Blog


29

Mar 2017

UNBELIEVABLE

A Floyd Wickman blog by Mike Pallin, Floyd Wickman Team, LLC One of the most common questions people ask real estate agents is, “How’s the market?” When you get that question, how do you answer? A speaker I heard many years ago advised us to always answer that question with, “Unbelievable!” He said, because that covers it both ways. With the appropriate voice inflection and...

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14

Mar 2017

YOU’RE NOT MISSING ANYTHING

A Floyd Wickman blog by Mike Pallin, Floyd Wickman Team, LLC Just back from a 3 day listing presentation workshop with some of our best students, some new friends, and many long-time followers of The Wickman Method. We were there to sharpen our listing presentation skills, learn how to knock out our competition and better serve our clients. Why would salespeople who are already Wickman...

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08

Feb 2017

My #1 Goal

A Floyd Wickman blog by Mike Pallin, President of The Floyd Wickman Team, LLC Some of the things Floyd taught us about going on listing appointments: Look sharp. We don’t dress up to impress anyone. We dress up as a sign of self-respect, and respect for our clients. What do you take with you on a listing appointment? Two things. The first thing you take...

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01

Feb 2017

Shave And A Haircut, Two Bits

A Floyd Wickman blog, by Mike Pallin, President of The Floyd Wickman Team, LLC Growing up, I went to a barber shop for a haircut once a month. Three chairs, no waiting. That was back when I actually had a lot of hair. Nowadays, I visit a salon by appointment once a month, and a young lady ‘styles’ what’s left. I recently asked her how...

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25

Jan 2017

Strengths and Weaknesses

By Mike Pallin, Floyd Wickman Team LLC “Take your losses short and fast, and compound your gains energetically.” –Wall Street wisdom That’s great advice from investors on Wall Street. Some things pay off and others do not. You win some and you lose some. Notice that there are two strategic parts to the advice. First, be willing to get out of a loser quickly. Second,...

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19

Jan 2017

The One Thing That Will Grow Your Income From $60,000 to $100,000 A Year

By Mike Pallin, President of The Floyd Wickman Team, LLC On the first R Squared Coaching call of the year, John shared his goal, and then asked, “What’s the #1 most important thing I can do to increase my income from $60,000 last year to $100,000 this year?” I said, “We can find that answer, John, but we have to do a deep-dive into your...

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23

Nov 2016

Rules of Thumb for Showing Houses

A Floyd Wickman blog by Mike Pallin Let’s pretend that you are brand new to real estate. Just licensed, still wet behind the ears, and new to commission sales. You do know how to find the office, program a GPS app on your smartphone, open up a tablet and show people how to sign a purchase agreement, and that’s about it. You stop in the...

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15

Nov 2016

So You’ve Hired A New Training Director

A Floyd Wickman Blog by Mike Pallin Congratulations, your company must be prospering! I could stop right there and the whole point would be made, but let’s not assume anything. I say congratulations because for many companies training became a luxury. In times of austerity, belt-tightening and budget crunching, the training department is usually the first casualty. It should be the last thing a company...

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01

Nov 2016

The Ultimate Referral

A Floyd Wickman Blog by Mike Pallin When a play or musical opens on Broadway, when do the cast, crew, writer, producer, director, backers and audience find out if the production is going to close after one performance, or enjoy a long and profitable run? They all find out when the reviews come out. It’s a New York theater tradition to go out for breakfast...

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25

Oct 2016

Repetition

A Floyd Wickman Blog by Mike Pallin “Repetition is the mother of skill.” The most common feedback we get from our students as they progress through our training programs is that they gain new-found confidence from knowing what to say and how to say it. When a salesperson masters the art of dialogue selling, something magical happens. Close ratios improve dramatically. Hesitations, stalls, conditions and...

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