Episode: Dusting Off Your Toolkit - The Expired Listing GoldmineHosts: Michael Fanning & Stevi FanningMichael Fanning has served as a Senior Vice President for Windermere real estate company since 1997, bringing nearly three decades of leadership expertise to Windermere coaching.Stevi Fanning has over 15 years in real estate as a coach and agent, specializing in data-driven market analysis and systematic lead generation.Michael and Stevi reveal why expired listings a forgotten prospecting goldmine present massive opportunity in today's shifted market. They provide a complete system for converting expired listings while most agents ignore this revenue source.47% of expired sellers re-list within 90 days68% choose a different agent when re-listingDays on market has nearly doubled since 2022Gap between professional and amateur marketing has never been widerPricing Fantasy - Unrealistic 2021-2022 expectationsMarketing Mediocrity - Poor photos, weak digital presenceUnrealistic Expectations - Sellers not educated on current marketInsufficient Investment - Underfunded marketing campaignsWait 24-48 hours, then call with this script:"Hi, Mr. Johnson. This is [Your Name] with Windermere. I noticed your home on Maple Street came off the market. I'm not calling to ask for the listing I'm sure you've gotten plenty of those calls. I've been analyzing your listing and identified a couple of factors that likely prevented it from selling. Two are completely fixable and one requires a strategic decision. I think you'd find the analysis valuable regardless of what you decide. Would you be open to a conversation?"Goal: Get a face-to-face meeting, not the listing on the first call.Market Analysis & Diagnosis - Show exactly why it didn't sell with specific dataCurrent Market Reality - Reset expectations with actual statisticsWhat Success Looks Like Now - Provide case studies and social proofInvestment Required - Position $2,000+ marketing as ROI, not expenseSet up automatic MLS expired listing alertsWork 5 expired listings per week (1 per day)Categorize: A's (strong), B's (possible), C's (long shots)Work A's first exclusivelyUse Close CRM for systematic follow-upReady Now - List within 2 weeksNeeds Time - Monthly updates and market dataLong Shots - Quarterly valuable informationCritical: 40% of conversions happen after initial meeting, sometimes months later.5 expired listings/week = 2-3 conversions/month24-36 additional listings per year$192,000+ additional annual income at $8,000 average commission60% meeting rate with this approach vs. 10% with generic pitchesSet up MLS search for expired listings in your target area todayIdentify 5 expired listings this week and research thoroughlyCreate A/B/C categories in Close CRM with remindersPrepare $2,000+ marketing budgets for professional campaignsCommit to daily discipline first hour each morningClose CRM - Tracking and follow-up systemMLS Tools - Market analysis and automated searchesWindermere Marketing Suite - Present, trend graphics, analysis toolsPath Calls - Weekly coaching Thursdays 10 AM PSTMichael Fanning & Stevi FanningWindermere Real Estate CoachesOne-on-one coaching consultations availableWeekly Path Calls every Thursday at 10 AM PSTContact through Windermere coaching programShare your expired listing success stories for potential podcast feature.Remember: Be awesome and help somebody!Share this episode and leave a rating to help more agents discover these strategies.
Windermere Coaching Minute: Dominating a NeighborhoodSeason 12, Episode #8 - Host: Michael FanningGuest: Bonita HutchisonLocation: Park City, Utah (Jeremy Ranch)Experience: 5.5 years in real estateTeam: 4 agents including her husbandMarket: 1,600 homes across 17 HOAs ($700K-$4M range)Contact: hutch@livelocalparkcity.com | (435) 901-9728Key Strategy: Hyperlocal Neighborhood DominanceThe Foundation:Discovered 80% of her SOI lived in her own neighborhoodPositioned as "We live, work and play in Jeremy Ranch"Built relationships through kids' schools and organic connectionsMarketing Tactics:Segmented communications by price pointNeighborhood-specific content (wildlife facts, local concerns)Active on NextDoor app for community engagementSchool sponsorship with weekly newsletter placementOperational Excellence:99% personal attendance at open houses (every Saturday)Views every new listing within 24 hoursStrategic signage on all routes to propertiesProfessional standards for all showingsCommunity Integration:Daily neighbor help (trash pickup, snow shoveling)Coordinates services for multiple neighborsGenuine care for community appearanceWalking dogs, consistent visibilityNew Addition: Preview Parties50 attendees at first event (only knew 10 prior)Simple format: champagne and charcuteriePlans to do for all future listingsRecommendations:Block parties with 20 neighborsFocus on being a good human first, realtor secondSmall daily actions compound over timeBook: "The Compound Effect" by Darren HardyResults:Dominant market share in Jeremy RanchSustainable referral-based businessRecognition as the go-to neighborhood agentKey Quote: "Half of this business is showing up and showing up in a good, authentic way."
