REFERRALS PODCAST

If you think real estate success is determined by the number of deals you close, think again! In a world obsessed with quick sales and digital metrics, what makes all the difference could be sitting right under your nose: the relationships you nurture. Too many real estate professionals continue to push cold calling and hard sales tactics, only to find themselves burnt out and disconnected. They focus on the short game - transactions - without realizing the gold mine in genuine connections. What do leading Realtors do to convert acquaintances into loyal clients? How can deepening your personal connections help you sell more homes? In this episode, I’m joined by leading lender, mortgage coach, and author, Wally Elibiary. We talk about how building meaningful relationships can reshape the traditional sales narrative in real estate. We underestimate the impact we can make and the influence we can have in our local community. Real estate is local. Be a local leader. -Michael J. Maher Three Things You’ll Learn In This Episode -Building Relationships Over the Holidays The holiday season is a great time to build lasting relationships with potential clients, so how can real estate agents take advantage of it? -Impactful Questions Open New Opportunities Inquiry opens doors to new possibilities. How can the right questions at the right time transform your interactions and lead to more opportunities in real estate? -Daily Routines Lead to Lifelong Success Consistent routines are key to managing the highs and lows of real estate. What everyday habits should you adopt to remain productive and motivated to ensure success in the real estate industry? Guest Bio Wally Elibiary is a leader in the mortgage industry, recently creating his own mortgage company Aspire Mortgage Advisors, a presence in the coaching industry, and a huge proponent of creating scalable business with a work-life balance. After being in the mortgage industry for over 20+ years, he has been through nearly everything. He has worked with some of the greatest loan officers to learn from and teach the most successful methods in his time. Wally helps finance professionals scale their businesses and focuses on gaining your most precious resource back, your time. Connect with Coach Wally on LinkedIn. Episode: 339 Title: How Good Relationships Turn into Great Referrals in Real Estate w/Wally Elibiary Host: Michael J. Maher

Michael J. Maher unveils the key to a productive and focused day: The Four Clarifying Questions. Join Michael as he delves into part of his daily morning ritual, where he asks himself four crucial questions to set the tone for success. By identifying top priorities, assessing client relationships, and pinpointing areas for improvement, Michael ensures that each day is purposeful and effective. Plus, as a special bonus for listeners, Michael shares a downloadable resource featuring these essential questions. Tune in to discover how to kickstart your day with clarity and confidence!

If we want a business that has raving fans and constant referrals, events are non-negotiable, but that’s only if you do the work after everyone goes home. If you don’t have a follow-plan in place, all the hard work, value and momentum of the gathering goes down the drain. Many real estate professionals think they can get by on digital strategies alone, but the online stuff can’t work if we don’t invest in face-to-face interactions. The truth is, we need to get people to an event to complete the cycle that kicks off when they see us online. Post-event follow up gives us a reason to have conversations, which leads to conversions and ultimately more contracts. How do we use technology to maximize our post-referral momentum? In this episode, I’m joined by co-founder of Fox Homes and author of “Six Weeks to Real Estate Success”, Dustin Fox. He shares the follow up sequence that has generated $400 million in sales in just 3 years. The digital and video works because they feel like they’re getting to know you and it’s repeat exposure, but you still have to get them to an event. -Dustin Fox Three Things You’ll Learn In This Episode -The power of an $8 Costco holiday throw Don’t underestimate the effect of a gift. How does one cozy and thoughtful item make us the first agent they want to call? -How to turn event excellence into digital domination What are some high-level, genius tech hacks Dustin and his team are using to get the most out of every client interaction at events? -Hyper-local, micro-famous How do we use YouTube ads, Google reviews and other online tools to turn us into local celebrities people are clamoring to work with? Guest Bio Dustin Fox is the co-founder of Fox Homes and author of Six Weeks to Real Estate Success. Before venturing into real estate, Dustin Fox amassed 15 years of experience in big box retail management, including leadership roles at Bed Bath & Beyond and Pottery Barn. This background fostered an acute understanding of customer service, which he has seamlessly transferred into his real estate career. As a fifth-generation DC Metro area resident, Dustin offers more than just transactional know-how; he delivers a lifetime of community insight. Raised in Oakton, VA, Dustin combines small-town heart with big-city results in his real estate practice. Together with his high school sweetheart, Devon, Dustin co-founded Fox Homes. Their mission is clear: to provide an unparalleled real estate experience that blends remarkable results with genuine care. Dustin's philosophy is consistently people-first. Dustin leads the number one Google-reviewed team in the DC Metro area, boasting over 1,600 reviews. His team has already closed an astonishing $160 million in sales in 2023, with almost 250+ transactions year-to-date. These remarkable achievements have consistently landed him on Northern Virginia Magazine's and Washingtonian's Best Real Estate Agent lists from 2018 to 2023, as well as earned him the Best of Zillow status for exceptional performance and customer experience. Go to https://www.foxessellfaster.com/ and follow @dustinmfox on Instagram. Episode: 337 Title: The $400 Million Follow Up: How to Maximize Your Post-Event Referrals w/Dustin Fox Host: Michael J. Maher

