The Windermere Coaching Minute Success Strategies Unpacked

Michael Fanning "Windermere Coaching "
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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. 6D AGO

    Season 13 Episode#8. Hyper-Local Farming with Scott Steadman

    Michael Fanning sits down with Scott Steadman, broker of the Draper, Utah office, to discuss sustainable growth through hyper-local farming, community engagement, and consistent direct mail strategies that build lasting client relationships. Scott Steadman has been in real estate since 2011 (15 years) and serves as broker for Windermere's Draper office in Salt Lake City. He farms approximately 1,700 homes in his community and sent nearly 20,000 pieces of direct mail last year. Creating deeper connections by focusing on a specific communityBuilding relationships beyond transactions being a neighbor first, agent secondThe importance of living in or deeply connecting with your farm areaLack of consistency: Giving up too quickly; wanting instant gratificationNo strategic plan: Missing a clear budget, timeframe, and business planIrrelevant content: Sending generic materials instead of market-specific messagingScott sent 20,000+ pieces last year because it works: Builds consistency and familiarity over timeCreates trust through repeated visibilityGenerates expectations from clients about your marketing systemActual Examples from Scott: Virtual pizza party during COVID (100+ pizzas delivered)"Poo Party" dog park cleanupNeighborhood trail cleanupCreating a Little Free Library (current project)Working directly with HOA on community initiativesDirect Mail: Systematic, relevant content on a consistent scheduleDigital/Social: Facebook groups, Nextdoor, email campaigns with community newsFace-to-Face: HOA involvement, neighborhood events, being visible in the communityBuy back your time: Hire for tasks you shouldn't be doingDelegate effectively: Lean on company resources and administrative supportFocus on fundamentals: Consistency over intensity wins every timeScott credits Ninja Selling and the Windermere Way for providing a framework that works in any market. Key principle: Hold people capable, not accountable while building their skillset through repetition and improvement. Stack your wins: Start small attend a coaching call, implement one action item, then build from there. Small wins compound into massive results. "Consistency over intensity wins every time"Be a neighbor first, real estate agent secondPeople remember how you made them feelYou can't do everything delegate what you're not good atThe more you show up for your community, the more they'll show up for youSocial Media: @ScottSteadmanUtah Book: Ninja SellingBook: Buy Back Your Time by Dan MartellWindermere Path Calls: Every Thursday at 10am PTListing Leads "Five Mile Famous" campaign (upcoming)Windermere Coaching: Visit windermecoaching.com to learn more about coaching opportunities. "Be awesome and help somebody."

    41 min

  2. FEB 16

    Season 13 | Episode #7. Week 4 Turning 28 Days of AI Into a Lifetime of Results

    THE WINDERMERE COACHING MINUTE Hosted by: Michael Fanning, SVP and Windermere CoachSeries: 28-Day AI Challenge Week 4: Systems & Business Growth EPISODE OVERVIEW Week four wraps up the 28-Day AI Challenge by transforming everything learned into sustainable, repeatable systems. Anchored in James Clear's Atomic Habits, this episode walks through seven actionable days from building AI workflows and scorecards to crafting your professional story and defining your personal AI operating principles. GOLDEN RULE REMINDER Never input confidential client information into AI. No names, addresses, or financial data. Build systems that protect privacy while maximizing efficiency. DAILY BREAKDOWN Day 22 Create an AI Workflow for a Repetitive TaskTurn time-consuming tasks like monthly market updates into a repeatable 7-step workflow. Reduce friction so the right behaviors happen consistently. What used to take hours becomes a 30-minute system. Day 23 Analyze Your Lead GenerationFeed AI your lead gen activities and results from the past six months. Let it identify patterns objectively. What gets measured gets managed double down on what converts and refine what doesn't. Day 24 Build a 100-Point Weekly ScorecardDesign a scorecard totaling 100 points that includes both business and life activities. Weight the areas that matter most to you. Score yourself every Friday 80+ is an excellent week. Day 25 Create a 90-Day Business PlanStructure three months of high-leverage activities: Month 1 for database activation, Month 2 for pipeline building, and Month 3 for conversion systems. Use implementation intentions to follow through 2–3x more effectively. Day 26 – Prepare for Common ObjectionsUse AI to craft confident, value-driven responses to the five objections you hear most. Build mental habit stacks: when you hear X, you respond with Y. Practice builds competency. Day 27 Craft Your Professional StoryArticulate who you are, why you do this, and what makes you different. Lead with identity and purpose, not transactions. Your background is your differentiator. Day 28 Define Your AI Operating Principles & Top 3 Use CasesTake ownership of how AI fits in your business. Set your boundaries, identify your highest-value use cases, and commit to a framework you'll use going forward. KEY TAKEAWAY "You do not rise to the level of your goals. You fall to the level of your systems." James Clear Small changes don't add up they compound. Getting 1% better each day makes you 37 times better in a year. These 28 days were about building habits that serve you for the next 28 years. YOUR CHALLENGE • Pick your top 3 AI use cases and build them into your weekly routine• Use your scorecard every Friday• Stack AI habits with existing habits and improve 1% each week• Stay curious and look for opportunities This complimentary training comes from our belief in abundance.Be awesome. Help somebody. Make it a great day.Contact: fanning@windermere.com