The Windermere Coaching Minute - Show NotesEpisode: Strategic Seller Communication with Nick CasperHost: Michael FanningGuest: Nick CasperMichael Fanning interviews Nick Casper, a 15-year real estate veteran, about his systematic approach to seller communication in today's extended market conditions. Nick shares proven strategies for maintaining strong client relationships through proactive communication and clear expectations.The Starbucks PhilosophyReal estate is about selling an experience, not just a serviceCommunication becomes a large part of the client experienceProactive vs. Reactive CommunicationWhy clients calling you means you're losing the battleSetting clear communication schedules from consultationBuilding predictable touchpoints clients can rely onWeekly Communication SystemStructured timeline from listing to closingUsing Showing Time's Price Benchmark Reports for weekly updatesPre-planning communication dates on client calendarsThe Day 21 Strategy MeetingComprehensive market analysis at 21-day markThree strategic scenarios: stay course, minor repositioning, or significant repositioningUsing data to help clients make informed decisionsTools and TechnologyExcel spreadsheet for tracking showings and feedbackAI integration for professional communicationsPrice Benchmark Reports for consistent updatesSet Clear Expectations Early - Establish communication schedules during consultationBe Proactive, Not Reactive - Stay ahead with scheduled updatesUse Data, Not Opinions - Present market information objectivelyLeverage Technology - Use AI and reports for efficient communicationsFocus on Experience - Create memorable client experiences"If your clients are calling you, you're losing the battle.""We don't get paid when we get a listing. We get paid when the listing sells successfully."Nick CasperEmail: nickcasper@windermere.comService Area: Kirkland, WashingtonExperience: 15 years licensed brokerNote: Enjoys helping new agentsMichael Fanning (Host)Email: fanning@windermere.comCompany: Windermere Coaching#WindermereCoaching #RealEstateCoaching #SellerCommunication #RealEstatePodcast #ClientExperience #RealEstateStrategy #KirklandRealEstate #WashingtonRealEstate #RealEstateTraining #AgentSuccess #ListingStrategy #MarketData #ProfessionalDevelopment #RealEstateTips #WindermereRealty #CustomerService #RealEstateMarketing #RealtorLife #PropertySales #RealEstateEducation #ClientCommunication #ProactiveCommunication #RealEstateTech #AIinRealEstate #SellerStrategyEpisode Motto: "Be awesome and help somebody"Episode OverviewKey TopicsKey TakeawaysNotable QuotesContact InformationHashtags
Host: Michael FanningKey Message: Coaching is an investment, not a cost. Agents see 30-100% income increases and improved work-life balance.Build foundational habits: morning/evening routines, time blockingLearn proven systems for buyer/seller interactionsShift from finding clients to serving them so well they refer youStop working 65+ hours while doing the same volumeSet boundaries and communicate value effectivelyWork smarter with referral-based thinkingBreak through "identity ceiling" and limiting beliefsBecome a trusted advisor vs. someone trying to convinceTransform internal limitations, not just external tacticsRediscover your why and rebuild confidenceStart with small, consistent changes in one areaUse existing strengths with better systemsCreate a business that runs without youBuild remarkable client experiences that generate referralsDesign the life you want, not just incomeBuild transferable value beyond your personal involvementCreate systems that generate ongoing income streamsThursday Path Calls (Thursdays, 10 AM PST)Windermere tools: Close CRM, Maxa, My Windermere, Market PulseWebsite: windercoaching.comEmail: coachingsupport@winder.comComplimentary consultation available"Be awesome and help somebody." - Michael Fanning
Windermere Coaching Minute Podcast - Show NotesHost: Erin WrightWindermere Coaching Minute PodcastGuest: Christina Griffith19-year licensed real estate professionalSpecializes in Washington County area of Portland suburbs (Beaverton, Hillsboro)Same Windermere office throughout entire careerFocus: First-time sellers and relocation clientsChristina GriffithEmail: christinagriffith@windermere.comInstagram: @csgriffithFacebook: Christina GriffithMarket: West Portland suburb areaConnect with Windermere:Path Calls: Every Thursday at 10:00 AM (for Windermere agents)Show Contact: fanning@windermere.comWrote handwritten notes to everyone she knew announcing her real estate careerVolunteered for open houses that experienced agents didn't want to holdParticipated in community events (including borrowing her broker's dog for farmer's market networking!)Lesson: Old-school relationship building still works todayAfter 18 years, realized she was rushing between work and home responsibilitiesWanted to grow but felt overwhelmed by existing workloadSolution: Invested in professional coaching for 4 months to create structureStruggled with analysis paralysis and perfectionismWanted everything "perfect" before implementingBreakthrough: "Done is better than perfect" mindset shiftProfessional Collateral:Comprehensive buyer's and seller's guidesProfessional listing presentationsUsed Canva templates as starting pointsImpact: Built instant credibility, especially in competitive relocation scenariosMarketing System (36+ Touch Points):12 monthly postcards6 bi-monthly "item of value" postcards12 e-newsletters4 pop-bys2 client eventsPhone calls, text messages, coffee meetingsTools Used: Reminder Media (postcards), Boomerang (item of value), Cloze CRMOrganization Systems:Detailed checklists for consistent client experienceScorecard system for daily business activitiesCalendar blocking for specific tasksComprehensive spreadsheet tracking client interactionsChristina shared how a random reconnection with a past client (who kept shipping packages to her old address) led to discovering major life changes and resulted in 4 transactions worth over $4 million in sales. This reinforced the critical importance of consistent follow-up systems.Podcasts:Ninja Selling PodcastWindermere Podcasts (2 different ones)Life at 10 TenthsMillionaire Real Estate AgentPath Calls (Windermere agents)Tools & Services:Close CRMReminder Media (postcards)Boomerang (item of value postcards)Canva (design templates)"Done is better than perfect.""Every client is precious and every client is important, and every client that you handle with grace and they walk away being satisfied means you're just that more likely to get a referral from them.""You really can't grow alone... You need to get support from somebody to push you forward. Or you're always going to be focusing on something that is maybe easy to do, but not the thing that will move you forward."Start Small: If not ready for professional coaching, begin with quality real estate podcastsCreate Professional Collateral: Develop buyer's and seller's guides using templatesImplement Checklists: Ensure consistent client experience across all transactionsBuild a Follow-Up System: Track all client interactions and schedule regular touchpointsGet Accountability: Find a coach, accountability partner, or managing broker for supportFocus on Lead Generation: Once systems are in place, prioritize meeting new peopleChristina's journey from a successful but overwhelmed agent to a systematized professional demonstrates that even experienced agents can benefit from stepping back, creating structure, and investing in professional development. Her transformation shows that the right systems don't just organize your business—they free you up to focus on what really matters: building relationships and growing your client base.