With 4 out of 5 entrepreneurs going out of business in 5 years or less, we have a sales crisis on our hands. There's a reason why so many people are dropping out of the dream and failing at sales. It’s the way sales has been taught for decades. The chase-and-corner-them method doesn’t work on today’s consumer. All you’ll get is clients who want to fight or flee. There’s a better and more profitable way to get business, and it’s the path of attraction and generosity. In this episode, we dive into sales cycles - the one you need to get away from and the one you need to build your business on. Business owners are dropping out of the dream and committing professional suicide, and it’s because of the way sales is taught. -Michael J Maher Three Things You’ll Learn In This Episode -Traditional sales doesn’t work What’s wrong with the way we’ve always been taught to go after clients? Should going after clients even be the goal? -The cycle of discontent Nothing good comes from chasing clients. Why does the traditional sales cycle cause nothing but frustration, dissatisfaction and struggle? -Act on genergy We can never predict how a cold call will go. How does proactive generosity give us more control over our businesses? Episode: 336 Title: 3 Sales Cycles: The Key to Being Ridiculously Profitable Host: Michael J. Maher

If you were dropped in a brand new market today and had to start over and build your business, what would you do? Considering that real estate is a hyper local business, being known and knowing people is paramount. The thought of starting over in a new market is daunting, but getting the ball rolling can be as simple as meeting up for coffee. This strategy can take you from stranger to local influencer in as little as 60 days. How do you start connecting with the locals? How do you turn a coffee meetup into real relationships that provide value? In this episode, agent Lynne Fiscelli, shares how she started getting referrals in not one - but two new areas. Don’t worry about doing it perfectly, just keep going and you will master it one little step at a time. -Lynne Fiscelli Three Things You’ll Learn In This Episode -From stranger to influencer How do you go from unknown to the virtual mayor of your town? -Venue matters How do we choose a venue and event that allows us to connect with others and build relationships? -Turn conversations into cash The coffee strategy is great for getting known, but can it actually bring in business? Guest Bio Lynne Fiscelli is a Realtor in South Carolina and Michigan. She is dedicated to helping her clients find the home of their dreams. Whether they are buying or selling a home or just curious about the local market, Lynne loves to offer her support and services. She knows the local community — both as an agent and a neighbor — and can help guide clients through the nuances of their local market. With access to top listings, a worldwide network, exceptional marketing strategies and cutting-edge technology, Lynne works hard to make your real estate experience memorable and enjoyable. For more information, connect with Lynne on LinkedIn. Episode: 335 Title: The First Step to Getting Referrals When Starting Over in a New City w/Lynne Fiscelli Host: Michael J. Maher

An opportunity to delight people, connect and engage with your community. An effective source of leads and referrals. A powerful way to raise money for a worthy cause. Events are all this and so much more… But there’s something else events can do - they can create another stream of income. If you can set up an event so good and so special it’s worth paying for, you can very easily make a profit many times over. Why is a charity component so powerful in an event? How do you build momentum and hype between events? In this episode, coach, trainer, lender and founder of NKS Financial, Neal Smith joins me to share the thought process behind and results of his dinner and wine event. You’ve got to have a charitable component to your business because it brings people in. It’s about “we”, not just the transaction. -Neal Smith Three Things You’ll Learn In This Episode -Uncaged and ready to engage How do we make sure we feed people’s need for events? -3 ways to get referrals If we didn’t get any referrals or leads from an event, is there a way to generate them after? -Not just another auction How do we make charity events memorable and unique? Guest Bio Neal Smith is a coach, trainer, lender and founder of NKS Financial. He has been serving the Sacramento area for 29 years as a Certified Mortgage Planner. He has a degree in Real Estate Finance and has worked as a loan officer since 1992. A proud graduate of Jesuit High School, Neal believes wholeheartedly in growing others, as well as sharing gratitude with his community. Through his speaking and coaching work with Michael Maher, Neal has helped others to thrive personally and professionally. NKS Financial also offers and supports numerous events and fundraisers each year in an effort to spread generosity within the community. For more information, head to https://www.teamnks.com/. Episode: 334 Title: Forget Uber: The Best Side Hustle for Realtors and Lenders! w/Neal Smith Host: Michael J. Maher

