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Ask a Windermere Coach

Ask a Windermere Coach

By Michael Fanning
Windermere Coaching tackles your toughest real estate questions. Each episode will provide you with detailed answers and proven solutions to the biggest challenges facing realtors today.
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Episode #1 Waiting for Normal.

Ask a Windermere Coach

Episode #1 Waiting for Normal.

Ask a Windermere Coach

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  Get the Ninja Selling book For attending a Windermere Ninja installation visit. Windermere Prodev. 
July 13, 2021
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. Ninja 9 Daily 1.Gratitudes/Affirmations 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. Weekly 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.  Ninja Selling Book 
July 8, 2021
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. Buyers hang in their article  Matthew Gardner Economist talks about how we are not in a housing bubble.  Read Appendix A in the Book Ninja Selling. 
June 29, 2021
Episode #22. Meaghan McGlynn helps to simplify social media in Real Estate. Listen to what the Windermere Social Media Manager has to say.
In this episode Michael Fanning talks to Meaghan McGlynn, Windermere's Social Media Manager. We cover these 7 areas. 1. Is social media important in the world of Real Estate agents? (The answer is yes!) 2. What are the most used platforms?    1st  Facebook    2nd Instagram, IGTV    3rd Twitter and LinkedIn    4th Snap Chat and TikTok. 3. What content should agents be posting? Original content that adds value. Curated content that adds value. Cover your 3 P's Passion Personality and Profession 4. Is there a cadence for each platform?  As often as you have quality content but try for 3 times a week on each channel where you have a presence. 5. Look closely at your reach and your engagements. Take online connections offline. Be authentic, and real. 6. When posting listing tell the story. This isn’t the MLS, use social to add more context and detail! 7. Platform for auto posting. Social HQ, Hootsuite, Buffer, and Later. Useful links. Social HQ Hootsuite.  Buffer Later.  Http:// Windermere Facebook Windermere Instagram  Windermere Linkedin Windermere Twitter Windermere youtube Canva Examples of good use of social medial  FB: @theportlandlife / @TerriBrunnerRE / @CentralCoastStephanie IG: @taylorhinds / @behlerhomes / @trevor.n.cook TW: @aibsenhomes / @tylerfreed / They can also follow our list: TT: @kehau_is_my_realtor / @ekinzler Email for Meaghan McGlynn
June 3, 2021
Episode #21 When we say, "Professional Listing Agent." What does that mean?
In this episode Michael Fanning talks to Nicole Mangina. A 25-year professional. Nicole is a pro when it comes to helping her sellers.  90% of her business is working with sellers to have the best success in any real estate market. We talk specifically about what determines the price range of a home. What is important when it comes to educating your sellers on what creates the range in the value of their home? Talking about the time schedule with your sellers and what resources Nicole provides to help her sellers have clarity and confidence? Setting expectations for your sellers by using choices and consequences. Contact Nicole Mangina. The 425 Show The Way of Integrity by Marth Beck
May 24, 2021
Episode #20. What does the future of real estate look like for Sellers and Buyers? Hear what Economist Matthew Gardner has to say.
In this episode Michael Fanning talks with Windermere's Economist Matthew Gardner. We wanted to know if the appreciation we are seeing today will get us in trouble in our nearby future. When will we see a more normal housing market? I asked the questions, is buying a home still a sound financial investment? Should a buyer hold off or continue to move forward in seeking to purchase a home? What is the best option? What does the future look like for real estate investors and the individuals looking for second homes? Youtube Monday with Matthew.  Windermere Blog 
May 4, 2021
Episode #19. What is the structure of your Comparative Market Analysis, and what are some strategies agents are using to help sellers net the most money in this market today?
