The Windermere Coaching Minute Success Strategies Unpacked

Michael Fanning "Windermere Coaching "

The Windermere Coaching Minute podcast empowers real estate professionals with actionable insights. Each episode showcases exceptional brokers who exemplify Windermere's core values and commitment to client service excellence. Hosted by industry veterans, the podcast explores resilience strategies, market expertise, and relationship-building techniques that help brokers thrive even during challenging market conditions. From negotiation tactics to personal branding, each episode delivers practical wisdom that can be implemented immediately to elevate your life and business.

  1. 1d ago

    Season 14 Episode #8. Above the Buyer Pool: Why Marketing Can't Move an Overpriced Listing

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:Syndication puts a new listing in front of every buyer within minutes, so when a seller asks for more marketing, the real conversation is about price and condition. Michael explains why sold comps from 2 or 3 months ago are a rearview mirror, how a seller's filtered lens differs from a buyer's, and a short conversation to have before the marketing plan comes out. He also covers a review checkpoint that makes a price adjustment a scheduled decision, and where marketing still earns its place. WHAT YOU'LL LEARN:• Answer "What does your marketing look like?" briefly, then connect it to the seller's 2 decisions: price and condition• Price against what is in front of buyers today, treating sold as a lagging indicator, active as the competition, and pending as what buyers are choosing• Read a market report for its current-date view, and say so when the numbers are small• Read the market's feedback (few showings, showings with no offers, low offers) and offer sellers a second lens: the buyer's• Set a review date and agenda at the consultation so a price adjustment is a scheduled decision, not a failure RESOURCES & RECOMMENDATIONS:The Windermere Way Seller System, Windermere. Home of the simple conversation that goes ahead of the marketing plan.Trend Graphix Facts and Trends report, Trend Graphix. The real neighborhood market example, built from Northwest MLS data.Homebot. Named as an AVM, not a CMA. CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

  2. Oct 19

    Season 14 Episode #7. Mission Impossible Transactions: Why We Take the Listing We Shouldn’t

    HOST: Michael Fanning, SVP of Windermere Services and Co-Owner of Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:Most of us have signed a listing while our gut said the seller would not come down on price, would not invest in the condition, or both. This episode explains why price and condition have to match what the market will pay, what the psychology behind seller pushback looks like, and how a seller system and the Pre-Listing Interview surface the red flags before the consultation. You will leave with ten red flags, the words to respond to each one, and permission to say no. WHAT YOU’LL LEARN: Match price and condition to what the market will pay, and recognize when a seller will not move on either oneRespond to “it just needs a special buyer,” “we spent a lot on those upgrades,” and “it doesn’t bother us” with questions and data instead of argumentsAccount for what sellers have adapted to and buyers notice, like the train, the power lines, the busy road, the neighboring property, and the overflow parkingEvaluate every seller in four areas: Motivation, Expectation, Cooperation, and CommunicationFollow a seller system every time, start with the Pre-Listing Interview, and say a warm no when a listing is not the right fitRESOURCES & RECOMMENDATIONS:Windermere Way Seller System — Windermere Real EstatePre-Listing Interview — Windermere Real EstateMECC (Motivation, Expectation, Cooperation, Communication) — Windermere Coaching client evaluation filterThe endowment effect — Daniel Kahneman, Jack Knetsch, and Richard Thaler (1990)Anchoring — Amos Tversky and Daniel Kahneman (1974)Listing price and home valuation study — Gregory Northcraft and Margaret NealeLoss aversion in the Boston condo market — David Genesove and Christopher MayerPsychological reactance — Jack Brehm (1966)Scarcity and tunneling — Sendhil Mullainathan and Eldar Shafir CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

  3. Sep 28

    Season 14 Episode #6 The 45-Week Year: Why Doing Less, Consistently, Beats the Grind

