Episoder
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Are you an introvert who feels overwhelmed at the thought of networking? Do you believe your personality might hold you back in the world of real estate or referrals? This episode of The Referrals Podcast is your guide to overcoming those obstacles and thriving, even if you’re not naturally outgoing.
Join Michael J. Maher as he speaks with Jennell Elias de Cardenas, a real estate agent who combined her psychology and mental health professional background with a hefty does of the Referral Mastery System and came to juggling over $1.3 million in active transactions within 4 months. Jennell shares her personal journey with the (7L) system and GenGen community, highlighting the small but impactful steps that helped her gain confidence, master networking, and grow her business.
In this episode, you’ll learn:
• What life looked like for Jennell before discovering the Referral Mastery system.
• How introverts can make “one-degree changes” to build confidence in networking.
• The strategies and mindset shifts that led to Jennell’s rapid success.
• Why the Influential Zone isn’t just for extroverts—it’s for anyone willing to take small, actionable steps.
• How Jennell’s experience at SummerFest reinforced her journey to success.
This episode is packed with encouragement and practical tips for anyone who feels hesitant about stepping into the spotlight. Whether you’re an introvert, socially anxious, or simply someone looking to take your referral game to the next level, this conversation will inspire and equip you to succeed.
Plus, Michael shares all of the details of REFERCO’s Black Friday offer! The best deal ever offered. Join him inside his exclusive Referral Mastery Academy for the next year and as a bonus get a ticket to the Referral Mastery Summit in Atlanta, GA in March. Get all of the details at www.ReferralMasteryAcademy.com.
Title: The Introvert’s Guide to Referral Mastery with Michael J. Maher and Jennell Elias de Cardenas
Host: Michael J. Maher
Guest: Jennell Elias de Cardenas -
Get ready to set yourself up for success in 2025! In this episode of The Referrals Podcast, host Michael J. Maher is joined by Sheri Maher to reveal the one goal every real estate professional should prioritize for the upcoming year: your Referral Goal.
Michael shares the magic behind this transformative goal—deciding how many referrals you want to give and receive in 2025, with a powerful twist: commit to giving twice as many as you hope to receive. This giving-focused approach not only drives your business but also strengthens relationships with friends, family, peers, and small business owners in your network.
But that’s not all. Sheri and Michael also break down the 8 essential actions agents should be taking right now to close out the year strong and set the stage for an amazing 2025. Tune in to find out these 8 important things!
Michael is sharing 2 big announcements on Thursday the 21st on our monthly J.A.M. (Just Ask Michael) session that you are not going to want to miss. First of all, he’s announcing our Black Friday sale....one week early! Be the first to know all the details. The second announcement is the new dates for our upcoming Referral Mastery Summit in Atlanta!
To register for our J.A.M. session just go to: www.GenGenJam.com and we will send you the link to the Zoom. -
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In this heartwarming holiday episode of the Referrals Podcast, host Michael J. Maher welcomes Don McNaughton from The McNaughton Team Realtors in Northwest Arkansas. Together, they dive into the magic of Don’s "Breakfast With Santa" event—a beloved annual tradition that has brought joy to clients, friends, and the entire community for an incredible 19 years.
Don shares the secrets behind the success of this gathering, held at their office and designed to bring people together during the holiday season. From photos with Santa to arts and crafts for kids, delicious breakfast, thoughtful presents, and even a visit from Moo-Dolph, the adorable baby calf, Don and his team create a truly unforgettable experience for families. Alongside his wife, Krystal, and mom, Terri, Don has built an event that strengthens bonds and keeps them top-of-mind with their sphere year after year.
Michael and Don also explore how Don brings this festive vision to life with the support of sponsors and community partners. From securing funding to finding businesses that want to be part of something meaningful, Don shares valuable insights on rallying support for a community-centered event.