Every organization has a culture, whether we’re intentional about it or not. Leaders cultivate the culture and that impacts the results we get. How people feel, speak, act and interact within our businesses is what ultimately drives our success and profitability. The problem with culture is that it’s very often just stated, not lived and even worse, without realizing it, leaders could be killing their culture with their own words. Strong cultures are built around belonging, and in our world that goes beyond our teams, it includes the people we serve too. How we lead can either create belonging or create rifts between our people which will rip our businesses apart. How do we change culture by changing our language? What do teams with strong cultures do differently? In this episode, owner of Keeping Current Matters, Bill Harney talks about simple steps that will transform our culture. When you unintentionally use exclusionary words that strikes rifts in an organization and that becomes a culture killer. -Bill Harney Three Things You’ll Learn In This Episode -Language can rip your culture part How do we avoid using words that unintentionally exclude people and create rifts in our organizations? -How to bring core values to life Everyone’s been told you need to have core values, but the truth is, most of them live on a wall. What can we do to make sure those values manifest themselves on our teams? -What strong cultures have in common How do we build and cultivate teams where people are happy to come to work and work together? Guest Bio Bill Harney challenges what is possible in the workplace. He is a visionary entrepreneur and the esteemed CEO of Keeping Current Matters, the leading educational content provider for the housing industry. After years leading sales and marketing teams in professional sports, Bill joined his father to grow KCM from a founder- focused small business to an industry powerhouse. After taking over as CEO in 2014, Bill built KCM with a unique mix of business savvy, cultural investments, and an unwavering commitment to employee empowerment. His proudest professional achievement is the strength & consistency of KCM’s culture as the team has grown from six people in a garage to 50+ employees working together in Richmond, VA. Doing things others believed impossible through rapid growth, KCM’s for-people culture has been the secret sauce powering their business success. It is this commitment to culture that has allowed KCM to be recognized by Fortune Magazine and Great Places to Work as a Top 100 small workplace in America a whopping five times since 2016. Bill is an expert in team leadership, strategic planning, and scaling powerful cultures. He is a frequent podcast guest and highly sought-after speaker, sharing the secrets of KCM’s success so others can build game-changing cultures too. Go to https://www.keepingcurrentmatters.com/ for more information. Episode: 333 Title: You Already Have a Culture: How to Cultivate One You Actually Like w/Bill Harney Host: Michael J. Maher

Michael J. Maher has a very important announcement for you! We’ve had so many requests to do a live event and bring everyone in GenGen together.....well, Michael’s going to make that happen! Listen to this entire episode for all of the details. Three Things You’ll Learn In This Episode - What’s Your SuperPower? We all have one. What’s yours? - What’s the #1 question to ask your database? It’s a question so powerful that entire books are dedicated to this. - Big Announcement! Episode: 332 Title: REFERRALS PODCAST SPECIAL ANNOUNCEMENT! The News You've All Been Asking For! HERE. IT. IS. Host: Michael J. Maher

The power of events as a business growth strategy is well-documented - they allow us to connect with people and elevate our relationships. The power of creating a vision board has also been proven - when we see ourselves in future, we get there faster. What would happen if we hosted an event centered on vision boards? When our tribe can vision board together, it combines 2 powerful things that produce powerful results for them and our businesses. How do we expand the power of vision boards to the people in our sphere? What’s the mic drop insight that will 10x the success of your event? In this episode, agent, coach and speaker Angela Gribbins returns to talk about the results of her vision board event. I know how powerful it is to see me in the future. -Angela Gribbins Three Things You’ll Learn In This Episode -By popular demand How do you create an event so special that people in your sphere remember it 12 months later? -The secret ingredient to magic What are the simple components we need for a great vision board event? -Angela’s mic drop golden nugget Follow up is the key to succeeding through events. How do vision boards make this so much easier? Guest Bio Angela Gribbins is a Broker/Realtor for Lake Norman Realty and Certified Teacher, Speaker and Coach. With a demonstrated history of working in the real estate industry. Strong real estate professional skilled in Sales, Management, Leadership, Project Management, and Customer Service. https://www.linkedin.com/in/angelagribbins/ Episode: 331 Title: Two Proven Strategies to Help You Achieve Your Goals Faster....But What Happens When We Combine Them? w/Angela Gribbins Host: Michael J. Maher