    24 min

  3. FEB 9

    Season 13 Episode #6. Week 3: AI as Your Strategic Business Partner | 28-Day AI Challenge

    Host: Stevi Fanning, Windermere Real Estate Stevi Fanning brings extensive experience in real estate coaching and strategic business development to the Windermere Coaching Minute. As a trusted voice in the industry, Stevie helps real estate professionals build sustainable, scalable businesses through practical strategies and mindset shifts that drive real results. Welcome to Week 3 of our 28-Day AI Challenge! This week marks a crucial shift AI transitions from being a writing assistant to becoming your strategic business partner. Before diving in, remember Dan Sullivan's "Gap and Gain" principle: Don't measure yourself against an ideal (the gap). Instead, celebrate how far you've come (the gain). Ask yourself: "What can I do now that I couldn't do three weeks ago?" Golden Rule Reminder: Never input confidential client information into AI no names, addresses, or financial details. Client trust always comes first. Strategic thinking separates professionals who are merely busy from those building sustainable, scalable businesses. This week focuses on: Explaining markets more clearlyStrengthening marketing strategyTurning data into client-ready talking pointsAdding value beyond the transactionSharpening what makes you uniqueDay 15 - Market InterpretationLearn to translate market data into meaningful client dialogue. Clients need you to connect the dots, not recite statistics. Upload local market stats and prompt: "Help me explain this data to nervous buyers in a calm, clear way." Day 16 - Marketing Strategy ChallengeHave AI play devil's advocate with your marketing plan. Most agents have marketing activity, not strategy. Ask: "What am I missing? Am I targeting the right audience? Measuring ROI?" Day 17 - Client-Ready Talking PointsTransform market snapshots into compelling conversations. Prompt: "Turn these numbers into three talking points for sellers that create urgency without fear." This becomes your expertise in action. Day 18 - Post-Closing ValueBuild relationships, not just transactions. Brainstorm ways to add value after closing: quarterly equity check-ins, maintenance guides, tax documentation support. Pick one strategy and master it. Day 19 - Your Unique PositioningArticulate what makes you different. Upload your buyer/seller guides and ask: "Help me describe what makes working with me different in a way that feels confident and professional." Day 20 - Strategic Content CreationCreate content that builds trust, not noise. Develop 60-second market updates that position you as the calm, knowledgeable expert clients need during uncertain times. Day 21 - ReflectionAssess your progress: Has my thinking changed? What's clearer? What's faster? What can I do now that I couldn't before? This is your gain. AI doesn't replace your expertise it amplifies it. Agents who thrive communicate better, interpret markets effectively, and build trust beyond transactions. This week, you're learning to do exactly that. Now go implement one thing you learned today. Your business and clients will be better for it. Stevi Fanning, Windermere Coaching Minute

    20 min

  4. FEB 2

    Season 13 Episode #5. Week 2 of the 28-Day AI Challenge Relationships & Communication with Michael Fanning

