Blog


Handling Hesitation on a Listing Appointment

05

Jul 2017

Handling Hesitation on a Listing Appointment

A Floyd Wickman Team blog by Mike Pallin A “hesitation” is what the prospect says, for whatever reason, to put off making a decision in the moment. You might call it a stall, or a condition, or an objection, or a question, or a concern, or an obstacle, or a procrastination. It’s not as important what you call it as it is what you do...

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29

Jun 2017

Don’t Confuse Them With The Facts (If You Don’t Have To)

A Floyd Wickman Team blog by Mike Pallin How much time do you spend on pricing during your listing appointment? My friend, Jay, used to do a 12 minute listing appointment. He would spend the first 10 minutes looking at the house, and absolutely charming the Sellers. The next 2 minutes he spent getting the answers to just two questions. First question he asked, “What...

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22

Jun 2017

It’s Not Easy Being Green

A Floyd Wickman Team blog by Mike Pallin SMART Week color coding is green for income-producing activities, yellow for non-income-producing activities, and pink for personal. Floyd’s color code system came about to highlight balance. Once you block and color code a SMART Week, and view it from a distance, it’s easy to spot a week that is out of balance. The ultimate would be to...

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07

Jun 2017

The Right Time To Hire An Assistant?

A Floyd Wickman Team blog by Mike Pallin Back when I had a lawn, I used to mow it myself, and I made up a lot of reasons why I didn’t hire it out. Nobody took the care with the job that I did, especially the edging. The lawn care services were too expensive. It was good exercise, and a good time to think while...

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27

Apr 2017

How Do I Keep It Going?

A Floyd Wickman Team blog by Mike Pallin It. That mysterious quality called momentum. You had it once, maybe more than once, and somehow it slipped away. You had it when you took the Floyd Wickman Program, and then it just slowly evaporated. If I have it, how do I keep it going? If I’ve lost it, how do I get it back? And once...

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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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