A dialed in, successful business and life is ultimately a stack of systems, routines and rituals that serve the individual. One of our most powerful rituals is our morning routine. What we do every AM has the power to affect not just the next 24 hours, but our entire week and month. As entrepreneurs, we can’t just wake up and get straight into the day. We need an intentional system that sets us up for success, and it has a powerful ripple effect on our businesses and even our children. How do we go from frazzled and scattered to fired up and structured? What can our children learn from our own morning routines? In this episode, we’re joined by Cincinnati Realtor, Remi Aina. She shares her 30 Mornings experience and how she has created a morning routine that serves her life. Appreciation changes your mindset. When you can bring back into focus the good things that have happened that day, you rest better. -Remi Aina Three Things You’ll Learn In This Episode -Make small tweaks and make it your own How do we implement new habits without biting off more than we can chew? - Win tomorrow today A successful morning routine starts the night before. How do we perfect our evenings so we don’t get set back in the morning? -The power of appreciation Why is gratitude at the end of the day so important, and how does a lack of it rob us of precious rest and sleep? Guest Bio Remi Aina is a licensed Realtor based in Cincinnati, Ohio. She’s also a former business systems analyst and Montessori pre-school owner. Connect with her on LinkedIn. Episode: 330 Title: The One Little Secret of Success, Referrals and Happiness: Mom of 2 Teens Reveals It Today! w/Remi Aina Host: Michael J. Maher

In today’s connection-starved world, the cold, fist-to-the-face marketing strategies that once worked are falling flat. Relationships are the key to building a thriving, blooming real estate business. While many people don’t believe a referral-based business can rival (and even surpass) a marketing-based one, the numbers don’t lie. Agents who focus on deep connections do better consistently, and make more with less stress. What are the simple, yet effective methods for connecting with people? How do we lead with being of service and of value? In this episode, I’m joined by the Queen of Relational Real Estate, Jacki Semerau Tait. She shares how she went from paycheck player to building a consistent six-figure business through referrals and relationships. Help people understand that you are there to help them. -Jacki Semerau Tait Things You’ll Learn In This Episode -The power of personalized cards How can we make sure our communication feels unique, customized and deeply thoughtful? -Find referral cues in any conversation How can we identify an opportunity to solve a problem for someone? -Set boundaries around your business In this business, it’s so easy to fall into the trap of being available all the time. How do we avoid burnout and still achieve a thriving real estate career? -Don’t get lost in the likes Social media platforms only seem to foster a false sense of connection. How can we build genuine relationships? Guest Bio Jacki Semerau Tait is a speaker, author, Real Estate Agent, Coach and the Queen of Relational Real Estate. Her coaching style focuses on helping real estate agents create a steady income in their real estate business through the power of relationships and success habits. Jacki also believes in a healthy work-life balance and helps other agents create that through building the right systems and habits in their business, and setting boundaries that helps protect their time off. For Jacki’s free sphere of influence guide, head to http://byrelationship.com/. Episode: 329 Title: How to Get Referrals with the Queen of Relational Real Estate and the King of Referrals w/Jacki Semerau Tait Host: Michael J. Maher

You show up at your desk and you just can’t get focused or get into flow. You can’t come up with ideas. You’re forgetting things. You’re easily distracted and you’re experiencing afternoon slumps. Your usually brilliant brain just feels fried. Sounds like you have brain fog - an ailment that troubles a lot of entrepreneurs. Now you might blame this issue on a ton of other things, but your brain fog has a lot to do with your sleep - or lack thereof. What are some of the habits that lead to brain fog? How can we clear it up for good? How do we stop stealing tomorrow’s productivity from ourselves? In this episode, we’re joined by health consultant, Tanessa Shears. She shares how we can get the best ROI from our health, how to make educated personalized decisions and how to create clear, more focused thinking. If you’re cutting out the majority of your deep sleep, you’re actually stealing from tomorrow’s productivity. -Tanessa Shears Three Things You’ll Learn In This Episode -Start simple For the entrepreneurial population, it often feels like we have to add things to our plate to become healthier. How do we improve or tweak what we’re already doing? -How your coffee habit could be hampering sleep Most of us love caffeine, but how do we consume it without destroying our sleep before we even go to bed? -Personalized, actionable information Instead of following generalized advice, how do we use our own personal data to make health decisions? Guest Bio Tanessa Shears is an experienced health consultant who specializes in helping high achieving entrepreneurs completely overhaul their health so they can achieve massive breakthroughs in their personal and professional lives. She rolls up her sleeves and gets elbows deep with her clients as she guides them to work through all of it, piece by piece. What makes Tanessa’s clients so successful? She understands that creating a plan and following it is only PART of the solution. She teaches her clients how to manage the stress & mind drama that comes with taking back control. She loves exploring what ELSE is possible for your business when you fully optimize your health, elevate your focus and REALLY go to work. After Tanessa discovered how powerful proper sleep recovery and targeted nutrition were to create the clarity, energy and focus to grow her own business, she developed her signature Becoming Limitless Program that she teaches to her clients. With these skills, she has completely transformed her life and is continuously living in breakthrough. For more information, head to https://tanessashears.com/, listen to the podcast over at https://tanessashears.com/podcast and follow @tanessashears on Instagram. Get Tanessa’s FREE entrepreneur's playbook, 12 Ways to Biohack Your Energy here. Episode: 328 Title: Bust Through Brain Fog: How to Double Your Productivity, Energy and Focus Through Sleep w/Tanessa Shears Host: Michael J. Maher