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:What if your job wasn't closing transactions, but being consistent for 45 weeks a year and taking the other 7 to take care of yourself? Michael breaks down why sprints and crashes quietly cost you the next season, how to build a 70-point minimum week on the Foundational 9 that survives your worst week, and how to keep going mentally on the bad days. The research is clear: a small standard you hit every week beats a heroic one you abandon. WHAT YOU'LL LEARN:• Build a minimum week for your worst week, with 70 points as your floor and 100 as your ceiling• Recognize the hidden costs of starting and stopping, including the months-long lag between activity and closings• Use P.I.E. time to put productive and indirect productive work on the calendar first• Plan your 7 recovery weeks as an emergency reserve that keeps your plan alive• Get through bad days with if-then plans, self-compassion, and shrinking the day to one call RESOURCES & RECOMMENDATIONS:Great by Choice — Jim Collins & Morten T. Hansen (the 20-Mile March)The Progress Principle — Teresa Amabile & Steven Kramer"How Are Habits Formed" — Lally et al., European Journal of Social Psychology (2010)Emergency reserves research — Marissa Sharif & Suzanne ShuVacation and well-being research — de Bloom et al. (2010); Speth, Wendsche & Wegge (2024); Grant, Buchanan & Shockley, Journal of Applied Psychology (2025)Implementation intentions meta-analysis — Peter Gollwitzer & Paschal Sheeran (2006)"Self-Compassion Increases Self-Improvement Motivation" — Breines & Chen (2012)Coaching meta-analysis — Theeboom, Beersma & van Vianen (2014)Foundational 9 — Windermere Coaching CONNECT:windermerecoaching.comSubmit a topic: windermerecoaching.com

  4. Sep 28

    Season 14 Episode #5 The Starbucks Problem: Why You're Not Selling the Coffee

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:When a client compares your compensation to a flat-fee listing site, they're usually not wrong about the listing itself it does look the same everywhere. Michael uses a blind coffee taste test, a public defender versus a trial attorney, and an agent's own days-on-market numbers to show where the real value actually lives, on both the seller side and the buyer side of a transaction. WHAT YOU'LL LEARN: Answer the "why not just use a flat-fee site" objection without getting defensiveTreat your days on market and list-to-sale ratio as your own professional track record, not a passing market statRecognize why taking a listing priced with unrealistic expectations damages more than that one transactionName your specific value to buyers negotiating leverage, representation, guidance not just to sellersUse your brokerage's actual tools as part of a complete value proposition instead of a line item on a resource sheetRESOURCES & RECOMMENDATIONS:Windermere Ready Windermere Real EstateMoreland Insurance Windermere Real Estate insurance partnerGenerations Home Loans Windermere Real Estate mortgage partner CONNECT:windermerecoaching.comSubmit a topic: windermerecoaching.com

  5. Sep 21

    Season 14 Episode #4 Why "Price Seems Right" Is Costing You the Listing

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:When a listing gets showings but no offers, "the price seems right" is not an answer. Michael walks through a real coaching call to show agents how to read what the market is actually saying through showings, feedback, and offers, why a whole cluster of "accurately priced" listings can still sit above the real buyer pool, and how to set a seller's expectations for all three outcomes before any of them happen. WHAT YOU'LL LEARN:• Diagnose what zero showings, showings with no offers, and low offers each actually mean• Explain the buyer pool ceiling to a seller before comps quietly work against them• Set expectations for all three market scenarios at the initial consultation, before any of them happen• Read repeated buyer feedback as data instead of dismissing it as taste• Apply bridge pricing to set an original list price that captures both buyer search brackets RESOURCES & RECOMMENDATIONS:InfoSparks showing-to-pending market data referenced to benchmark a listing's activity against the local average. CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

  6. Aug 31

    Season 14 Episode #3 27 Sales, Six Rounds of Chemo, and the Scorecard That Held It Together.

