Character and competence are crucial to success in sales, but they aren’t the number 1 reason people miss out on referrals. Communication - or a lack thereof, kills more relationships than anything else.   Whether it’s a script, or an email - a badly crafted piece of communication can tank a great relationship faster than incompetence can. What are the biggest communication mistakes we make in sales?   How do we make sure every piece of communication we put out oozes, competence, character and care? In this episode, we’re diving into the third and final part of the 3 Cs of referability, sharing why communication is so critical to our success.   The power of events is you always have something to say, and that’s inviting them to the event or talking about the event you just had. -Michael Maher     Three Things You’ll Learn In This Episode     -Phone calls, a lost art Why do we instantly become more trustworthy by getting on the phone with someone?    -The power of event engagement Electronic communication isn’t as relevant as it was before. What matters more today?   -A database with a pulse  Communication is the lifeblood of any good business relationship. How does it breathe life into our connections?   Episode: 306  Title: The 3 Cs of Referability 3: Communication Is the Crown Jewel of Referrals  Host: Michael J. Maher

306 The 3 Cs of Referability 3: Communication Is the Crown Jewel of Referrals

Get more referrals with the Referrals Podcast! Thought Leader, Best-selling Author, Referral Master, and Host Michael J. Maher brings you the best advice and insights on growing your business by referral and shows you how to take your repeat business and referrals to the next level. The Referrals Podcast is a weekly show where Michael J. Maher, author of (7L) The Seven Levels of Communication, interviews a top producing Realtor, lender, or small business owner about how they are implementing the (7L) system and winning!  The Referrals Podcast is all about Real People.  Real Stories.  Real Referrals.

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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 HolidaysThe 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 OpportunitiesInquiry 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 SuccessConsistent 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    

339 How Good Relationships Turn into Great Referrals in Real Estate w/Wally Elibiary

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!

338 A Smart Start! The Four Clarifying Questions to Jumpstart Your Day with Michael J Maher

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

337 The $400 Million Follow Up: How to Maximize Your Post-Event Referrals w/Dustin Fox

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

336 3 Sales Cycles: The Key to Being Ridiculously Profitable

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

306 The 3 Cs of Referability 3: Communication Is the Crown Jewel of Referrals

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