buyers' out-of-pocket costs.

6. Lenders clarified that buyer agent commissions paid by sellers won't count against interested party contribution (IPC) limits.

7. IPC limits vary based on loan type (conventional, FHA, VA) and down payment amount.

8. VA loans have unique rules, like allowing sellers to pay off buyers' debts.

9. Financing buyer agent commissions may require a higher loan amount and mortgage insurance.

10. Sellers are still contributing toward closing costs and rate buy-downs, though less than before.

11. Rates may decline later in 2024, but waiting could mean competing with more buyers and higher home prices.

12. Building equity through home appreciation can offset higher interest rates.

13. Penrith offers tools to analyze the cost of waiting to buy and IPC scenarios.

14. Strong lender relationships benefit agents by protecting their buyers and providing expertise.

15. Continuous education is crucial as lending rules and processes evolve.

Contact information:

Cliff Taylor

Cell: 818-436-2022

Email: cliff.taylor@penrithloans.com

Cory Brewer is the Vice President of Residential Operations within King and Snohomish County for Windermere and specifically Windermere Property Management. He oversees Windermere Property Management, Lori Gill and Associates, which serves King and Snohomish counties and prioritizes leasing and property management services.

Key Takeaways:

1. Legal Changes: At the state level, no significant housing bills were passed this year, but smaller jurisdictions at the city level may start taking up issues like longer-term notice for rent increases, caps on late fees, and security deposits.

2. Intent to Sell Condos: Windermere is working on a bill to allow condo owners the same rights as single-family homeowners to end a tenancy when they want to sell their property.

3. Electronic Notices: Windermere is also working on a bill to allow tenants to opt-in for electronic communication from landlords, instead of the current requirement of physical service.

4. Market Activity: Despite some tech company layoffs, people continue to move to the Seattle area, often from other states and countries, driving demand for both rental and sales properties.

5. Rental Expectations: Tenants expect higher-quality, move-in ready properties, so Windermere advises landlords to properly prepare and market their rentals.

6. Inventory and Vacancies: Rental inventory is down about 10.5% in the first quarter of 2024 compared to the same period in 2023, with properties leasing more quickly and rents increasing by around 5.5%.

7. Retaining Good Tenants: Landlords may be inclined to renew leases with good tenants rather than risk higher turnover and finding new tenants.

8. Real Estate Agent Relationships: Windermere encourages real estate agents to have a property management specialist on their team to serve clients who want to rent out their homes.

9. Eviction Challenges: The eviction process in King County can take 6-12 months, which presents challenges for landlords and tenants alike, and there is ongoing effort to address this issue.

10. Contact Information: Cory Brewer can be reached at Windermere Property Management's main number, 425-455-5515.

Podcast Show Notes: Windermere Ask a Coach Podcast

Speaker: Maggie Cooper, CEO of Moreland Insurance

Introduction:

Maggie Cooper is the CEO of Moreland Insurance, a company with an affiliation with Windermere Real Estate. She has over 20 years of experience in the insurance industry and graduated from the University of Washington. Maggie lives in Issaquah, Washington with her husband and three kids.

Outline:

- Windermere's affiliation with Moreland Insurance

- Windermere invested in insurance as a resource for realtors and brokerages

- Moreland has doubled in size over the last 3 years

- Acts as the insurance back office for Windermere real estate offices

- Insurance products offered by Moreland

- Personal insurance (home, auto, umbrella, etc.)

- Business insurance for real estate brokerages (E&O, liability, property, etc.)

- Employee benefits and life insurance

- Benefits for real estate agents

- Insurability checklist to ensure homes are insurable

- Early quoting to avoid issues with affordable premiums

- Identifying potential problems like lack of flood insurance

- Current hard insurance market

- Factors like catastrophes, reinsurance costs, and regulatory environments

- Impacting home affordability and deal closings

- Strategies like raising deductibles, claims coaching

- Benefits for Windermere owners

- E&O, cyber, crime insurance customized for Windermere

- Moreland as a dedicated insurance team for Windermere

- Reviewing coverage annually

- Ensuring proper insurance to value amid inflation

- Accounting for life changes that impact premiums

- The importance of umbrella policies

- Extra liability protection over home, auto, rentals

- Protecting against lawsuits, accidents, etc.

Contact Moreland Insurance at www.morelandagency.com or 206-594-1126 for more information.

Here are 10 key bullet points from Mason Fredrickson's discussion of the Windermere Ready program:

1. The Windermere Ready program helps sellers make their homes "move-in ready" to net the highest sale price. It provides funding for upgrades and repairs.

2. The program offers quick home equity loans up to 75% combined loan-to-value to fund necessary updates and repairs.

3. Loans are repaid at escrow closing so sellers don't have to come out of pocket.

4. The program saves sellers from a lengthy HELOC application process that can take months for approval.

5. Windermere agents should use this program as a value-add and way to stand out from the competition with a unique offering.

6. The program aligns with Windermere's philosophy of exceptional service and making the process smooth for clients.

7. Use Windermere's presentation templates and marketing materials to easily incorporate this program into listing presentations.

8. Previous users rave about the program's simplicity, friendly service, ability to inform them, and helpfulness of their Windermere agent.