Windermere Coaching Minute Show NotesHost: Michael FanningTopic: Personal Transformation for Real Estate SuccessDiscover how becoming a better person makes you a better real estate agent. Learn Dr. Joe Dispenza's neuroscience principles through David Bayer's practical framework to shift from fear-based thinking to abundance mindset.Podcast: David Bayer Episode 161 - "Joe Dispenza Finally Explained"Books:Dr. Joe Dispenza: Becoming Supernatural, Breaking the Habit of Being YourselfDavid Bayer: The Changed Mind1. Your Personality Creates Your RealityBeliefs are decisions - make new ones and find evidenceShift from "real estate is difficult" to "real estate is abundant"2. Elevated Emotions + Clear Intention = ResultsFormula: Desire + Non-Resistance = SuccessOperate from joy/gratitude vs fear/scarcity3. Breaking Old HabitsTwo states: Primal (stress, anxiety) vs Powerful (joy, curiosity)Notice negative thoughts, say "That's not true"4. Overcome Environment/Body/TimeHRV Breathing: 5 seconds in, 5.5 seconds out through noseSlows heart rate, creates calm for better decisions5. Survival to Creation ModeSurvival = stress + narrow focusCreation = relaxed awareness + infinite possibilitiesThree-column journaling: limiting thoughts | opposite thoughts | evidence6. Recondition Your BodyBody becomes addicted to familiar emotionsUse gratitude meditation and joy visualizationBuild memories of future success7. Future Self VisualizationAsk: "How would my future self handle this?"Start acting like your future self todayState Management for Success:Powerful states attract confident client energyNavigate challenges with clarity vs panicOperate from abundance, not desperate needDaily Practices:Check your emotional "speed" - fast = old patterns, slow = creationComplete: "When growing up, my biggest challenge was ___" then find oppositeDaily gratitude meditation before goal settingNext Steps:Listen to David Bayer podcast episode 161Implement daily HRV breathing and three-column journalingCheck out David Bayer's "Changed Mind" podcastConnect:Share this episode with someone who needs itRate and review to help spread the messageGuest ideas or topics: fanning@winder.comRemember: Your transformation isn't selfish—it's the greatest gift for your clients."Be awesome and help somebody and make it a great day."
Michael Fanning - Host of Windermere Coaching Minute, a podcast diving deep into strategies, systems, and mindsets that separate top-performing real estate professionals from the rest.Contact: fanning@windermere.comDiscover how the science of focus can literally transform your real estate income, backed by neuroscience research and industry data.Average person checks phone 96 times dailyHuman attention span dropped from 12 seconds (2000) to 8 seconds (2015)Multitasking reduces productivity by 40%Takes 23 minutes to regain focus after interruptionAverage agent closes 4-6 transactions/year vs focused agents who close 47 transactions/yearIncome difference: $420,000 annually"I'm busy with transactions" → Identity: Must do everything myself"I have young kids" → Identity: Victim of circumstances"I'm not a morning person" → Identity: Not wired for success"Real estate doesn't allow schedules" → Identity: At mercy of clients"I hate being scheduled" → Identity: Structure kills creativity"No one does it like me" → Identity: Only I care about quality"I'm a great multitasker" → Identity: I'm different (98% aren't!)"Can't afford help" → Identity: Scarcity mindsetBecome aware of limiting identityQuestion if it serves your goalsChoose new empowering identityTake action from new identityFocus beats talent: Focused agents earn dramatically moreProfessional boundaries: Set office hours like other professionalsDelegation ROI: $200 VA investment = $1,250 potential income gainSingle-tasking: Deep work produces 3x more valuable outputIdentity drives behavior: Change identity to change resultsIdentify your most common excuseTrack focus interruptions for 3 daysTest single-tasking vs multitaskingImplement one focus-protecting strategyBottom Line: Success isn't about working harder—it's about focusing better on what truly moves your business forward.