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. GUEST: Jeanette Eide, Windermere Northeast, Totem Lake. Twenty-four year veteran agent whose production is up 128% and GCI up 123% year over year, built on a 95-98% repeat-and-referral business. EPISODE SUMMARY:Jeanette Eide walks through the twelve months that included a stage two breast cancer diagnosis, six rounds of chemo, two surgeries, and 27 closed sales. She breaks down the specific system a shared scorecard, an accountability partner, and daily gratitude tracking that kept her business moving when she assumed she'd have to shut it down for the rest of the year. WHAT YOU'LL LEARN:• Adapt your scorecard to a personal crisis instead of abandoning it• Use an outside accountability partner to keep activity consistent under pressure• Disclose a health challenge to clients honestly, and give them a genuine way out• Delegate the parts of the business that aren't your strength before you're forced to• Separate a scarcity mindset from an abundance mindset when a client relationship gets hard RESOURCES & RECOMMENDATIONS:Power of U Event with the Windermere coaching community where Jeanette connected with her accountability partner, Mark Carlisle. CONNECT:Reach Jeanette Eide:Cell: (206) 679-0403Office: (425) 820-5151Email: Jeanette.Eide@Windermere.comWebsite: eiderealestategroup.com windermerecoaching.comSubmit a topic: fanning@windermere.com Character count: 1,595 / 4,000 A few notes on choices: I pulled the "scarcity vs. abundance" learning point from your S14E02 conversation with Jordan since Jeanette's episode hits the same theme directly (her comment about attracting what you think about). I kept the resource list to PowerView since that's the only named tool/community actually mentioned — the scorecard itself isn't a branded resource, so I described it in the summary instead of listing it as a resource. Let me know if you want the title punchier or more understated — happy to try a few alternates.

  7. Aug 10

    Seasin 14 Episode #2. The Question That Beats Every Objection

    Host:Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.  EPISODE SUMMARY Most agents lose ground in a consultation the moment a client pushes back not because they don't know their value, but because they start justifying it. This episode breaks down the real science behind how clients size up your competencein seconds, why staying silent gets you further than explaining yourself, and how naming the possible outcomes before you even start the walk-through changes the entire tone of the meeting. WHAT YOU'LL LEARN ●   Recognize the three physicalsignals rising pace, rising pitch, unprompted explaining that mean you're starting to cave ●  Use a calibrated pause and a follow-up question instead of jumping straight to justifying your compensation ● Open every consultation, listing or buyer, by naming the three possible outcomes up front ● Respond to AI-sourced client pushback, including inaccurate information, without getting defensive ● Tell the difference between aclient who's negotiating in good faith and one who's testing you and know when to walk away CONNECT windermerecoaching.com Submit a topic: fanning@windermere.com

  8. Aug 3

    Season 14 Episode #1.The Follow-Up Gap: Where our business is lost the most.

    Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:A great consultation isn't enough if the follow-up depends on memory instead of a system. This episode breaks down the four most common gaps where agents lose clients and referrals after the conversation ends, and shows how to close each one with a repeatable trigger instead of willpower. WHAT YOU'LL LEARN: Identify the four points where deals die in the gap between conversationsBuild a same-day touch and a 48-hour value-add into every consultationTurn any future date a client gives you into a system trigger, not a mental noteLock a specific next appointment before every call ends, rather than a vague "let's talk soon"Use a CRM-based trigger system to capture follow-up moments instead of relying on memoryRESOURCES & RECOMMENDATIONS:MIT lead response time study — Dr. James Oldroyd, in partnership with InsideSales.comImplementation intentions research — Peter GollwitzerAtomic Habits — James Clear CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

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About

The Windermere Coaching Minute podcast empowers real estate professionals with actionable insights. Each episode showcases exceptional brokers who exemplify Windermere's core values and commitment to client service excellence. Hosted by industry veterans, the podcast explores resilience strategies, market expertise, and relationship-building techniques that help brokers thrive even during challenging market conditions. From negotiation tactics to personal branding, each episode delivers practical wisdom that can be implemented immediately to elevate your life and business.

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