9. The program generates referral business and word-of-mouth for agents as happy sellers spread the word.

10. Contact Mason Frederickson at ready@windermere.com to learn more, get presentations for your office, and access marketing materials.

Stevi Fanning host of Ask A Coach podcast features Brandi Chambers as our guest. we're discussing an alarming topic, something that's so incredibly important for real estate professionals to be attuned to, and in my opinion, something that we're just not talking about enough. And that's realtor safety. It so today I'm actually really excited because I'm welcoming Brandi Chambers as our guest. She has worked in the real estate industry for 20 years and currently works out of the Windermere Kirkland office. She is such a bright light in this industry. Not only does she hold a number of designations, including certified residential specialist, negotiation expert, new home sales professional, and military relocation professional, she's also a ten time five star professional award winner and a 2023 five star legend featured in Fortune magazine. And this girl knows her stuff very obviously. But even bigger than that, one of my favorite things about her is her huge heart. And she works diligently in supporting local charities such as Saving Great Animals and the Meow Cat Rescue, and is also really passionate about raising awareness for Parkinson's disease. Having a mom who struggled with a disease for over ten years, and she posts a lot about her involvement with the Michael J. Fox foundation and the American Parkinson's Disease association as well. So, Brandi, thank you so much for being here.

Realtor safety is extremely important and not talked about enough in the industry.

Brandy Chambers has an inspiring story to tell about a scary situation she faced as a realtor.

It's important for realtors to have safety protocols and emergency plans in place.

(Brandi Chambers)

Shares the story of being attacked by a man while working alone at a new construction site.

After the attack, hired someone to accompany her to open houses for safety.

Gives tips for realtor safety: trust your gut, be prepared to defend yourself, know your surroundings, limit personal info online.

Have a safety buddy, get buyer/seller ID, meet at office first, don't chase leads that seem suspicious.

Take a safety class, have an emergency plan, talk to your broker about additional safety measures.

Takeaways: Trust your gut, be prepared (mace, weapon, etc), know your surroundings, limit personal info online.

Happens more than we think, be aware it could happen to you.

Share podcast and rate if you found value. Email for topics.

Michael Fanning welcomes Stevi Fanning to the Windermere Ask a Coach podcast. Stevi is a successful real estate agent and also coaches with us through Windermere Coaching. Michael asked Stevi if she would jump on the podcast with him and she said yes.

Here are 12 key bullet points summarizing the content from the conversation between Michael Fanning and Stevi Fanning, about generating referrals in real estate:

1. Know your feeder markets - understand where people are migrating to and from using tools like the US Census Bureau and HowMoneyWalks.com. This helps direct your referral strategy.

2. Utilize social media - create content valuable for agents in your feeder markets to connect and build relationships. Follow and engage with them.

3. Get involved - connect through local, state and national real estate affiliations and boards. Great for meeting referral partners.

4. Attend real estate events and conferences - create strategies to connect with agents from feeder markets. Plan small events to further build relationships.

5. Have an engagement plan - maintain relationships with referral partners through newsletters, gifts, calls, emails, etc. to stay top of mind.

6. Set expectations - let clients know upfront you'll provide great service and ask for referrals. Makes it easier to ask later.

7. Tap their network - allow clients to bring guests to your events to meet their contacts.

8. Time it right - ask clients for referrals when they're happiest, like at closing.

9. Stay connected - newsletter, calls, gifts to remind clients you want referrals.

10. Be a connector - refer clients to people you know to build reciprocity.

11. Incentivize - gifts, dinner, experiences motivate people to send you referrals.

12. Perfect your process - an amazing client experience means more referrals.

- A lot of real estate agents are nearing retirement and pushing their business elsewhere. Can we develop relationships with some of these agents to be able to handle their business while they're moving on to something else? Totally, absolutely.

- Real estate related events and conferences are a gold mine of opportunity for referral business. Create a strategy on how to connect with people. Planning small events like happy hours and dinners and mixers. Only takes one referral from an event like that to pay for it.

- Having an engagement plan is really important. A monthly newsletter that's specifically targeted to referral partners. This monthly newsletter keeps you top of mind.

- Do you have a category in your CRM that says referral partners? I'm calling people in my referral partner database quarterly to say, hey, how's business? How's it going? Having an engagement plan is just as important as it is in your business.

- 63% of buyers and sellers find their real estate agent through a referral from a friend, family or colleague. 85% of sellers said they would refer their agent to other people, but only 20% of them actually did. If you have more specific questions, feel free to reach out.

Stevi Raff, Steviraff@gmail.com, www.windermerecoaching.com

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.

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.

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 sara.monzo@gmail.com

And her IG is @lostintacoma.

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.

In this Episode Michael talks with Samantha Enos V.P. of Dei for Windermere Real Estate. 

We cover. 

Community

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

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.

Leadership

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.

Culture 

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 senos@windermere.com

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. 

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"

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

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. joe@joegalindocoaching.com

instagram @joegalindocoachibng

http://www.windermerecoaching.com

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. steviraff@gmail.com

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 jason@jasonshutt.com

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/

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 premier@windermere.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. 

Contact 

Shawna Ader Shawna@windemrere.com

Max Rombakh. Maxr@windermere.com

Louis Muniz. Louismuniz@windermere.com

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