Host: Michael Fanning | Length: 30 minutesReal estate coach Michael Fanning reveals the six ways agents unknowingly sabotage their success. Based on Brianna Wiest's book "The Mountain Is You," this episode shows how your biggest obstacle isn't the market or competition—it's you.1. Fear-Based Decision MakingMaking choices from fear rather than growthAction: Take one scary professional action daily2. Identity MisalignmentHolding limiting beliefs about who you areAction: Act as the person you want to become3. Emotional Regulation Under PressurePoor stress management damaging relationshipsAction: Practice 3-breath pause before reacting4. Productivity vs. Busy WorkConfusing activity with actual resultsAction: Identify which 20% of activities create 80% of results5. Health and Energy ManagementPhysical depletion undermining performanceAction: Choose 3 daily health habits, no exceptions6. Limiting Technology NarrativesSelf-defeating stories about your capabilitiesAction: Learn one tech tool 15 minutes daily for one week🧠 Your brain is wired for survival, not success🔄 Confirmation bias keeps you "safe" in limiting beliefs💪 Personal mastery is the foundation for professional success🤖 AI amplifies (doesn't replace) your expertise📈 The Windermere Way: 80% of time nurturing sphere relationships📖 "The Mountain Is You: Transforming Self-Sabotage Into Self-Mastery" by Brianna WiestChoose ONE area that resonated mostTake the specific action listedChallenge one fear-based thought dailyImplement gradually over 4 weeksWindermere Real Estate Coach & Speaker specializing in mindset coaching and performance breakthrough.Contact:📧 fanning@windermere.com🌐 windermerecoaching.comSubscribe & Share if this helped you identify your personal mountain!
Join real estate coaches Michael and Stevi Fanning as they tackle the challenging conversations defining success in today's shifted market. Learn proven frameworks to navigate hesitant buyers, low offer standoffs, and seller expectations with confidence.[0:00-3:00] Market Reality CheckCurrent market data: 28% homes sell above asking (vs 53% at peak)Inventory above 1M listings, 51+ days on market7% spread between asking and sales price[3:00-12:00] Scenario 1: Hesitant Buyers - From Paralysis to Permission40% of buyers currently on pauseFramework: Redirect from market timing to life timingKey phrase: "What would need to happen for you to feel confident?"Validation before redirection technique[12:00-22:00] Scenario 2: Low Offer Standoff - Protecting Your SellerCase study: $2.1M listing, $1.9M offer scenarioTactical empathy approach from "Never Split the Difference"Risk/reward framework for decision makingProfessional positioning over people-pleasing[22:00-32:00] Scenario 3: Setting Expectations from Day OneMarket education before property evaluationCMA as credibility builder, not just dataHandling "another agent promised more" objectionsRole-play demonstration of pricing conversations[32:00-37:00] Communication Toolkit & Action ItemsFour core strategies: tactical empathy, calibrated questions, data positioning, permission-based selling30-day challenge for skill development✅ Validate emotions before presenting data - acknowledge feelings first✅ Ask calibrated questions - make clients think rather than leading them✅ Let data be the messenger - position market as decision driver✅ Focus on life timing vs market timing with buyers✅ Use risk/reward framework for seller conversations✅ Build credibility through performance metrics not promises"I can hear the [emotion] in your voice, and it sounds like you feel...""What would need to be true for you to feel confident moving forward?""The market is telling us a story right now...""My commitment isn't to promise the highest price—it's to help you get the best results""Never Split the Difference" by Chris VossWindermere's Present tools (First Offers, Pricing Pond)Weekly Path Call (Thursdays 10:10 AM PST)Windermere Coaching servicesContact: fanning@windermere.com for coaching or podcast ideasRemember: Every difficult conversation is an opportunity to demonstrate your value as a trusted advisor.
Host Michael Fanning talks with. Stacey Brown Randall - Three-time entrepreneur, award-winning author, and referral expert who teaches business owners how to generate referrals naturally without manipulating, incentivizing, or asking. Her clients see dramatic increases in referrals, sometimes up to 350%. Mother of three, avid Red Sox fan (married to a Yankees fan!), and host of the "Roadmap to Referrals" podcast.[0:00-5:00] Introduction & BackgroundGuest credentials and personal backgroundOverview of referral expertise and results[5:00-12:00] Biggest Misconceptions About ReferralsDifference between referrals and repeat clientsThe "three cast of characters" in true referralsWhy most agents mislabel their business as "referral-based"[12:00-18:00] Quality vs. Quantity StrategyWhy to focus on quantity first, then qualityAvoiding the trap of "training" referral sourcesPattern recognition in referral quality issues[18:00-25:00] Most Overlooked Referral StrategyLow-hanging fruit: people who've already referred youWhy existing referral sources are easier to cultivateThe power of your "referral source" list[25:00-35:00] The Science Behind Natural ReferralsFour pillars: psychology of trust, brain chemistry, social networks, behavioral economicsWhy asking creates an "ick factor" and commoditizes relationshipsHow people want referrals to be "their idea"[35:00-42:00] Practical Language & Referral Seeds"Thank by Name" script exampleHot zones in client experienceLeading vs. asking - the coaching scenario example[42:00-48:00] Overcoming Psychological BarriersAddressing the "I don't want to be pushy" mindsetWhen uncomfortable feelings signal you're doing it wrongCustomizing approaches for different comfort levels[48:00-End] Resources & Wrap-upBook recommendations and new release informationPodcast details and contact informationTrue Referrals Have Three People: You (solution provider), prospect (potential client), and referral source (the connector)Focus on Existing Referral Sources: Your easiest path to more referrals comes from people who've already referred you"Thank by Name" Script: "Thank you for referring [specific name] to me. It's an honor to help the people you know and care about."Lead, Don't Ask: Guide conversations so prospects naturally arrive at the idea to refer rather than directly askingHot Zones Matter: Identify patterns in when clients typically refer you and strategically plant referral seeds in those momentsScience-Based Approach: Use psychology, brain chemistry, social networks, and behavioral economics instead of manipulationBooks:"Generating Business Referrals Without Asking" (current)"The Referable Client Experience" (releasing October 2025)Podcast: "Roadmap to Referrals" - New episodes every Tuesday (370+ episodes)Available on all podcast platforms and YouTubeWebsite & Contact: https://staceybrownrandall.com/Michael Fanning - Windermere CoachingEmail: fanning@windermere.comRate, review, and share this episode if you found value! Contact Michael directly for podcast topic suggestions or to be a guest.
