REFERRALS PODCAST

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

From a brand, spanking new agent in a new town to getting all her deals from referrals. That's what Aubrey Martin was able to pull off in just 1 year. Leveraging community connections and events is a powerful lead generation mechanism, and it all began with inviting local service providers to tea.

Real estate agents are the center of referrals in their town. When we show that we have a large capacity to help, our businesses can grow into something huge and impactful.

How did Aubrey create her own personal Yellow Pages for her community? What are simple steps we can take to jump onto the events train?

In this episode, the CEO of The Martin Family Real Estate Group, joins us to talk about how she hit the ground running in a new career and new city, and why events were a huge part of her success.

When I started real estate - a new career, I wanted to stick with these legs of lead gen that I thought I'd commit to and like. -Aubrey Martin

Three Things You'll Learn In This Episode

-A delightful system that creates opportunity

How can you make lead generation fun?

-Make it an easy ask

How do you get sponsors to want to work with you and help out in your events?

-Become your own Yellow Pages

What's the most powerful way we can add value to both consumers and service providers?

Guest Bio

Aubrey Martin is a speaker and the CEO of The Martin Family Real Estate Group. The secret of her success is using a lot of leverage and folding her children into the business. After moving to Portland, Aubrey is an expert on building a big business with no sphere. For more information, head to http://martinfamilyrealestate.com/ and https://www.linkedin.com/in/aubrey-martin-3572b6b8/.

Episode: 319

Title: From Newbie to Well-Known: How to Make Money, Making Money By Serving Your Community w/Aubrey Martin

Host: Michael J. Maher

At the end of every year, agents dust off their business plans to hit the ground running in the new year. But a business plan doesn't include a strategy for reaching out to and communicating with your tribe - which is just as necessary. That's why you also need an annual appreciation plan, and it's particularly critical in today's market.

The barriers to cold calling have never been higher, along with the angst against Realtors. Communicating with people we already know is how we grow and get more referrals.

How do we formulate our appreciation plan? How does it solve so many problems in our businesses? In this episode, we talk about the power of an intentional appreciation plan for your database.

The litigation and lawsuits have raised some angst against real estate agents. We have to tiptoe around consumers, but we don't have to tiptoe around our friends. -Michael Maher

Three Things You'll Learn In This Episode

-Business plan vs. appreciation plan

What multi-modal approach of communication are we going to use to express our appreciation to the marketplace?

-'Don't talk to strangers' is great business advice

Instead of focusing on marketing to strangers, why do we need to pour into the people we already know?

-Maximize referrals in advance

Can we easily communicate with the different types of people in our database?

Episode: 318

Title: You Need An Appreciation Plan For Your Sphere...Here's Why Host: Michael J. Maher

Low inventory, high interest, commission lawsuits and affordability (or lack thereof). Real estate is getting more challenging by the day, leaving consumers and agents alike wondering: what the heck is going on with the market?

There's a ton of uncertainty and fear right now, and if left unchecked, it leads to panic and ultimately, paralysis. Agents who combat the fear with communication, market knowledge and expert advice will win in this market. If we're able to confidently guide people forward at a time of great uncertainty, we'll have a client for life, and plenty of referrals too.

What vital information do we need to be sharing with consumers right now? How do we help them navigate this challenging market?

In this episode, I'm joined by the CEO of Keeping Current Matters, David Childers. He shares how we can be the lighthouse in the storm of the market we're in right now, and how to use information to combat uncertainty.

If you're able to confidently guide someone forward at a time where they're not sure what to do, that's a client for life. -David Childers

Three Things You'll Learn In This Episode

-Data or distraction

Agents can't stop talking about the commission lawsuit, but is it a topic consumers really care about?

-Factually correct but tremendously misleading

In a market like today's, a headline can be more damaging than what's actually happening. How do we separate panic-mongering news from insightful information?

-Fear = Forget Everything And Run or Face Everything and Rise

How do we bridge the gap between paralysis and action?

Guest Bio

David Childers is a featured thought leader in the real estate industry widely recognized for his expertise, leadership, and unwavering commitment to keeping agents well informed about the ever-changing dynamics of the real estate market. He is well known for his ability to captivate audiences by combining his profound market knowledge with engaged storytelling. His unmatched ability to simplify complex market concepts and distill them into actionable strategies equips agents with the knowledge and clarity they need to maximize their business and be the go-to resource in their local market.

