Windermere Ask A Coach, Real Talk, Real Results

Michael Fanning "Windermere Coaching"
  • 5.0 (9)
  • Business
  • Updated Monthly

Transform your real estate career and reclaim your life with "Windermere Ask A Coach." Industry veterans reveal the systems, mindsets, and strategies that create exceptional results with less stress. Stop grinding 24/7! Our coaches share battle-tested approaches to generate consistent leads, close more deals, and build wealth while maintaining work-life harmony. Each episode delivers immediately applicable tactics from top-producing agents who've mastered the art of working smarter, not harder. Ready to build a thriving business that serves your life instead of consuming it?

  1. Jun 29

    Season 9 Episode #12 House Rich, Cash Poor: The Retirement Mortgage Solution Most Agents Miss

    EPISODE TITLE: House Rich, Cash Poor: The Retirement Mortgage Solution Most Agents Miss SEASON/EPISODE: S9 E12 HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Ask a Coach podcast. GUEST: Tane Cabe, Retirement Mortgage Specialist and founder of tanecabe.com. Tane has been in the mortgage industry since 1993, specializing in reverse mortgages since 2004, and works exclusively with the 55-plus demographic on leveraging home equity as part of their retirement plan. EPISODE SUMMARY:Most agents are sitting across from 55-plus clients who are house rich and cash poor and have no idea there's a third option beyond paying cash or taking a traditional mortgage. Tane Cabe walks through how the retirement mortgage works, how to introduce it without losing credibility, and why agents who know this tool consistently win listings that others don't even compete for. WHAT YOU'LL LEARN:• Explain what a HECM for Purchase is in plain language without sounding like a mortgage expert• Identify 55-plus clients who could buy more home and keep more cash using a retirement mortgage• Introduce the retirement mortgage in a listing consultation without triggering the reverse mortgage stigma• Recognize the situations where this tool is not the right fit• Connect clients to a specialist and position yourself as the agent who brings options others don't RESOURCES & RECOMMENDATIONS:• Tane Cabe's book on HECM for Purchase free at tanecabe.com (physical copies available on request; skip • tanecabe.com book a 20-minute call with Tane through the Chat link in the main menu• Keeping Current Matters (keepingcurrentmatters.com) historical home appreciation data back to 1990• CFPB (consumerfinance.gov) reverse mortgage reports exist; Tane notes they are not always accurate or practical for real-world use• Mutual of Omaha and Long Bridge cited as top reverse mortgage lenders in the country• Tane's equity visualization tool pie charts and bar graphs showing equity position over time; available to agents who connect with him directly CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

  2. Jun 4

    Season 9 Episode #11. You Know Your Stuff But Do You Sound Like It?

    Windermere Ask a Coach | "How You Sound Is How You Sell" About the HostMichael Fanning is SVP and Co-Owner of Windermere Coaching with 29 years in the Windermere ecosystem and a background as a former Master Ninja Selling Instructor. Episode OverviewTwo agents. Same experience. Same presentation. Completely different results. The difference isn't what they said it's how they said it. Michael breaks down the five vocal habits quietly costing agents listings and delivers a practical five-step game plan for building real vocal confidence. FAQ Q: Why does articulation matter more than my script?Your words are only 7% of how your message is received. Tone of voice accounts for 38%. The preparation most agents spend 90% of their time on drives only 7% of the impression they make. Articulation training closes the gap between what you intend to communicate and what your client actually receives. Q: What is upspeak and why does it hurt me?Upspeak is when your voice rises at the end of a statement, turning declarations into questions. It signals a request for approval rather than confidence. Leaders speak in periods, not question marks when your voice comes down, it registers as conviction. Q: How do I stop using filler words?When you feel an "um," "like," or "basically" coming, close your mouth, breathe, and let there be one second of silence. To the listener, that pause reads as thoughtfulness and confidence not hesitation. Q: What is hedging language?Stacking qualifiers like "maybe," "might," "potentially," and "I think" strips all authority from your recommendation. Compare: "I'm not sure, but the market might potentially suggest a more aggressive price" versus "Based on what the market is showing us, I'm recommending we come in at a price that positions you to move. Here's why." Same information. Completely different authority. Q: What's the fix for speaking too fast?Slow down at key moments. In drumming there's a concept called playing in the pocket not rushing, not dragging, sitting right in the groove. That's what your clients need from you. Find your pocket. Q: What does "trailing off" cost me?The end of your sentence is where your recommendation lands. When your energy drops on the last few words, the meaning disappears. Your last word should carry the same conviction as your first. Q: What's the five-step game plan? Record yourself doing a two-minute value proposition listen for confidence, not contentReplace every filler word with one second of silencePractice ending sentences with full energy all the way to the last wordVary your pace slow down on the most important words, speed up for enthusiasmMatch your tone to your message energy for good news, steady and grounded for difficult conversationsReach out at fanning@windermere.com. Share this episode if it resonated.Be awesome, help somebody, and make it a great day.