Nothing kills your hosting confidence like throwing an event that ends up being a dismal failure. Sending out invites, having no one show up and not generating referrals will make you want to throw in the towel. It’s easy to take it personally, but the problem isn’t you, it’s the events system you’re using. How did our guest go from event stress to an event that generated 17 referrals for her, and 15 referrals for vendors? What are some of the steps she took to increase attendance? In this episode, real estate agent, Elizabeth Waloweek shares how one event restored and increased her hosting confidence. One of the things that was a plus for this particular event was the location and its connection to the community. -Elizabeth Waloweek Three Things You’ll Learn In This Episode -How to get valuable contact information It’s easy to get discouraged when emails or text messages bounce back. How do we figure out why they didn’t go through? -The secret to profit center events How do we turn outgoing referrals into our next event sponsors? -Connect to the community How do we find venues that will give people one more reason to attend the event? Guest Bio Elizabeth Waloweek brings over 18 years of real estate to the table. From administrative roles to Human Resources Manager, her diverse background brings organizational skills and effective negotiation to the table. Originally from Wisconsin, Elizabeth has lived in various places, including Colorado, New Mexico, and Switzerland, before settling in Kent, Washington, where she has been a resident for 20 years. Beyond her real estate career, Elizabeth engages in activities that reflect her vibrant personality. Gardening, hiking, and square dancing are among her passions. But what truly sets Elizabeth apart is her dedication to community service. She actively collaborates with seniors and those facing life challenges, spending over a decade bringing joy to residents in assisted/independent living facilities. From assisting at a local homeless shelter to serving on the Leadership Committee for Relay for Life, Elizabeth is deeply committed to making a positive impact. Connect with Elizabeth on LinkedIn. Episode: 327 Title: From Hosting Hesitance to Confidence! How Elizabeth Waloweek Transformed in 1 Successful Event Host: Michael J. Maher

In a competitive business landscape, entrepreneurs overlook the power of launch parties and grand openings. Not taking the time to make that memorable first impression is a huge missed opportunity and even a huge setback. That’s where a grand opening event comes in. It’s the perfect opportunity to showcase our businesses and services, connect with the local community, and imprint ourselves in people’s minds. Is it true that it’s not too late to host a grand opening? What does it take to host a successful event as such? How can a grand opening help us introduce ourselves to the community? In this episode, agent Parker Smith joins me to talk about his experience hosting an incredibly successful grand opening. We also talk about the Golden Ticket Strategy from Event Mastery as well as the 5 year automated follow up campaign and how it adds value. Doing something different for a grand opening is a great segue to introduce yourself to a lot of people. -Parker Smith Three Things You’ll Learn In This Episode -The fears of hosting a grand opening What are some of the fears people face when planning a grand opening or launch? -The ultimate intro Can events such as grand openings and launches serve as a great introduction into a community? -Figuring out the biggest opportunity How do we figure out our biggest opportunities when hosting these events? Guest Bio Parker Smith is the force behind the Parker Smith State Farm Agency, a venture he established in 2017 with a clear mission – to provide outstanding insurance services and safeguard the assets of his beloved South Carolina community. Since becoming a licensed insurance agent with State Farm in 2015, he has been dedicated to ensuring the well-being of his clients. Parker is not only a seasoned professional but also an alumnus of Clemson University, holding both a Bachelor's and Master's degree in Communication Studies. Beyond his professional pursuits, Parker is a family man. His wife, Mary Pat, a fellow Clemson graduate, heads up community outreach at the United Way. Together, they navigate the joys of parenthood with their energetic golden-doodle, Harvey, and their newest addition to the family, son Curtis, born in 2020. Find Parker on LinkedIn @Parker Smith Episode: 326 Title: What if Jake from State Farm Took Event Mastery? Would he get Referrals? w/Parker Smith Host: Michael J. Maher