    Welcome back to the Windermere Coaching Minute! This week, we're diving into Week 2 of our AI Challenge series, focusing on the heart of real estate: relationships and communication. Golden Rule Reminder: Never input confidential client information into AI - no names, addresses, or financial details. Day 8 - Draft Communication TemplatesCreate scripts for common conversations like price improvements, expired listings, and market updates. Example: Build a framework for discussing price adjustments that's empathetic yet data-driven, turning difficult conversations into strategy sessions. Day 9 - 90-Day Relationship Nurturing PlanDesign systematic touchpoint strategies for different database segments. Integrate AI planning with your tools: Cloze CRM for automation, Cloze Ghostwriter for email sequences, Express Docs for handwritten notes, and Maxa for social media. AI designs the strategy; your tools execute it while maintaining your authentic voice. Day 10 - Navigate Challenging Client SituationsUse AI as a judgment-free thinking partner for difficult conversations. Practice boundary-setting, reframe frustrations, and develop language that maintains relationships while addressing tough issues. Day 11 - Role Play Listing PresentationsLet AI act as a skeptical seller to practice objection handling. Work through commission questions, marketing plan challenges, and experience inquiries - all available 24/7 with no judgment. Day 12 - Identify Success PatternsAnalyze your best client relationships to understand what makes them successful. Discover your sweet spot and where to focus your energy for replicable results. Day 13 - Transaction Stage TemplatesCreate text/email templates for every transaction milestone: offer accepted, inspection scheduled, appraisal ordered, clear to close. Stay consistent without starting from scratch each time. Day 14 - Reflect & IntegrateEvaluate which tools saved you time and improved client conversations. Understand how AI, your CRM, and personal touch work together to create a systematic relationship engine. As James Clear says, "We don't rise to the level of our goals, but we fall to the level of our systems." AI helps you be more thoughtful, organized, and consistent - but YOU bring the authenticity and build the trust. What AI Should Help With: Communication templates, relationship strategies, conversation practice, follow-up systems, CRM campaign design What AI Should NOT Replace: Genuine personal connection, professional judgment, actual client data handling Commit to 10-15 minutes daily. Stay curious, look for opportunities, and remember: AI handles structure, your tools handle execution, so you can focus on building authentic, lasting relationships. Connect: Email fanning@windermere.com to be featured on our podcast. Rate, review, and share if you find value! Be awesome, help somebody, and make it a great day!

    17 min

  5. JAN 27

    Season 13 Episode #4. Week 1 of the 28-Day AI Micro Learning Challenge with Michael Fanning

    The Windermere Coaching Minute: Episode Overview Michael Fanning breaks down Week 1 of the AI Micro Learning Challenge, explaining why each daily exercise works and how real estate professionals can immediately apply AI tools to their business all while maintaining client confidentiality and professional judgment. Never input confidential client information into AI. No names, addresses, financial details, or private data. AI is a powerful tool, not a secure vault. Day 1: Market Trend ConversationsUse AI as a thinking partner to translate economist data (like Jeff Tucker's insights) into client-ready talking points. You bring the expertise; AI helps frame the conversation. Day 2: Simplify Complex ConceptsAsk AI to explain topics like 1031 exchanges in simple, memorable terms. AI excels at creating frameworks and analogies you verify accuracy for your market. Day 3: Creative Top-of-Mind StrategiesBrainstorm 10 ways to stay connected without being salesy. From restaurant guides to shred days, AI helps you see opportunities where you might see obstacles. Day 4: Writing Style AnalysisLet AI analyze your voice and help you create content that sounds authentically like you more efficiently. It amplifies your voice, doesn't replace it. Day 5: Reconnection FrameworksGenerate personalized conversation starters for past clients without using any confidential information. AI provides the framework; you add the personal touch. Day 6: Activity OrganizationTransform business development chaos into trackable categories. Perfect for implementing your Foundation 9 activities and winning your weeks. Day 7: Reflection & ApplicationReview what worked, what saved time, and what helped you think differently. You're the craftsman AI is just the tool. Full CMA or pricing analysis without your professional expertiseAnything involving confidential client dataReplacing your professional judgmentDirect client-facing valuations or predictionsWeek 1 isn't about becoming an AI expert it's about gaining a 24/7 thinking partner that helps you draft, brainstorm, organize, and strategize so you can focus on what only you can do: building authentic relationships and providing expert guidance. Ready to start? Grab ChatGPT, Claude, or your AI of choice. Commit to 10-15 minutes daily. Stay curious, look for opportunities, and work smarter, not harder. Want to be on our podcast? Reach out to Michael at fanning@windermere.com Be awesome, help somebody, and make it a great day! The Golden RuleWeek 1 Daily Exercises (10-15 minutes each)What AI Should NOT Be Used ForThe Real Value

    13 min

  6. JAN 12

    Season 13 Episode #3. The Purple Cow Effect: How Top Agents Generate Consistent Business Without Constant Hustle.

    Hosts: Michael Fanning & Stevi Fanning Stop the exhausting rollercoaster of feast-or-famine transactions. This episode breaks down the five non-negotiable systems that separate top-performing agents from hobbyists creating a business where clients come to you instead of constantly chasing the next deal. 1. Show Up Consistently - Run Your Business Like a Business Set and communicate specific business hoursBlock non-negotiable time for lead generation and client servicesRemember: Discipline equals freedomYour clients need to count on you like any professional service2. Be the Trusted Advisor, Not Just an Agent Guide people through life-changing decisions, not just transactionsProvide perspective beyond opening doors and writing contractsPlay the long game talk clients out of wrong dealsAsk yourself: Would someone call me for advice even if they weren't buying or selling right now?3. Provide Valuable Market-Driven Data Consistently Share insights proactively, not reactivelyImplement the 36-touch system: 3 times per month per householdBudget $3-5 per household per monthMix digital and physical mailBalance "head and heart" data insights with helpful, emotional contentBe the "Purple Cow" remarkable and worth talking aboutBuild parasocial relationships through consistent value delivery4. Be Genuine and Build Deeper Relationships People can smell fake from a mile awayRemember personal details kids' names, life events, concernsGo beyond hospitality with unexpected, genuine careKeep a relationship journal in your CRMBusiness becomes a byproduct of authentic friendship5. Create Remarkable Standard Operating Procedures Systems create consistency; consistency creates reputationGoing above and beyond should be standard, not randomExamples: comprehensive moving guides, first-night home baskets, quarterly check-ins 2+ years post-closingMake your SOP your "purple cow" momentClose: Relationship management and automationExpress Docs & Maxa: Integrated digital and physical marketingHome Update Newsletter: Professional quarterly touchpointTrend Graphics: Stunning market data reports from your MLSPresent Perfect: Professional CMAs and property presentationsWindermere Ready Loans: Creative financing solutionsWindermere Education: 24/7 CE creditsJeff Tucker: On-staff economist providing market insightsBuilding evergreen business isn't about the next marketing tactic it's about being the agent people trust, value, and want to refer. When you combine consistency, expertise, authenticity, and remarkable service, clients start coming to you. Pick ONE area to improve this week. Small, consistent improvements compound into massive results. Want to be featured on the podcast or have topic ideas? Reach out directly to Michael and Stevi. Be awesome and help somebody!

    35 min

  7. JAN 8

    Season 13, Episode #2: "Stop Negotiating Like It's 2021: Your Survival Guide for the 2026 Market Shift"

    The Windermere Coaching Minute: Win-Win Negotiations for 2026's Shifting Market Episode Overview In this episode, Michael Fanning tackles the negotiation skills real estate agents need to thrive in 2026's balanced market. Moving away from the speed-focused tactics of hot markets, Michael breaks down why patience, creativity, and problem-solving are becoming your most valuable tools. The 2026 Market Reality Home sales picking up slightly from generational lowsInventory climbing to pre-pandemic levels as early as spring 2026Prices remaining roughly flat with more negotiating power for buyersLonger days on market requiring different skill setsThe Chef AnalogyMichael compares market conditions to cooking styles: hot markets are like running a food truck (speed and efficiency), while balanced markets are like fine dining (patience, precision, and creativity). The best agents master both. Four Principles of Win-Win Negotiation Separate people from the problem - Be hard on the issue, soft on the peopleFocus on interests, not positions - Dig deeper than what someone says they want to understand why they want itInvent options for mutual gain - Get creative with solutions that satisfy both partiesUse objective criteria - Base decisions on market data and industry standards, not pressureMichael shares a story of bridging a $15,000 gap by uncovering true interests: the seller needed to avoid double mortgage payments, while the buyer had cash and flexibility. The solution? Meeting closer to the seller's price in exchange for a 21-day close - both parties won. Your power comes from having options. Before any negotiation, ask: If this falls apart, what happens next?What's your Plan B?What's their backup plan?Strong backup plans give you confidence to hold firm. Weak backup plans require more flexibility and creative problem-solving. Not listening activelyMaking it personalFocusing only on positions, not interestsAssuming instead of askingNegotiating while emotional"What's most important to you?""Help me understand...""Are you open to a suggestion?"These phrases show curiosity and respect while keeping relationships intact. Pick one principle to apply in your next negotiationPractice one question from the win-win language listStop assuming - gather information about intangibles, not just priceUse AI as a role-play partner to practice scenarios and build confidenceRemember: one transaction equals one commission, but one raving client equals decades of referrals. Clients won't remember if you saved them $3,000 or $5,000 - they'll remember how you made them feel throughout the process. Host: Michael Fanning, Senior Vice President and Co-Owner of Windermere Coaching Key Quote: "Your true value as an agent shows up in difficulty. Your skill, your knowledge, your problem solving ability - these are what separate you from average agents." Resources Mentioned: Getting to Yes by Fisher and UryJeff Tucker's 2026 Market ForecastBe awesome and help somebody. Make it a great day.

    27 min

  8. 12/18/2025

    Season 13 Episode #1 Achieving Big Dreams and Goals with D-Lisa West

    THE WINDERMERE COACHING MINUTE Episode: Achieving Big Dreams and Goals with D-Lisa West EPISODE SUMMARY Join host Michael as he welcomes D-Lisa West, The Dream Doula, for an inspiring conversation about turning audacious dreams into reality. D-Lisa brings a unique perspective to goal achievement, having transitioned from a 35-year career as a real estate broker to become a certified life coach specializing in dreams and intuition. This power-packed episode explores the science and spirituality of goal setting, the critical role of visualization, and why setting bigger goals actually makes them easier to achieve. D-Lisa shares practical strategies for overcoming limiting beliefs, the transformative power of forgiveness, and how to harness your intuition in everyday decision-making. Whether you're planning for the year ahead or looking to breakthrough to your next level, this episode delivers actionable insights on creating a goal-achieving mindset, the importance of self-talk, and why acting "as if" you've already achieved your dreams can accelerate your results. KEY TOPICS COVERED • Transitioning from unfulfilling work to purpose-driven coaching• Leveraging dreams and intuition for personal and professional growth• End-of-year planning and audacious goal setting• Overcoming fear and limiting beliefs that hold you back• The neuroscience behind visualization and affirmations• Why commitment matters more than motivation• The power of mastermind groups for accountability and support• Forgiveness as a catalyst for personal development• Practical daily practices for goal achievement EPISODE TIMELINE 00:00 Introduction and Guest Welcome00:53 D-Lisa's Journey from Real Estate to Life Coaching01:34 The Power of Dreams and Intuition02:13 Intuition in Everyday Life04:57 End of Year Planning and Goal Setting06:08 Overcoming Fear and Limiting Beliefs11:39 The Importance of Big Goals and Dreams17:31 Commitment and Visualization21:57 The Role of Mastermind Groups23:41 The Importance of Big Goals and Dreams24:02 Creativity and Goal Setting25:04 Facing Judgment and Embracing Publicity25:54 The Role of Different Perspectives26:36 The Power of Visualization and Affirmations27:35 Connecting Dreams with Goals29:37 Writing Down Goals and Daily Reminders31:12 Acting As If and the Science Behind It39:27 Spiritual Laws and Manifestation40:08 Forgiveness and Personal Growth42:43 Conclusion and Final Thoughts CONNECT WITH D-LISA WEST - THE DREAM DOULA Instagram: @dlisadreamdoula Interested in life coaching focused on achieving your biggest dreams? Reach out to D-Lisa to learn more about her coaching services and mastermind groups. ABOUT THE WINDERMERE COACHING MINUTE Practical insights and inspiration for real estate professionals and anyone committed to personal growth and business excellence.

    48 min
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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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