Host: Michael FanningGuest: Posey Gruener, Windermere Summit Agent & Former Public Radio JournalistPosey Gruener brings unique journalism expertise to real estate:Public Radio Journalist (2008-2022) at WMYC (NY) and KOW/KNKX (Seattle)Trained under Ira Glass, Studs Terkel, and Terry GrossInspired by StoryCorps project - recording meaningful conversationsNow applies these skills as a Windermere Summit agentHow recording everyday conversations between people shaped Posey's 15-year career approach.Moving past surface-level Family, Occupation, Recreation, Dreams to genuine engagement.Examples: "What brought you here today?" vs. "Are you looking to buy?"Listen for tone, tempo, and pace changes that signal meaningful topics.David Kow's concept: One person describes territory ahead, the other steers direction.Universal question: "What's the timeline for that?"The 6-second rule: Count to six in silence - someone will fill itPermission-based questioning: "Is it okay if I ask questions?"Deep listening helped client discover her true needs, resulting in successful purchase with $15K seller credit.The Power of Silence: Count to 6 seconds internally - clients will naturally fill pauses with meaningful information.Story-Based Listening: Listen for characters, scenes, timelines in client stories.Permission-Based Approach: Get buy-in before diving deeper creates trust."How to Talk to Anyone" by Leil LowndesStoryCorps Project (NPR)Email: posey.gruener@windermere.comInstagram: @gruenerHelp us grow: Rate, review, and share this episode! Comment with your conversation techniques. Have guest ideas? Contact Michael Fanning.Remember: The goal isn't perfection - it's authentic curiosity and listening.Be awesome, help somebody, and have a great day!
Michael Fanning is a real estate coach specializing in mindset transformation and helping real estate professionals scale their businesses through strategic systems and delegation. Michael teaches "The Windmere Way" class and provides coaching to help agents transition from working harder to working smarter.This transformative episode dives deep into identifying High Income Producing Activities (HIPAs) and mastering the art of strategic delegation for real estate professionals. Michael explores the critical mindset shift from "I have to do everything" to "I choose to do what only I can do."[00:00 - 02:30] Introduction & Core ConceptWelcome and episode overviewThe mindset shift: Working smarter, not harderIntroduction to High Income Producing Activities (HIPAs)[02:30 - 08:00] Defining High Income Producing ActivitiesWhat activities actually generate revenue in real estateLead generation activities (prospecting, networking, sphere of influence)Client-facing activities (consultations, negotiations, showings)Business development and strategic partnershipsWhat's NOT on the HIPA list (administrative tasks, graphic design, etc.)[08:00 - 18:00] The Four-Phase Delegation Process ModelPhase 1: The Doer (0-10 transactions/year)Phase 2: The Strategic Delegator (10-25 transactions/year)Phase 3: The Team Builder (25-50 transactions/year)Phase 4: The Business Owner (50+ transactions/year)[18:00 - 25:00] Practical Implementation StrategyStep 1: Time audit exerciseStep 2: Calculate your target hourly rateStep 3: Start small and strategicStep 4: Create systems firstStep 5: Measure and adjust[25:00 - 32:00] Finding and Hiring Your First AssistantTypes of administrative help (Virtual assistants, local assistants, specialized services)Where to find qualified candidatesWhat to look for in candidatesProven hiring process and tips[32:00 - 37:00] Overcoming Delegation ResistanceCommon objections and mindset barriers"Nobody can do it as well as I can"Cost concerns and opportunity cost analysisFear of losing controlTime investment in training[37:00 - 40:00] Recommended Reading & ClosingBook recommendations for continued growthFinal thoughts on working smarterCall to action and contact informationTarget Goal: Spend 70% of your time on high income producing activitiesDelegation Rule: If someone else can do it for less than your target hourly rate, delegate itStart Small: Begin with one delegation decision and build from thereSystems First: Create clear processes before delegatingMindset Shift: Move from operator to orchestratorEssential Books Mentioned:Deep Work by Cal NewportThe E-Myth Revisited by Michael GerberTraction by Gino WickmanAtomic Habits by James ClearWho Not How by Dan SullivanThe Four Hour Work Week by Tim FerrissGood to Great by Jim CollinsThe Hard Thing About Hard Things by Ben HorowitzCRM Systems: Chime, CloseVirtual Assistant Platforms: Belay, Time Etc, OnlineJobs.phReal Estate VA Services: MyOutDesk, VirDeskProject Management: AsanaCommunication: SlackTraining Tool: Loom (for creating SOPs with screen recording)Job Boards: ZipRecruiter, Upwork, LinkedInReady to take your real estate business to the next level?Coaching Services AvailableWebsite: windmercoaching.comLearn about "The Windmere Way" classIndividual coaching for mindset and goal achievementComplete a one-week time audit of your activitiesCalculate your target hourly rateIdentify one task to delegate this weekChoose one recommended book to read this monthBe awesome and help somebody!If this episode helped you think differently about delegation and working smarter, please rate and review. Share with an agent who needs to hear this message - sometimes the person who needs it most is just one share away.Episode OverviewShow Segments & TimestampsKey TakeawaysRecommended Reading ListTools & Resources MentionedContact InformationEpisode Challenge