In this episode Michael Fanning takes some strategies from Ninja Selling along with actual real live situations from Windermere Coaching clients that will help you to create a better client experience when it comes to listing their home. Also, our goal is to help our sellers net the most and when we have a process that gives them clarity it benefits them tremendously. Helpful Links.  Trend Graphix Focus 1st Moxi Present  Ninja Selling Book  The Art of the CMA
April 19, 2021
Episode #18. Meet Anne and Dave Jones. Authentic, compassionate, and dedicated to their agents and community. Creating change one person at a time.
In this episode Michael Fanning talks with Anne and Dave Jones. Windermere owners. Their 25-agent firm "Windermere Abode" in Tacoma Washington is thriving. They both are not shy when it comes to speaking about diversity and creating a company that is committed to enhancing's their community and taking racism head on. " Our approach from the very beginning was to dismiss the idea that a business should be politically neutral." We've been able to weave this focus on community and social justice into what we do." They are authentic, committed, consistent and passionate about the type of culture and support they give to their likeminded agents and the community they serve. They are dam good people. It is easy for many of us to dip our toe in the water when it comes to systemic racism. I am as guilty as the next person.  Some find it to be an uncomfortable topic. Dave and Anne are asking us all to do a deep dive and take responsibility to create change and look at how we are showing up today. It is not easy but very much needed and long overdue. Dave says, if you are not sure where to start, start with yourself first. What is your view of the world today? Then see how you see diversity, equity, and inclusion? Ask yourself what can I do and where can I make an impact? It is being aware and as Anne says, "to be able to listen without bias." Dave recommends the book. Race for profit.  Anne recommends the book Hood Feminisms  Inman persons of the year 2020 article.  Dave's IG Anne's IG
April 14, 2021
Episode #17, The Upstream Model with Justin Stoddart.
"As a former luxury homebuilder, Justin grew to realize that his passion was not developing land but developing people, and not building homes but building businesses. Justin specializes in teaching well-paid professionals how to get endless warm referrals flowing into their business." In this episode Michael Fanning talks with Justin Stoddart to unpack the concept of "The Upstream model." HIs goal is to help Brokers and Agents understand how to be more proactive vs reactive, more on purpose vs accidental. The concept introduced by Justin is how we bullet proof ourselves to have an evergreen sustainable business that is built on professional relationships and better work life balance all the while providing great client services. The Book is The Upstream Model.  The Facebook group is Think Bigger Real Estate. 
March 29, 2021
Episode #16. This is a market for professionals. What are the professionals doing to represent their buyers and sellers?
In this episode Michael Fanning and Nick Hansen coaches for Windermere Coaching, with over 45 years in real estate combined,  discuss what it takes to be a professional in the current real estate market. There are certain tools and strategies that professional listing agents and buyers are doing. What are professional Listing agents doing? · Having a consistent Process. (Ninja) · Honor the time frames and dates you set with your seller. · Have a Win Win attitude and educate your seller on the strategies used to net them the most money.   Do not cut corners when it comes to marketing and getting the home parade ready. · know that you are being watched by the neighbors who may become a client one day. Call your other buyer's agents back if review time has changed and communicate what your sellers want.  What are professional Buyer’s agents doing? Going slow to go fast. Following a consistent process (Ninja) Coaching their buyer to win, being realistic when it comes to the key indicators that allow the buyer success. Using an offer to win sheet, unpacking the offer and where they are strong and where they may be week. Calling the listing agent or getting face to face to establish a relationship. Asking to be in back up position in the event you are not the offer chosen. Use these links for the books we spoke of and to learn more about Windermere Coaching.  The power of habit. Think Again  Ninja Selling  Windermere Coaching 
March 17, 2021
Episode #15. Making the step to build a team to elevate your business to the next level. "Remember it's an investment not an expense."