Events are not just gatherings. They are opportunities for meaningful conversations and connections. The key is to create events that go beyond the ordinary, offering value and engagement for attendees and sponsors alike. By curating experiences that resonate with our audience and providing valuable insights or entertainment, we can turn our events into memorable occasions that leave a lasting impression. How do we keep the energy high at these events, and how does hosting events help us to stay top of mind and top of heart? In this episode, Cherie Harrington talks about her highly successful yacht event that made waves, her secret to attracting audiences and words of wisdom for anyone wanting to host an event. You’ve got to talk referrals, that's the bottom line. -Michael J Maher Three Things You’ll Learn In This Episode -Creating opportunities for conversations What do conversations with sponsors for events look like? -Scarcity vs. abundance mindset When do we start viewing events as an investment rather than an expense? How do we get into the abundance mindset? -Turning sponsors into partners Can our sponsors become business partners? What does that look like? Guest Bio Cherie Harrington, a trailblazer in both corporate leadership and real estate, embodies the essence of a life well-lived. Hailing from upstate New York, Cherie's journey began with a family that instilled independence and a belief that she could achieve anything. Venturing to California after high school, she ascended the ranks from a Domino's Pizza store to executive positions over three decades. Known for her leadership, she eventually transitioned to real estate, driven by a desire to make a meaningful impact on people's lives. In 2017, she embraced a full-time role in real estate, coining her mantra 'Luxury Lifestyle Redefined.' Today, Cherie thrives in Carlsbad, CA specializing in providing active or retired professionals with a seamless and stress-free luxury experience. Certified in Luxury Homes, Probate, and 1031 Tax Exchange, sheredefines communication and expectations for her clients. Beyond real estate, Cherie's adventurous spirit extends to boating, flying, and a commitment to giving back through involvement with local charities. Passionate about fitness and a plant-based lifestyle, she believes optimal health is a non-negotiable luxury. Cherie's mission is to help everyone redefine and attain their own version of a luxurious lifestyle while making a positive impact on the world. Visit https://www.harringtongrouprealestate.com/ Find Cherie on Instagram @the_harrington_group Episode: 325 Title: All Aboard! How to Make Waves of Referrals with a (Profitable) Boat Event w/Cherie Harrington Host: Michael J. Maher

In the competitive realm of real estate, one of the persistent challenges agents face is the struggle to consistently prospect, and attract potential buyers through open houses. The traditional approach to open houses often lacks innovation, making it challenging to stand out in a crowded market. Peyson Robertson did it with 190 open houses in 190 days. It sounds crazy, but his approach made it possible to prospect with success. How do we consistently draw in a crowd like Peyson and his team? What strategies can we employ to not only attract people, but also build lasting brand recognition? In this episode, team lead at The Obsidian Group, Peyson Robertson joins me to talk about his open house process, why we should stay consistent and how he reached his goal of 100 open houses in 100 days. If you want to change your life, you have to change something you do daily. -Michael J Maher Three Things You’ll Learn In This Episode -Get noticed and known How did Peyson and his team use open houses to build and maintain brand recognition? -The importance of follow up Why should we follow up consistently? What are some of the questions we can ask? -Buyer state of mind How do we help a wandering and wondering buyer get focused? Guest Bio You’ll never catch real estate agent, Peyson Robertson with his back against the wall in his personal or professional life. Rising from humble beginnings, he continues pushing himself to the limit with a relentless work ethic and competitive spirit in everything he does. Short-term rentals, single-family homes, and luxury real estate are a few of Peyson’s specialties at The Obsidian Group, located in the Coachella Valley in California. Peyson Robertson is a highly skilled real estate professional, with a deep understanding of the desert and a passion for helping his clients achieve their real estate goals. Growing up in the desert, Peyson has developed a keen sense of the local market and built a vast network of industry connections. As the team lead of his group, Peyson is known for his ability to sell a wide variety of properties, from single-family homes to luxury homes and investment properties. With three investment properties of his own, Peyson has firsthand knowledge of what it takes to make smart investments in the real estate market. When Peyson isn’t busy helping clients navigate the home buying and selling process, he can be found practicing jiu-jitsu, going to the gym, playing golf, reading books, traveling, or watching movies. Follow Peyson on Instagram @peyson.robertson Find Peyson on LinkedIn @Peyson Robertson Contact Peyson on 760-702-4667 Episode: 324 Title: 190 Open Houses in 190 Days...and Counting! 70x ROI! What Does it Take and What Can We Learn? w/Peyson Robertson Host: Michael J. Maher