Michael Fanning - Your host and coach, specializing in mindset and achieving goals through the Windermere Coaching Minute. Michael helps individuals transform setbacks into comebacks through proven frameworks and introspective coaching.Contact: fanning@windermere.comDiscover why your biggest setbacks aren't roadblocks but redirections, and learn the three-step framework to fail forward in business and life.[0:00-2:30] Opening & Core QuestionKey Phrase: "Failure doesn't happen TO you, it happens FOR you"What separates those who give up vs. those who use failure as fuelReal estate market challenges as opportunities for growth[2:30-5:45] The Truth About FailureKey Phrase: "Failure isn't a verdict, it's intelligence"Personal stories of business ventures, investments, and relationship setbacksConnection to David Bayer's "A Changed Mind" philosophyExternal reality reflects internal reality[5:45-9:15] Three Purposes of FailureCourse Correction - Life recalculating your route (GPS analogy)Revealing Subconscious Programming - Exposing limiting beliefsExpanding Your Identity - Building who you want to become[9:15-15:30] The Failing Forward FrameworkStep 1: Extract Intelligence (48-hour rule)What did this teach me about myself?What did this teach me about my approach?What subconscious beliefs does this reveal?Step 2: Shift Internal StateKey Phrase: "You cannot solve a problem from the same level of consciousness that created it"Embodying new identity before seeing resultsReference to Dr. David Hawkins' "Letting Go"Step 3: Take Aligned ActionActing from new identity, not old patternsKey Phrase: "What would the version of me who already has this success do right now?"[15:30-18:45] Why Setbacks HappenViktor Frankl quote: "Choose one's attitude in any given circumstances"Purpose may include developing empathy, removing from wrong situations, revealing strengthsOperating from belief there's always a reason[18:45-21:00] Your Action StepsApply framework to current setbackExtract intelligence and identify programmingDefine who you need to becomeTake aligned action from new identity[21:00-22:30] Closing & Key TakeawaysReframe failure as intelligence and redirectionUse three-step framework consistentlyKey Phrase: "Your comeback is always one decision away"Motto: "Be awesome and help somebody"David Bayer - "A Changed Mind" methodologyViktor Frankl - Holocaust survivor and psychiatristDr. David Hawkins - "Letting Go"Michael FanningEmail: fanning@windermere.comPodcast: Windermere Coaching MinuteFollow the show for more insights on mindset coaching and goal achievement.🏆 Windermere Coaching is recognized as one of the Top 100 Coaching Podcasts!Learn more: https://www.millionpodcasts.com/agent-podcasts/
Windermere Coaching Minute podcast episode featuring Michael Fanning's conversation with Garrett Fry and Matt Bonelli.Host: Michael FanningGuests: Garrett Fry and Matt Bonelli, real estate coaches and hosts of the Life at 10 Tenths podcastIn this episode, Michael Fanning speaks with real estate coaches Garrett Fry and Matt Bonelli about navigating the changing real estate landscape. They discuss strategies for staying focused amid distractions, the power of time blocking, adapting to market shifts, and how to maintain confidence when communicating with clients.Distractions often come from the top down in real estate officesMany agents (40%) have never had price reduction conversations with sellersImportance of focusing on process rather than market noiseThe power of weekly planning sessions for productivityHow structured schedules create freedom rather than constraintTreating real estate as a business with intentional time managementThe importance of scheduling both work activities and personal timeBuilding stronger relationships through effective communicationBeing a trusted advisor to clients during confusing market timesThe value of role-playing difficult conversationsWhy confidence and competence are essential in today's marketRising inventory and sales happening simultaneouslyThe misconception that interest rates are preventing all transactions40% of homes owned free and clear, with only 30% in the low interest rate categoryThe importance of a positive mindset rather than a scarcity mentality"Super Communicators" by Charles Duhigg"The Almanac of Naval Ravikant" compiled by Eric Jorgenson"The Next Conversation" by Jefferson FisherGarrett Fry has been in real estate since 2003-2004, following in his father's footsteps who owned a 250-agent office. Matt Bonelli entered the industry in 2012 and quickly moved into management. Together, they host the Life at 10 Tenths podcast and coaching program, which focuses on helping agents live at "the pinnacle of their ability and purpose."Website: lifeat10tenths.comEmail: matt@lifeat10tenths.com and garrett@lifeat10tenths.comInstagram: Matthew J Bonelli, @lifeattententhsFacebook: Garrett Fry ReddingWindermere Coaching Minute Podcast: Navigating Today's Real Estate MarketEpisode SummaryKey Topics Discussed:Current Market DistractionsTime Blocking & Schedule ManagementCommunication & ConfidenceCurrent Market OpportunitiesBook RecommendationsAbout the GuestsContact Information