  3. May 14

    Season 9 Episode #10. The 5% Gap: Wire the Mind, Work the System

    Ask a Coach | Wire the Mind, Work the SystemWindermere Coaching Podcast About the Host Michael Fanning is Senior Vice President and Co-Owner of Windermere Coaching, with 29 years in the Windermere ecosystem. Episode Overview Michael delivers his full 90-minute "Wire the Mind, Work the System" framework mindset, language, scripts, and systems in one power-packed episode. FAQ Q: What does the data say about where real estate business actually comes from?82% of transactions come from repeat clients and referrals, and 66% of sellers chose their agent through a referral or past relationship. Meanwhile, 71% of licensed agents closed zero transactions last year not because the market disappeared, but because they had no system keeping them visible. Q: What is the scarcity vs. abundance mindset and why does it matter?Scarcity sounds like: taking bad-fit clients, discounting your value, letting fear run your week. Abundance sounds like: setting standards, serving from strength, and trusting that consistent action creates consistent results. The mountain isn't in front of you it's the conversation you're having with yourself. Q: How does language affect clients before you even finish a sentence?Research shows one negative word activates the brain's threat center before the meaning is even processed. Retire words like "deal," "commission," "just," and "I'll try." Replace them with "transaction," "compensation," "investment," and "here is what I will do." Q: What is a pre-interview call and why should I be doing one? Before any buyer or seller consultation, call the client for 10 minutes to gauge motivation, expectations, cooperation, and communication style. Ask buyers to rate their readiness on a 1–10 scale. Ask sellers why they're selling and what number they have in mind. You never walk into a consultation cold. Q: What is the Power Shift and when do I use it?Before a buyer signs a buyer broker agreement or before reviewing pricing with a seller you present three outcomes: they hire you, they decide you're not the right fit, or you determine you can't meet their expectations. Option three is the one most agents never say and it's the most trust-building statement you can make. Q: How should I structure my database?Segment into A (advocates), B (believers), C (connected), and D (develop or delete). A high-octane database is rich in As and Bs who receive consistent monthly or more frequent interactions. Know your count in each tier right now. Q: What is Autoflow and how does it keep me top of mind?Autoflow delivers three interactions per month typically two physical mail pieces and one digital touchpoint such as a Homebot AVM report or MarketPulse update. Physical plus digital creates top-of-mind awareness, not just top-of-feed visibility. Q: How should I think about using AI in my business?Three uses: practice partner (role-play client scenarios, get coached afterward), time saver (paste consult notes, generate follow-up emails), and problem solver (describe a difficult situation, model client fears, test your approach). One rule never changes never input client names, financials, or transaction-specific data into any AI tool. Q: What are the weekly non-negotiables I should protect?A morning routine, a set show-up time, daily Cloze CRM review, two handwritten notes per day, weekly database interactions, two real estate reviews per week, and a Sunday planning session. Aim for 75% consistency across 45 weeks perfection kills momentum. Resources Windermere Path Call Thursdays, 10 AM PacificWindermere U windermerecoaching.comOne-on-one coaching inquiries: fanning@windermere.comIf this episode sparked something, share it with someone who needs to hear it. Be awesome, help someone, and have a great day.