Here is part 2 of our Top 10 Episodes of 2023! This episode focuses on the top 5. Which episode will be the number on epiosde of 2023???? Listen on and find out! Everybody loves summer…expect your business. When the temperatures warm up, your schedule starts competing with all the summer stuff going on. This is where a morning ritual comes in. No more mayhem in the AM, now you have infinite control over the morning, the whole day and the whole summer. You even have the discipline to hold an event. #296: The 2 Critical Things you Must do for Yourself and Business this Summer Most people think a robust database means more people, but that couldn’t be further from the truth. Whittling down the many to the essential, energy multiplying few - that’s how we truly get those solid connections. Find out how going from almost 15,000 to 414 people can supercharge your database and ultimately your relationships and referrals. Peek into a coaching session between Michael and Tania MacLeod. #300: Building a Robust Referral Database - Episode 300 Celebration! The first rule of throwing relationship-building, superfan-creating, referral-driving real estate events? Don’t talk about real estate…don’t call them client appreciation events. Rule #2: create a calendar of flagship events at the beginning of the year. Rule #3: don’t underestimate the power of an accidental small event. Learn how Lindsay Rice generated a barrage of referrals and relationships by accident. #309: How to Grow Your Real Estate Business Without Talking About Real Estate with Lindsay Rice Multiplying one happy client into a horde of happy clients, or SUPER fans, that’s the goal. Imagine having people who had such an amazing experience, they don’t just come back, they tell everyone about you. One simple system can boost your reputation and get people beating down doors to work with you. Learn how to build your Build an Army of Ambassadors here. #277: Creating Super Fans: How to Build an Army of Ambassadors with Brittany Hodak At this very moment, there are profitable partnerships and referral-rich relationships sitting in your database, but how do you unlock them? We have just the strategy to start elevating those connections. In our 4-part Triangle of Trust series, we talk about Connecting with Connectors, the new ABC of Sales, and the powerful Spokes-to-Hubs strategy. #295: The Triangle of Trust (part 4) - How to Get Referrals Today in This Market Episode: 323 Title: How to Go From Under the Radar to Highly Referable Host: Michael J. Maher

Another year, another collection of awesome, insightful, actionable conversations on referrals. 2023 taught us that the lead generation methods that were once tried and true don’t work anymore. People don’t want cold calls, they don’t want their doors knocked. They are craving the attention, connection and generosity of people who truly care. That’s where we can come in. When it comes to maximizing your referability, there are many pieces to the puzzle, and some of our favorite guest’s talked about them. Time mastery…we can’t connect and provide maximum value if it’s not in our schedule. The traditional idea of time blocking can feel suffocating, but it doesn’t have to be. It can be joyful. We can create schedules that allow us to hit our goals, connect with people and be the influential powerhouses we’re meant to be. Enjoy a masterful (and refreshing) lesson in time blocking with Karla Roberdeau and Neal Smith. Get the Time Mastery daily worksheet at http://ReferralsPodcast.com What do you do when your networking’s not working? You go back to the most important thing - meaningful one-one-one meetings. If we fill our schedules strategically and then do the homework of following up, we can build a solid network, one person at a time. In this “Networking Secrets Revealed”, Realtor Becky Davis talks about how she fills up her networking stack, and how networking propelled her business to new heights. In today’s world of artificial intelligence and superficial relationships - top of mind isn’t good enough. We need to be Top of Heart. Authentic human connection has never been more important, and we can be the ones to facilitate that. Top of heart is the mindset, skill set and heart set to build real true genuine human relationships. This is so important, so mission critical, you can’t do business without it. Grant Muller is so passionate about it, he wrote an incredible book. In this episode, he shares his incredible life story, and the new code for doing business today. Get “Top Of Heart: How A New Approach To Business Saved My Life, And Could Save Yours Too” here. Every great thing we achieve begins as a dream. Why not create a system for your dreams so you can track, refine and align them with your spouse? That’s what Jeff Lutzinger did. Our biggest dreams will always feel unattainable, intimidating and too pie-in-the-sky until we actually get them out of our heads and onto paper. In this episode, SF Bay agent, Jeff Lutzinger shares how he created his dream sheet, and the impact it has had on him, his family and even his business. Get our Bucket List worksheet here. Having a high level of competence solves all problems in business, especially how referable we are. No one hires an incompetent professional, let alone tells their friends and family about them. In our 3 Cs of Referability special - we dig into competence and why it’s mission critical. We also talk about how adding communication and character to this is a killer combo in business. Episode: 322 Title: The Ridiculously Simple Recipe To Referability Host: Michael J. Maher