In this episode of Windermere Coaching Minute, host Michael Fanning welcomes real estate veteran Erik Zimmerman to discuss navigating changing real estate markets, maintaining productivity, and finding opportunities in challenging times.Erik Zimmerman brings 36 years of real estate experience to the conversation. Based in Cincinnati, he previously hung his license with Comey and Shepherd and has a background as a ninja instructor and coach.The return to "normal" market conditions with 45-60 day market timesHow 40% of agents have never experienced interest rates over 4% or asked for price reductionsStrategies for staying productive and focused during market changesThe importance of mindset and focusing on what you can controlTime blocking and accountability techniques for consistent successFinding opportunities in any market conditionBalancing lead generation activities with long-term relationship buildingPractical tips for staying motivated during market shiftsErik emphasizes that real estate success requires commitment to proven systems regardless of market conditions. He uses the analogy of marathon training - you sign up for both the finish line feeling and the early morning training runs.Michael and Erik discuss how agents can shift their thinking from catastrophizing problems to focusing on action steps and opportunities. They share strategies for maintaining accountability and consistent performance."We're in an instant mashed potato society... I want the money, I wanna go to closings, but I don't wanna run stadiums in the middle of the night." - Erik Zimmerman"Discipline is a choice between what we want now and what we want most." - Erik Zimmerman"When somebody's in marital therapy, the first call is not to the realtor... It's our job to be connected with them, to be focused on the relationship." - Erik ZimmermanErik recommends "Die with Zero" which encourages having experiences with your money and health now rather than saving for events you may never experience.Erik Zimmerman: Email at ez@erik-zimmerman.comMichael Fanning: fannie@windermere.comIf you enjoyed this episode, please give us a thumbs up, rating, and share with others. Send topic ideas to Michael Fanning directly at fanning@windermere.com.
Host: Michael FanningIn this episode of Windermere Coaching Minute, Michael Fanning explores how real estate agents can use AI tools like Claude and ChatGPT to enhance client relationships and streamline communication. He explains how these tools can help agents craft client-centric communications that build trust, demonstrate empathy, and position them as lifelong advisors rather than transaction facilitators.The quality of AI output depends entirely on the clarity and specificity of promptsClaude is highlighted for its ability to understand nuances and generate warm, human-sounding languageEffective prompts should specify your goal, desired tone, and center the client's experienceAI can help tailor communication to different personality types (analytical, relationship-focused, decisive, methodical)These tools should enhance human connection, not replace itFor Buyer Consultations:"Create a warm conversational buyer consultation guide that helps me understand my clients' home ownership dreams and life goals first, before discussing budgets or neighborhoods. Include thoughtful questions that show I care about their long-term happiness, not just the transaction."For Competitive Offer Situations:"Draft a supportive email template that walks first-time home buyers through the offer process with empathy and clarity. Help me explain complex market dynamics in a way that builds their confidence and reduces anxiety while positioning me as their advocate, rather than somebody pushing for a quick decision."For Seller Home Preparations:"Create a compassionate home preparation guide that acknowledges the emotional process of letting go of a family home. Include ways to frame improvement suggestions as investments in their successful transition rather than criticizing their beloved space."For Past Client Nurture Campaigns:"Create a value-first nurture campaign for past clients that focuses on being a consistent resource rather than asking for referrals. Include genuine check-in messages, helpful homeowner tips, and community information that positions me as their trusted real estate advisor for life."For Testimonial Requests:"Write a heartfelt message requesting feedback from recent clients that expresses genuine appreciation for trusting me with their real estate journey. Include general prompt questions that invite them to share their authentic experience while making it clear their relationship matters more than the review."Be specific about your audienceRequest a tone that matches your personal brandAlways review and personalize the AI outputExperiment with different prompts for the same taskSave your best prompts for future useAI tools like Claude aren't about automating human connection but enhancing it. They free up time and mental energy to focus on building genuine relationships with clients. The future of real estate belongs to agents who blend the efficiencies of technology with human empathy and expertise.
Understanding Title & Escrow Services with Nicole HardingHost: Michael Fanning, Windermere CoachGuest: Nicole Harding, Director of Sales for CW Title and Escrow (22 years of experience)In this episode, Michael Fanning interviews Nicole Harding, Director of Sales for CW Title and Escrow, who shares valuable insights about title and escrow services, what makes CW Title unique, and how real estate agents can leverage these services to enhance client relationships.What title insurance and escrow services actually entailCW Title's local focus and multiple underwriter advantagesTools and resources available to agents (farming tools, buyer books)How agents can leverage title services to appear more professionalCommon issues in today's title and escrow marketWays agents can improve their communication with title companiesTitle insurance is "a history search of the property" that ensures boundary lines and markersEscrow officers are neutral third parties who manage the closing processCW Title offers multiple underwriters to help with challenging title claimsFree title and escrow classes are available to brokersThe company provides useful online fee estimators for both buyers and sellersCW Title website: cwtitle.comFarming tools, including "likely listing tool" and neighborhood spotlight analysisBuyer book resource that includes closing documents and property informationNicole Harding: nharding@cwtitle.comMichael Fanning: fanning@windermere.comT"Be awesome and help somebody."