As Aaron Bloom takes a ski break in Sun Valley with his wife, he takes some time to talk to us about his before and after business. How taking the step to build a team of assistants, and marketing admin and a buyer’s agent changed his business in terms of quality, client experience and financial growth. He will tell you that just like all of us he struggled with overcoming the idea of expense. It was not easy, but it was so worth it. 1. It takes work, but it is worth it. 2. I was able to be real and say "I need help." 3. Asked questions and sought out resources. Don't do it alone.  4. Remember it is an investment not an expense. 5. If you want to grow you have to push yourself. 6 Contact Aaron Bloom at
March 4, 2021
Episode #14 The twin cycles of elite performance. If you want to have high impact you need rest and recovery.
Doug Simcock Owner of the Windermere Walla Walla office talks about how taking time off to rest and recovery is so important for long term success. So many of us do not actually plan out our recovery time for our days, weeks, months, and years. In this interview we talk about some strategies that can help you build the twin cycles into your life.
February 18, 2021
Episode #13 What I learned from my Dad.
Eric Thompson talks to Michael Fanning about Michael's father. Michael shares what he learned from his father and what he wants to pass along to his kids and to his clients. Sometimes it is the idea of age and knowledge that we so often forget can be absolute nuggets of wisdom. The concepts are not complicated but they offer up some insight into where we should place importance. The idea that we all can create what we want but we can also be our worst problem and our own best solution it is a choice. It is all in how you wish to look at it. Remember you are never stuck. There is always a solution.
February 8, 2021
Episode # 12. When you follow your why and you choose to show up everyday, it is amazing what you can accomplish. Meet KiamaLise Herres.
We interview KiamaLise Herres. KiamaLise began her career in real estate in Bellevue Washington in 2014. As a young child she had a dream that fueled her why and she realized that real estate could be the vehicle to allow her to accomplish the life she wanted for her family. KiamaLise knows that we are all human and there are days when we may not be motivated, but we still show up. She understands the need to invest in yourself and build systems and habits that allow your life and business to flourish. Having one of her best years in 2021 it was not on accident. It was very much on purpose. Because she makes a commitment to excellence and surrounds herself with other likeminded people she has built and evergreen business for herself. KiamaLise uses the word Bespoke. "It’s a word I love.  Bespoke not only defines a custom tailored, unique experience, it hearkens back to a time when exemplary service was the goal and attention to detail was the expectation."
January 25, 2021
Episode #11. You don't rise to your goals; you fall to the levels of your systems. An interview with Paul Hunter, Agent/Owner in Ft Collins.
In this episode we talk to Paul Hunter. 15 years in the Real Estate business. Paul is a husband, a father to a 1- and 4-year-old, and a very successful broker/owner at the Windermere Ft Collins office.  Paul breaks down his systems and routines he uses that allowed him to develop a smart business and have a great life with his family. In 2020 Paul surpassed his initial goal for 2020 and he gives some insight as to how that happens. Paul says.  "Business does just come out of the woodwork. It’s the consistent routine that created that business."
January 11, 2021
Episode #10. Have you checked in lately and asked …"Am I really being challenged?"
Great interview with Matt and Tanya Powell. Matt and Tanya were real estate agents right out of college in Eugene, Oregon in 2000 and 2001. Matt and Tanya were in the residential world of real estate with Windermere. Both becoming successful early on in their careers, then quickly stepping into owning the Windermere Eugene franchise in 2003. After 17 years of ownership, they decided to make a life change and step out of their comfort zone. Tanya stepped into her passion and started her coaching company BWell Community where she provides high performance coaching and real estate coaching.  Tanya and Matt also host a Podcast, BWell Matt purchased a private investment lending firm and is also on the board of directors for Oakshire Brewing Matt and Tanya are also parents to a 9- and 14-year-old and much like you, are always figuring out how to have work life balance. They embraced getting uncomfortable and, in this episode, they share how they did that along with what insight they have for others who want to be successful in achieving their future endeavors
January 4, 2021
Episode #9. Helping agents create work life balance and high productivity by being invested in their life goals.
This was a fun interview with Lena Maul. Lena is married and the mother of 3 great kids.  In addition she owns and operates the Windermere North office in Lynnwood Washington. Lena has been with Windermere since 1997. She is the daughter of Dick and Cathy Wood. Dick and Cathy opened the Windermere office in 1987. The Windermere North office is at #14 with-in Windermere offices in Washington state.  With 52 agents In 2020 they closed 677 sides that equated to  $457 million in dollar volume. Lena has developed a system for  helping her agents achieve high levels of production along with great work life balance. In this interview she talks about her system for success.
December 21, 2020
Episode #8 A delightful interview with Cori Whitaker. Lessons on how to have great work life balance and living the life she loves.
“It is easier for me to make $1,000,000 a year being on-purpose than it was to make $250,000 a year being on-accident.”   Cori talks about her journey from owning a publishing business and then moving into Real Estate. Early on she was a bit on accident but then after taking a Ninja Installation, becoming friends with Larry Kendall, and having a terrific broker Leana Maul. She built an amazing team, and in 2020 she went from 1 million in GCI to 1.8 million. I love her attitude of being professional, have the mindset of abundance and just do it.   You will enjoy the authenticity and honesty in this interview with Cori.
December 7, 2020
Episode #7 No Limits and having "BREAK THROUGH MOMENTS."
In this episode Nick Hansen and Michael Fanning talk about 6 traits and tools  that they see in their coaching clients that allow them to exceed limits and have what they call "BREAK THROUGH MOMENTS". The 6 things are not complicated and something all Real Estate professionals will have to face in their career if they want to achieve at high levels. 
November 30, 2020
Episode #6. Having a great listing process and understanding your moments of truth.
In this episode Michael Fanning and Nick Hansen walk you through the 10 steps in a consistent listing process. On each step they talk about specifics. Remember that it isn't about the end result as much as it is about the experience your client had from the beginning to the end. When we are consistent and have mastery we will then build an amazing referral business. 
November 16, 2020
Episode #5. Is having an assistant in the Real Estate business a good thing when it comes to client services and work life balance?
Michael Fanning interviews David Hogan, 8 years in Real Estate in the Seattle/Bellevue market and Todd Wright, 23 years in Real Estate in the Walla Walla market. Both of these agents have assistants and they explain how they overcame some of their mental objection of hiring an assistant, and will explain how having an assistant  increased their client services, production,  and work life balance. They are able to provide great services because they understand the value that having an assistant meant to their business.  
November 3, 2020
Episode #4. Is your level of service in todays Real Estate market serving your clients best interest?
Michael Fanning and Doug Simcock talk about some of the challenges that buyers and sellers are facing in todays Real Estate market. We talk about what level of services should be expected by clients, and how knowing, liking, and trusting is so important. We have to approach this business with a win win mindset. We  talk about communication, and process. What is your level of competence, which ultimately leads to your confidence?  All of this has a big impact on the success your client, buyer or seller will have in todays Real Estate market. 
October 20, 2020
Episode #3. Working with Family when it comes to Real Estate Transactions.
In this episode Eric Thompson and Michael Fanning take 2 situations that came up in their Real Estate Coaching program. 1. I'm working with family and it isn't going well what do I do? How do I get out and save face? 2. In the future should I even work with family?
October 7, 2020
Episode #2 Is having a routine important?
Michael Fanning and Nick Hansen talk about the need for a routine in both business and life. How do you book end your day? What are some books and resources you can look into so you can start building that routine that will get you to your future better self? 
September 22, 2020
Episode #1 Waiting for Normal.
Michael Fanning S.V.P. Windermere Services, Windermere Coach, and Ninja instructor, talks with Eric Thompson, Windermere Owners in Colorado, also a Windermere Coach about ways to re frame these current times. We hear all the time, "When is it getting back to normal?" We want to challenge you to make wherever you are now the normal and build a way of thinking that is moving you forward. Life is not happening to us but rather for us.
September 8, 2020