It's no secret that there is immense value in handwritten notes. They can help create and maintain meaningful relationships, and bring more value to our businesses. So in the month of November, we challenged ourselves to handwrite notes for 30 days for the Notevember challenge to bring more meaning to what we do. In this noteworthy episode, I am joined by some of the notable people in the Generosity Generation. I talk to the winners of the Notevember challenge and we discuss the success of it, why they participated and what they took away at the end of it. The first step to someone else counting on you is showing up. -Michael J Maher Three Things You’ll Learn In This Episode -They won’t count on us unless we show up Why is it important to show up consistently? Will people be able to depend on us if we do? -Launching and landing rituals What’s the difference? -The choice is ultimately ours How do we pick the people we want to communicate with? Episode: 321 Title: The Notevember Challenge: Winners Reflect On The Benefits Of Handwritten Notes Host: Michael J. Maher

The desire to make a difference in our lives is often overshadowed by the challenges of implementing lasting change. Many of us struggle to break free from unproductive habits and adopt new, beneficial ones. Establishing and maintaining a morning routine can be a huge stumbling block. A morning routine is a strategic way to set the tone for the entire day. It's an opportunity to prioritize self-care, personal growth, and mental well-being before the demands of the world take over. Despite the well-known benefits, why do so many people fail to integrate this powerful tool into their daily lives? Does having a morning routine only work for early birds? In this episode, real estate broker, Angela Gribbins and real estate agent and motivational speaker, Paul Domenech join me to talk about how having a morning routine can change your life and how to implement and maintain a morning routine. Our morning ritual is a ritual that’s going to fill our cups before the world starts taking from us. -Angela Gribbins Three Things You’ll Learn In This Episode -Why we get stuck in certain situations Could our own bad habits be keeping us from the results we want? -Focus on yourself How can we stay centered in the face of the chaos of the world? -Take back control Can having a morning ritual give us a few moments of certainty in a very uncertain world? Guest Bio Angela Gribbins is an experienced Real Estate Broker with a demonstrated history of working in the real estate industry. Strong real estate professional skilled in Sales, Management, Leadership, Project Management, and Customer Service. Find Angela on LinkedIn @Angela Gribbins Find Angela on Facebook @Angela Gribbins Paul Domenech is a driven individual who consistently pushes the limits and surpasses expectations. With his strong work ethic and openness to coaching, he has built a thriving Real Estate business. In his first year, he earned the prestigious Rookie of the Year and Inman Innovator awards. Since then, he has consistently ranked as a top-ten producing agent at ERA American Real Estate and was recognized as ERA Real Estate International's number one agent in 2021. Additionally, he has been nominated for the top customer service award every year, consistently being one of the top three agents out of 45,000 agents since 2016, and winning in 2018 and 2022. Born and raised in the Bronx, NY, Paul Domenech was instilled with a strong work ethic and a passion for pursuing his dreams. He began his professional career by organizing events, which eventually led him to the world of Mixed Martial Arts. His impact in the industry earned him a well-deserved induction into the Florida Mixed Martial Arts Hall Of Fame. Seeking to further his skills in Jiu Jitsu, he relocated to the Emerald Coast and achieved multiple victories in the International Brazilian Jiu Jitsu Federation (IBJJF) and two World Championships. Even today, he continues to compete in the sport. When he made the decision to become a licensed Realtor®, his determination to work with the best led him to join forces with Gloria Frazier and ERA American Real Estate. "Paul represents what is possible for the new generation of leaders," said ERA American CEO, Gloria Frazier. "He is both confident and coachable. He understands the fundamentals of exceptional service that separate top-performers, and he also understands the always-on technology demands of today's consumer." In addition to his successful real estate career, Paul also enjoys coaching and professional speaking on mindset and personal development to entrepreneurs. Visit https://thedomenechgroup.com/ Find Paul on LinkedIn @Paul Domenech Visit 30mornings.com Episode: 320 Title: No More Mayhem in the AM: How to Change Your Life by Establishing a Powerful Morning Routine w/Angela Gribbins and Paul Domenech Host: Michael J. Maher