Balance Between Personal & Brokerage Branding with Stevi FanningHost: Erin Wright, Windermere coach with marketing and advertising backgroundGuest: Stevi Fanning, marketing strategist and real estate powerhouse with 13 years of industry experience, owner of Building Boise Real Estate, and Windermere coachIn this episode, marketing expert Stevi Fanning shares her insights on effectively balancing personal branding with brokerage branding for real estate professionals.The 80/20 Rule: 80% brokerage branding, 20% personal branding for marketing materials, especially signageBrand Partnership Approach: Use your personal brand to communicate unique value while leveraging your brokerage's established credibilityValue Proposition Development: Find the intersection of your genuine skills, market needs, and personal passionsBrand Evolution Timeline: Expect 12+ months for brand saturation and recognition in your marketBrand Success Indicators:Finding Your Niche: Stevi specialized in new construction after extensive market research with builders and buyersVisual Consistency: Maintain consistent colors, fonts, and messaging across all platformsContent Strategy: Be laser-focused on creating content for your niche rather than general real estate contentBrand Refresh Timeline: Minor refreshes every 2 years (photos, layouts), major overhauls only every 5-7 yearsStarting Your Brand: Research before design, embrace your brokerage's brand equity while developing your personal value propositionWe're entering the "authenticity economy" where personal authenticity combined with institutional credibility matters mostFocus on human-digital integration - using technology to amplify human experience, not replace itStevi Fanning: Email at stevifanning@gmail.comWindermere Coaching: Email fanning@windermere.com for show inquiries or to suggest topicsThe Windermere Coaching Minute invites listeners to like, subscribe, share, and leave reviews to help others find these valuable resources.Key Takeaways:Practical Advice:Future of Real Estate Branding:Contact Information:
Windermere Coaching Minute with Michael Fanning: Host Michael Fanning dives into a topic that often raises eyebrows in the real estate industry: what real estate agents actually make and why those who offer full service at consistent rates are worth every penny to sellers and buyers.The Reality of Agent Compensation: Breaking down the financial reality of being a real estate agent, including upfront costs (marketing, staging, transaction costs) that can range from $6,000-8,000 before factoring in time and riskValue of Expertise: How professional agents provide market expertise, negotiation prowess, and risk management that typically results in 5-7% higher sale prices compared to discount brokersHidden Costs of Discount Brokers: The three ways discount agents make up for reduced commissions:Volume over quality approachReduced marketing investmentUnbundled services with à la carte chargesPre-Listing Consultations: The growing trend of formalized consulting relationships before listing, where agents provide professional guidance on improvements, timing, and market positioningPerformance Metrics That Matter:List-to-sell ratios (98-102% for full-service agents vs. 93-96% for discount brokers)Average days on market (14-30 days vs. 45-90 days)Closing success rates (90-95% vs. 75-85%)On-time closing rates (85-90% vs. 65-75%)Real Examples: Case studies showing how sellers who initially chose discount brokers ultimately achieved better results after switching to full-service agentsFor more information about Windermere Coaching or to suggest topics for future episodes, reach out directly to Michael Fanning at fanning@windermere.com. If you enjoyed this episode, please share it and leave a rating.* Data from NAR and Trendgraphix.The statistics and figures we're sharing today come from a combination of industry reports and real estate professional insights, including:National Association of REALTORS® annual market reports and member surveysMultiple Listing Service (MLS) performance data from various regional marketsReal estate brokerage internal performance studies and transaction analyticsIndustry publications such as Inman News, RISMedia, and Real Estate Business magazinesMarket analysis from major real estate platforms like Zillow, Realtor.com, and othersProfessional real estate coaching organizations and their client outcome studiesIt's important to note that real estate markets vary significantly by location, price point, and market conditions. The figures we discuss represent general industry trends and averages - your local market may show different patterns. Always consult with local real estate professionals for market-specific data.
Host: Michael FanningIn this episode of the Windermere Coaching Minute, Michael Fanning discusses the five primary factors that determine why some people live the life they desire while others don't. Drawing insights from David Bayer's book "The Changed Mind: Rewire Your Brain and Re-engineer Your Reality," Michael explores how our early childhood programming creates beliefs that shape our entire reality.Beliefs - Fundamental assumptions about reality formed between ages 1-9Thoughts - Mental content arising from underlying beliefsFeelings - Emotional responses triggered by thoughtsActions - Behaviors and choices based on feelings and thoughtsResults - Outcomes that manifest in your life from your actionsPrimal State: Reactive, survival-oriented mode driven by fear and scarcityPower State: Creative, possibility-oriented mode driven by purpose and abundanceMichael walks through a presentation scenario demonstrating how the same situation can produce entirely different outcomes depending on whether you operate from a primal or power state.Identify your pattern in one area you want to improvePractice state awareness three times dailyTransform one limiting belief into an empowering alternativeApply your new understanding to a specific upcoming situationConduct daily check-ins about your operating beliefsDavid Bayer's book: "The Changed Mind: Rewire Your Brain and Re-engineer Your Reality"Find additional resources at changedmind.comEpisode 14 of David Bayer's podcast: "Get ahead of your limiting beliefs before they materialize"Decision Matrix tool available on the Changed Mind websiteEmail: fanning@windermere.comCoaching services available through WindermereSubscribe to the coaching newsletter for more resources"Be awesome and help somebody. Make it a great day."Key Concepts Covered:The Five Primary Factors:Primal State vs. Power State:Practical Application:Homework for Listeners:Resources Mentioned:Connect with Michael:Michael's Sign-off: