The Windermere Coaching Minute Success Strategies Unpacked

Michael Fanning "Windermere Coaching "
  • 5.0 (17)
  • Business
  • Updated Biweekly

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. 3d ago

    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

  2. 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

  3. Jul 20

    Season 13 Episode#19. Scarcity or Gratitude: What You Do After You Lose the Client

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:When a client chooses another agent, there are only two ways to respond: scarcity or gratitude. Michael opens with the story of an agent who finds out at a block party that her client listed with someone else, and traces how one bad phone call the next day cost her the relationship for good. From there, he unpacks the psychology behind why losing a client feels like a personal betrayal, and lays out a simple two-step system a card and a follow-up email that lets you leave the relationship better than you found it and keeps the door open for referrals down the road. WHAT YOU'LL LEARN: Recognize the difference between a scarcity response and a gratitude response when you lose a clientExplain why loss aversion, the endowment effect, and self-serving bias make blame feel automatic in the momentSend a handwritten card within a day or two with no ask attached, just genuine warmthFollow up a week or two later with a short, non-defensive email asking one honest questionAvoid the phone call that turns a lost client into a lost referral source, and understand why explaining yourself hands over the power in the conversationTreat every client who chooses someone else as a free diagnostic on your own blind spots, not a personal betrayalRESOURCES & RECOMMENDATIONS:Your Next Conversation Jefferson Fisher CONNECT:windermerecoaching.comSubmit a topic: fanning@windermere.com

  4. Jul 13

    Season 13 Episode #18. The $60 Million Trust Builder Most Agents Never Mention

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast. EPISODE SUMMARY:The Windermere Foundation has raised over $60 million since 1989, and most agents never say a word about it to clients. Michael breaks down how to turn that fact into a genuine trust-builder instead of a marketing line, backed by research on why civic-minded businesses earn more client admiration, plus the four mistakes agents make and a crawl-walk-run plan to fix them. WHAT YOU'LL LEARN: Explain how the Windermere Foundation works and what it actually funds in your communityUse the two-touch pattern to introduce the Foundation early and reinforce it later without sounding like a pitchApply the warmth-and-competence research to understand why civic-minded agents earn more client trustAvoid the four mistakes agents make when it comes to talking about the FoundationStart using the crawl-walk-run framework to build this into your next listing or buyer consultationRESOURCES & RECOMMENDATIONS:Windermere Foundation windermere.com/foundation (2025 Community Impact Report, donor list, funding application)Stereotype Content Model research Susan Fiske, Princeton University CONNECT:windermerecoaching.com Submit a topic: fanning@windermere.com

  5. Jul 6

    Season 13 Episode #17. Why Your Clients Deserve the Hard Conversation, Not the Easy One

    HOST: Michael Fanning, SVP & Co-Owner, Windermere Coaching. Host of the Windermere Coaching Minute podcast.EPISODE SUMMARY:Two agents, two transactions, same root problem: both saw the truth clearly and chose silence instead. A seller priced 60 grand over market with a dated kitchen and an unrealistic timeline. A buyer whose wish list didn't match their budget. Neither agent said the hard thing early, so both paid for it later in price reductions, blown deadlines, and lost trust. Michael breaks down the research on why avoidance isn't a character flaw it's the brain protecting a relationship it values and getting the strategy wrong and lays out a five-part system for making the hard conversation automatic instead of optional.WHAT YOU'LL LEARN:• Set the expectation for honesty with every client in the first conversation, before there's anything difficult to say• Have the price conversation in plain language before you ever present the CMA, not buried inside the data• Frame the 85-to-90% concept in your first buyer consultation so no house has to be perfect to be right• Use Chris Voss's accusation audit to name the hard truth yourself before the client has to discover it• Hold clients capable of hearing reality instead of underestimating what they can handle• Build a fixed system for hard conversations so they don't depend on how brave you feel that dayRESOURCES & RECOMMENDATIONS:Never Split the Difference Chris VossSuggestology Georgi LozanovResearch referenced: Yale Brain Function Laboratory and Penn State studies on conversational avoidanceCONNECT:windermerecoaching.comSubmit a topic: Fanning@windermere.com

  6. Jun 22

    Season 13 Episode #16 STOP HIDING YOUR EXPERTISE: Why Video Is Your Most Powerful Tool for Building Trusted Relationships

    Windermere Coaching Minute with Michael Fanning About Your Host Michael Fanning is Senior Vice President and co-owner of Windermere Coaching with nearly three decades of experience coaching real estate agents through every kind of market. A mindset-first leader, Michael believes in holding people capable and that your knowledge is complimentary, not free. Episode Summary What if your next client already trusted you before they ever picked up the phone? That's not a fantasy that's what consistent social media video builds. In this episode, Michael breaks down why video is the single biggest untapped opportunity for real estate agents today and how to actually start without a ring light, a production crew, or a perfect script. What You'll Learn The psychology of parasocial relationships why they create the same trust in the brain as real friendships and what that means for your businessWhy raw, slightly imperfect video consistently outperforms polished, produced contentThe AI + Captions app workflow that takes a video from idea to posted in 35 minutesThe Crawl → Walk → Run framework for building the habit without burning outWhy even top-referral agents with strong spheres can't afford to ignore social mediaHow to handle every objection "I'm not good on camera," "I don't know what to talk about," "nobody will watch"Key Takeaway "The agents who build something lasting are not the most talented or the most polished. They're the most consistent." Action Steps Open your notes app and write down one topic you already know well that's your first videoDownload the Captions app (free to start) your production studio in your pocketWant the full 6-month Social Media Video Playbook? Email Michael at fanning@windermere.com subject line: PlaybookReady for one-on-one coaching? Visit windermerecoaching.com for a complimentary callBe awesome and help somebody. Make it a great day.

  7. Jun 2

    Season 13 Episode #15. Agents Who Thrive in Any Market Do These 5 Things

    "A Market Shift Is Not an Income Shift" Hosted by Michael Fanning, SVP & Co-Owner, Windermere Coaching FAQ: What You'll Learn in This Episode Q: Is it normal for my income to drop when the market shifts? It's common but it's not inevitable. The market has always ebbed and flowed. What separates thriving agents from struggling ones isn't market conditions, it's whether they changed with the market or simply reacted to it. Your income reflects your activity and your relationships. The market is just the environment you're working in. Q: Does a shifting market mean business stops? No it means the type of business changes. A hot market rewards listing leverage and speed. A shifting market rewards negotiation skill and seller education. A slow market rewards relationship depth and database consistency. Great agents develop all three toolkits and know when to deploy each one. Q: What are the five attributes of agents who protect their income in any market? They protect their daily routine morning intention, market research, property views, handwritten notes, and relationship interactions. Your routine is your income insurance policy. They work their database with intention ABCD segmentation, a living warm list based on life events, and a consistent 36-interaction annual system using Homebot, Close, direct mail, and personal outreach. They remember their tactics and adapt their language seller pricing conversations, buyer consultation frameworks, creative financing options, and the magic questions: What's most important to you? What would make this work? They time block their week and win it on purpose structured days for prospecting, market research, path calls, and a weekly Sunday planning session. You can't win 45 of 52 weeks if you don't plan all 52. They stay relational and generous when others pull back checking in with no agenda, sending notes, sharing market updates, asking FORD questions, and staying visible when the market goes quiet. Q: What does "Complimentary, Not Free" mean here? Your time, expertise, and relationships all have real value. Showing up generously in a slow market isn't charity it's a long-term investment with a high return. The agents who go quiet lose the relationship. The agents who stay visible own the next market. Q: What's the one thing I should do this week? Pick one attribute from this episode. Protect your morning routine. Call five A's. Dust off your buyer consultation language. Write two notes a day. Do it this week, then do it again next week. That's how better happens one good decision repeated consistently. Q: How do I connect or share a topic idea? Reach out directly: fanning@windermere.com If this episode resonated, please share it, leave a rating, and let us know what topics you'd like to go deeper on. Be awesome, help somebody, and make it a great day.

  8. May 20

    Season 13 Episode #14 Questions Agents Are Afraid to Ask Their Coach (Extended Episode)

    Windermere Coaching Minute HostMichael Fanning, Senior Vice President and Co-Owner of Windermere Coaching. Episode OverviewIn this extended episode, Michael goes deep on the 10 questions coaches hear most from agents not surface answers, but the real coaching conversation. If something in your business feels stuck, one of these is likely why. Plus a bonus question every agent needs to hear right now. Questions Covered I know what I should be doing why can't I make myself do it?How do I stay consistent when the market gets slow?I have a big database but don't know how to work it. Where do I start?How do I talk to sellers about price without damaging the relationship?I feel like I'm working all the time but not getting results. What's wrong?How do I ask for referrals without feeling pushy?I'm great at getting listings, but buyers are a struggle. How do I get better?I have a hard time following up. I don't want to bother people.How do I get my mindset right when things aren't going well?Is coaching really worth it? What should I expect?⭐ BONUS: Other agents are cutting their compensation to compete. How do I keep mine?Key Takeaways The gap between knowing and doing is an identity problem, not a willpower problem. When the identity shifts, the behavior follows.Your system creates consistency not the market. Build it during the good times.A big database is just a list. Sort your A's, B's, C's, and D's then work to move people up the ladder.You don't set the price. The market does. Your job is to analyze and advise.Separate income-producing activities from income-adjacent ones and protect your highest-value hours.The best referrals don't come from asking. They come from creating an experience worth talking about.80% of clients will pay your full fee based on the value you demonstrate. Stop building your business around the 15% who won't.Compensation is not a price. It's a reflection of value. Own it.Resources Mentioned Books The Mountain Is You — Brianna WiestAtomic Habits — James ClearThe 12 Week Year — Brian MoranThe Go-Giver — Bob BurgNever Split the Difference — Chris VossGetting to Yes — Fisher & UryGetting Referrals Without Asking — Stacey Brown-RandallThe Purple Cow — Seth GodinNinja Selling — Larry KendallDeep Work — Cal NewportBuy Back Your Time — Dan MartellCan't Hurt Me — David GogginsMindset — Carol S. DweckDon't Believe Everything You Think — Joseph NguyenUnreasonable Hospitality — Will GuidaraTools & Resources Close CRM — database and follow-up trackingHomebot — AVM tool for staying connected with your databaseWindermere Coaching Path Calls every Thursday, 10 AM PSTWindermere Coaching Morning Warm-Up seriesConnect With Windermere Coachingwindermerecoaching.com Be awesome, help someone, and have a great day.

See All (165)

5
out of 5
17 Ratings

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.

Information

You Might Also Like