As the CEO of Keeping Current Matters, David has revolutionized the way real estate professionals stay ahead. He has kept his finger on the pulse of the real estate industry for more than 20 years. Notably, he and KCM delivered over 200 presentations at the peak of the COVID pandemic – bringing calm and confidence to a nervous industry. His deep understanding of market dynamics, economic indicators, and consumer behavior continues to prove instrumental in helping agents navigate challenging times and capitalize on emerging opportunities. He continues to contribute in this capacity today. You can sample his content on KCM's podcast, YouTube Channel and our regular webinars, and more. David's passion is rooted in his unwavering commitment to equipping agents to be the standout expert in their market so that every family can feel confident when buying and selling a home.

For more information, head to https://www.keepingcurrentmatters.com/.

Episode: 317 Title: How to Combat Confusion and Eliminate Fear in a Challenging Market w/David Childers Host: Michael J. Maher

The pressure to secure referrals in a competitive real estate market can be overwhelming. Seeing potential referrals slip away due to ineffective strategies can get extremely frustrating.

In a competitive market where everyone is vying for success, the challenge lies in not just maintaining friendly relationships but transforming them into reliable referral relationships.

How do we build a reputation for being the go-to agent who goes the extra mile? Can we get people to recognise us for our efforts? How can we turn ordinary friendships into a consistent source of referrals.

In this episode, concierge Realtor, productivity coach and speaker, Tara Carter joins me to talk about networking stacks and the endless opportunities in having one-on-one's.

Consistency is going to lead to this ferocious intensity at some point. -Michael J Maher

Three Things You'll Learn In This Episode

-Consistency leads to intensity

Sometimes our efforts may not have immediate results. How do we learn to play the long game?

-The 7-year follow up

You never know when follow up is going to pay off. Why do we have to commit to nurturing our relationships?

-The power of pre-inspections

Why are pre-inspections so helpful when it comes to listing a home?

Guest Bio

With years of hospitality management, new construction, and marketing under her belt, Tara is one of the most sought after Realtors in the Coral Springs / Ft. Lauderdale FL area. Her team's closings are almost 100% referral, and credits the success of that to the (7L) strategies that 'feed her soul.' Tara is also a Founding Member of Michael J. Maher's Certified Referral Trainers.

Tara is known among her peers as a trailblazer for ideas, ethical business and leading the industry in love, generosity and appreciation.

Even though Tara has been given many wonderful titles by the business world, the titles that mean the most to her are daughter and godmother.

Call Tara on 954-661-6990

Follow Tara on Instagram @mstaracarter

Find Tara on LinkedIn @Tara D Carter

Episode: 316 Title: The Secret to Turning Relationships Into Referral Success w/Tara Carter Host: Michael J. Maher

Join host Michael J. Maher in this heartwarming episode of The Referrals Podcast as he sits down with the inspiring Tracey Gates, author of the transformative book "The Power of a Few Kind Words: Create a More Meaningful Life, One Letter at a Time." 📖✨ Tracey shares her incredible journey from a soul in need of positivity to becoming a beacon of intentional kindness. Intrigued by the idea that we all crave acknowledgment, she embarked on a life-changing mission: writing a handwritten letter every day for a year. 📝💖 In this captivating interview, Tracey reveals some of her profound takeaways: 🌈 It's Never Too Late: Discover why Tracey believes it's never too late to express gratitude, even to those who have passed away. 💬 Deeper Connections: Learn how the practice of intentional kindness enhances our connections with others on a deeper and more meaningful level. 😌 Calm Through Letters: Tracey opens up about the therapeutic effects of writing letters, sharing how the process brings a sense of calm to her life. 🤝 Closeness Through Words: Explore how Tracey feels a profound closeness to the people she writes to, forging connections that transcend time and distance. Tracey's practice of intentional kindness is a powerful reminder that a few kind words can create a ripple effect of positivity. Tune in to gain insights on how you can infuse more meaning into your life, one heartfelt letter at a time. 🌟💌 Guest Bio: Tracey Gates is a kindness ambassador, a life and wellness coach, and a speaker. She is the author of the book The Power of A Few Kind Words: Create a More Meaningful Life One Letter at a Time. She was featured in Maria Shriver's Sunday Paper. She is the founder of A Few Kind Words and has presented her workshop, "A Few Kind Words, The Power of Writing Unexpected Letters of Appreciation," to audiences across the country including private gatherings, businesses, schools, and non-profits. Her family, friends, pets, chai latte, and gardening are her delights. Tracey lives in Pennington, New Jersey. Link to her book: https://www.amazon.com/Power-Few-Kind-Words-Meaningful/dp/1960090380 Episode 315 Title: The Power of a Few Kind Words with Tracey Gates Host: Michael J. Maher