  4. Apr 27

    Season 9. Episode #9. The Referral Equation, It's Never Just the Transaction

    Ask A Coach with Michael FanningWindermere Coaching Most agents believe referrals come from doing a great job on a transaction. And that's part of it. But the research tells a different story and in this episode, Michael Fanning breaks down the full picture of what actually drives referral business and what separates agents who grow consistently from those stuck in the feast-and-famine cycle. What We Cover The science behind why people refer including Robert Cialdini's reciprocity principle, Harvard's Effort Effect research, and a Forrester Research finding that 72% of referrals originate from the relationship after the transaction closes. Why referral business is not a reward for a good transaction it's the dividend of a professional relationship built intentionally over time. The difference between having a system and having a style and why systems are what produce consistent referrals regardless of market conditions. Your buyer communication standard: weekly contact through the active transaction, then a structured conversion at close three days, thirty days, ninety days into your monthly client flow calendar. Your seller communication standard: weekly updates through the listing, even when things are quiet, and the same post-close conversion into your ongoing flow. Plus why the language of how we talk about pricing matters. The 45 out of 52 framework what it actually means. This is your annual marketing rhythm for your entire client base. Not active transaction communication that's a separate lane. This is about winning 45 weeks of the calendar year with a smart combination of value-add outreach: market updates, Homebot, personal touches, video, community content. Design your mix. Own your weeks. Why the word "past" in "past clients" is costing you referrals and the mindset shift that changes everything. The transaction closed. The relationship didn't. How communication quality not just systems is your real competitive advantage. Your clients don't refer your CRM. They refer how you made them feel. Resources Mentioned Influence by Robert CialdiniCloze CRM — for pipeline tracking and client communicationHomebot — AVM tool for delivering ongoing home value updates to your clientsWindermere Coaching Path Calls — Buyer Consultation, Seller System, Beyond the Transaction, Pre-Listing Interview Windermere U for path call content and resources. Work With Windermere Coachingwindermercoaching.com If this episode gave you something useful share it with a colleague. We believe in abundance, not scarcity. The more great agents there are, the better it is for everyone we serve. fanning@windermere.com

  5. Apr 1

    Season 9 Episode #8. The Words That Win: How Language Shapes Trust, Decisions, and Your Career

    The Words That Win: How Language Shapes Trust, Decisions, and Your CareerWhy what you say and what you say to yourself determines everything in real estate. YOUR HOST Michael Fanning is SVP and Co-Owner of Windermere Coaching. EPISODE OVERVIEW In this episode, Michael dives into one of the most underestimated skills in real estate: the intentional use of language. Drawing on neuroscience, behavioral economics, and nearly three decades of coaching experience, he breaks down why words aren't just communication tools they're neurological triggers, trust builders, and mindset shapers. THE SCIENCE BEHIND THE WORDS Dr. Andrew Newberg & Mark Waldman A single word can activate the amygdala (the brain's fear center). Positive words activate the prefrontal cortex the region responsible for reasoning, motivation, and forward planning. Carol Dweck Language around effort and ability directly shapes what people believe is possible. Fixed mindset language closes doors. Growth mindset language opens them. Paul Zak Stories, empathy, and acknowledgment language stimulate oxytocin the trust chemical. Pressure and jargon suppress it. In a business built on trust, this isn't soft science. It's the whole game. Jonah Lehrer Fear language hijacks the emotional brain and leads to reactive decisions. Safety and clarity language helps clients think clearly and that's the language of a trusted advisor. KEY LANGUAGE SHIFTS Words to retire: deal, fee, commission, "to be honest with you," "you can't afford to wait," "the market is crazy," "just" Language that builds trust: "Here's what I've seen work in situations like yours""Let me show you what the data tells us then we can decide together"Language that holds clients capable: "You're asking exactly the right questions let's work through this together""What's most important to you in this outcome? Let's anchor on that"On compensation: "My compensation reflects the full scope of what I do for you the strategy, the negotiation, the market expertise, and everything between today and closing. You're not just getting someone to open doors. You're getting someone fully invested in your outcome." YOUR 7 TAKEAWAYS Words are neurological. Choose them intentionally.Lose the phrases that undermine trust.Stop saying deal. You're guiding people through one of the biggest moments of their lives.You're not a closer. You're a guide.Hold clients capable.Commission becomes compensation. Fee becomes investment.Start inside. Your outer language is only as strong as your inner language.BOOKS & RESOURCES Words Can Change Your Brain Andrew Newberg & Mark WaldmanMindset Carol S. DweckHow We Decide Jonah LehrerResearch: Paul Zak on oxytocin and trust, Claremont Graduate UniversityIf you know someone who needs to hear this, please share. Be awesome, help someone, and have a great day.

  6. Mar 2

    Season 9 Episode #7. "List Like a Product Manager: The K2 Group's Science of Selling Homes"

    WINDERMERE ASK A COACHSeason 9, Episode 7 "List Like a Product Manager: The K2 Group's Science of a Great Listing Process" HOSTMichael Fanning SVP & Co-Owner, Windermere Coaching GUESTSKarishma Kiri (kah-RISH-mah KEE-ree) & Dhilip Gopalakrishnan (DHEE-lip go-PAH-lah-KRISH-nan)The K2 Group | Yarrow Bay Office, Kirkland, WA | Former Microsoft leaders | Top 1% in production | 90%+ listing conversion rate EPISODE OVERVIEWKarishma and Dhilip bring a combined 24+ years of Microsoft product management experience to real estate. They've built one of the most systematized listing practices in the Pacific Northwest by asking: what if we treated every home sale like a product launch? KEY TOPICS The 3 Pillars: Skillset, Toolset & MindsetSkillset and toolset are table stakes accessible to everyone. Mindset is the multiplier, and it determines which skills and tools you pursue in the first place. The Hollywood Movie Launch AnalogyA movie's opening weekend decides blockbuster or flop. Listings work the same way. Days on market kill your leverage the first 3–5 days are everything. Cross every T before you go live. Removing Friction Points• Informational missing inspections, HOA docs, title reports• Experiential lockbox problems, odors, undefined rooms• Cost unknown repair estimates that spook buyersTarget: zero friction by launch day. Preemptive Objection HandlingBefore spending a dime, visualize the home through buyers' eyes. Identify objections early before listing, not after. Delivering Hard Truths"The moment you decide to sell, it's a product and the calculator decides." Acknowledge emotion first, then establish the shift. Channel the market; don't critique the home. The Buyer's Agent as Channel PartnerNot an adversary a distributor. K2 provides a full buyer package: home book, inspection, HOA docs, offer guidance, all in a shared Google Doc. Ease of working with you = buyer confidence = stronger offers. Shifting Cost to ValueAsk sellers: "If the buyer covers their broker fee, what happens to your price?" They get it immediately. Stop being a cost center. Be a value generator. ONE THING TO DO TOMORROW• Karishma: Tell sellers their home is now a product. Acknowledge the memories then make the shift together.• Dhilip: Reframe every commission conversation around value, not cost. Raise their expectations of you. "We don't rise to the level of success we fall to the level of our systems." Michael Fanning Windermere Coaching | Michael Fanning | fanning@windermere.com"Be awesome and help somebody."

  7. Feb 2

    Season 9 Episode #6. "Coaches See What AI Can't: Your Blind Spots, Your Potential, Your Excuses"

    Windermere Ask a Coach Podcast: Show Notes Host: Michael Fanning AI can provide instant answers and tactical advice, but true breakthrough happens in relationship with someone who sees your blind spots, challenges your thinking, and holds you capable of more than you currently believe possible. This episode explores why every Olympic champion has a coach and why you might need one too. Why more knowledge doesn't automatically create changeWhat happens between where you are and where you want to beWhy Olympic athletes with world-class skills still need coachesDoubt: "I'm not sure I can do this. Maybe I'm not cut out for this level." Delay: "I'll start when I have more time. I need to learn more first." Division: Seeing another agent's success as proof you can't, rather than evidence you can. How confirmation bias proves what you already believeActivities vs. excuses: getting brutally honestWhat successful agents are doing that you're notThe narratives that keep you safe but stuckWhy successful agents still burn outBuilding smarter, not just grinding harderCreating sustainable systems for longevityWhy there's never a "perfect time" to implement what you knowWhen facing any decision, four outcomes exist: Quadrant 1: Take action → Success (growth, progress)Quadrant 2: Take action → Learning (experience, data)Quadrant 3: Don't take action → Lucky (things work out anyway)Quadrant 4: Don't take action → Stuck (nothing changes) The Math: Taking action means you either succeed or learn. Not taking action means you're either lucky or guaranteed to stay stuck. Which of the Three D's are you experiencing?What story are you telling yourself that's keeping you stuck?Are you being honest about your activities versus your excuses?If you did the same activities as successful agents consistently and professionally would your business grow?Are you building for the long game or surviving the short game?Do you need more information or different thinking?"Information is everywhere. Transformation happens in relationship." "The person you dream about becoming doesn't live in your comfort zone." "If you want to argue in favor of your excuses, you get to keep your excuses." "AI pleases you. A coach transforms you." AI is powerful for research and tactical questions. But transformation requires relationship with someone who cares enough to challenge your stories and hold you capable even when you can't see it yourself. Every Olympic gold medalist has a coach not because they lack knowledge, but because true potential is unlocked with someone who sees what you can't see about yourself. Contact: fanning@windermere.com | Podcast: Windermere Ask a Coach Be awesome, help somebody, make it a great day.

  8. Jan 26

    Season 9 Episode#5. Mastering Win-Win Negotiations in 2026's Shifting Market

    SHOW NOTES: Episode Overview The real estate market of 2026 demands sophisticated negotiation skills as inventory rises and days on market climb. This episode explores proven strategies from "Getting to Yes" by Fisher and Ury, providing practical tools for creating win-win outcomes in every transaction. Key Market Insights 30-year mortgage rates hit 6.06% on January 9th lowest in nearly 3 yearsActive listings approaching pre-pandemic levels (just under 1 million vs. 1 million in 2019)Home price appreciation slowed to 1.5% year-over-yearEconomy lost 56,000 jobs in Q4 2025, signaling market normalizationThe Trust Opportunity 88% of buyers use real estate agents; 91% would recommend them85% of sellers use agents; 87% would recommend them61% of business comes from referrals and repeat clientsBUT only 18% of buyers use the same agent again revealing a massive 69-point gap between satisfaction and retentionThe Four Principles of Win-Win Negotiation Separate People from Problem Be hard on issues, soft on peopleExample: "We've got a challenge with inspection items. Let's figure out how to address concerns while respecting everyone's position."Focus on Interests, Not Positions Ask WHY behind the WHATQuestions: "What's most important to you?" "Tell me more about that."Invent Options for Mutual Gain Brainstorm creative solutionsExample: "What if the seller provides a credit instead of repairs?"Insist on Objective Criteria Use market data, comps, fair standards not emotionsAvoid "in my opinion"; use "based on comparable sales, here's what the market shows"Game-Changing Language "What's most important to you?""Help me understand...""Let me see what we can do""What if we could...?""Are you open to a suggestion?""Would it be helpful if...?"Six Deadly Negotiation Mistakes Not listening talking over instead of asking questionsMaking it personal getting defensive or attackingFocusing only on your client's positionAssuming you know what they wantNegotiating while emotionalNegotiating via text/email (the biggest mistake)The Phone Call Advantage 50% of email negotiations end in impasseFace-to-face communication is 34x more effective than email93% of communication is non-verbal (tone, expressions, body language)Only 6% of agents choose phone calls, yet they're the most powerful toolThe Volume Advantage Average agents: 5 transactions/year = negotiation practice every 2-3 monthsHigh-volume agents: 37+ transactions/year = weekly practice opportunitiesSolution: Practice with AI to build competencyAI Practice StrategyUse ChatGPT or Claude to role-play scenarios: Emotionally attached sellers resisting price adjustmentsBuyers whose friends contradict your adviceRecovery from client missteps during showingsPrompt example: "You are a homeowner who believes your house is worth more than comps indicate. I am your listing agent. Engage naturally, no narration." Mindset Principles See abundance, not scarcityHold people capable, not accountablePlay the long game create raving fans, not just closed transactionsAction Steps Pick ONE principle to implement this weekPractice phone calls instead of texts for negotiationsUse AI to practice challenging scenariosFocus on relationship-building over single transactionsResources Book: "Getting to Yes" by Fisher and UryWeekly coaching: Windermere Path Calls (Thursdays, 10 AM)Podcast: "The Windermere Coaching Minute"Remember: Businesses that implement beat businesses that just understand. Your expertise creates value now is your time to demonstrate it.

    Season 9 Episode#5. Mastering Win-Win Negotiations in 2026's Shifting Market
See All (111)

5
out of 5
9 Ratings

About

Transform your real estate career and reclaim your life with "Windermere Ask A Coach." Industry veterans reveal the systems, mindsets, and strategies that create exceptional results with less stress. Stop grinding 24/7! Our coaches share battle-tested approaches to generate consistent leads, close more deals, and build wealth while maintaining work-life harmony. Each episode delivers immediately applicable tactics from top-producing agents who've mastered the art of working smarter, not harder. Ready to build a thriving business that serves your life instead of consuming it?

Information

You Might Also Like