Whether you’re a real estate agent looking to strengthen your client relationships, a community leader wanting to make an impact, or simply looking for inspiration for your holiday season, this episode offers actionable tips and ideas that will help you create your own cherished tradition!
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Key Takeaways:
1. Creating a Memorable Experience: Don breaks down how they make "Breakfast With Santa" magical for clients, friends, and families, from delightful details to kid-friendly fun.
2. Building Community Through Events: The value of creating an event that feels like a gift to the community, and how the McNaughton Team nurtures strong relationships year-round.
3. Engaging Sponsors and Community Partners: Tips from Don on bringing in community support and sponsors to enhance your event and offset costs.
4. Staying Top-of-Mind with Your Sphere: Learn how annual events can become a beloved tradition and solidify your place in your clients’ lives.
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Episode Title: Thinking About Doing a Holiday Event? Do This One!
Host: Michael J. Maher
Guest: Don McNaughton, The McNaughton Team Realtors
FREE DOWNLOAD: www.ReferralsPodcast.com Don shares his sponsorship package that he uses. Find this download and so much more!! -
In this powerful episode of The Referrals Podcast, host Michael J. Maher sits down with Michael Peeples, a former professional baseball player and once a top agent on Zillow. Michael shares his journey of breaking free from the Zillow lead machine and reveals how he went from spending thousands on leads each month to spending less than $150 a month on simple, heartfelt marketing.
Michael unveils his personal secret to a referral-based business: he’s read (7L) ten times this year! He’s also implemented a non-negotiable morning routine, and handwritten notes. No more big ad spend or chasing cold leads. With the (7L) strategy, Michael has unlocked the freedom to work by referral, building genuine connections that keep him top of mind and bringing in more clients than ever.
Tune in to hear how he’s leveraged the discipline, resilience, and teamwork from his days on the field to score big in real estate. Whether you’re looking to escape costly lead systems or want to learn how personal touches can transform your business, this episode is packed with actionable insights to help you hit a home run with referrals!
Episode: 360
Title: Zillow Hates Referrals, and Their Top Agent Shares Why… and HOW He Broke the Zillow Chains. Free at Last!
Host: Michael J. Maher
Guest: Michael Peeples -
Back in 2016, John Israel set out on a mission to deepen human connection through a unique social experiment—writing five handwritten notes of appreciation every day for an entire year. What happened next was incredible: the Mr. Thank You movement was born, leading to a TEDx talk, a book, and inspiring people worldwide. Join Michael and John as they explore how one small daily action can ripple out, creating big impact and lasting change.
(7L) Referral Strategies and Podcast Topics:
• Notevember Challenge
• Power of a Handwritten Note
• The Science of Gratitude
Special Offer:
Dive deeper into these strategies with our Referral Mastery Academy! Gain immediate access to top classes and join us for live sessions each month. www.ReferralMasteryAcademy.com
Episode: 359
Title: The Project That Sparked a Movement
Host: Michael J. Maher
Guest: John Israel -
In this insightful episode of the Referrals Podcast, Michael J. Maher sits down with Dan Stewart, the visionary behind Happy Grasshopper, to discuss the impact of the new regulations on mass texting to clients. With recent changes to how businesses can use text messaging to communicate, it’s more important than ever to understand what’s allowed and what could land you in trouble.
Dan breaks down the new rules, how they affect real estate agents and business owners, and what you need to do to stay compliant. From opt-in requirements to best practices for building meaningful client relationships via text, this episode is packed with actionable advice to help you keep your communication effective and legal.
Key Topics Covered:
• Overview of the new regulations on mass texting
• What the changes mean for real estate professionals and small businesses
• How to ensure you are compliant with the new rules
• Building client relationships through personalized messaging
• The importance of consent and opt-in processes
• Tips for using text messaging as a powerful tool in your referral-based business
Takeaways:
• Understanding the new compliance standards will protect your business from potential penalties.
• Texting remains one of the most effective communication tools when used correctly.
• Personalization and thoughtful outreach are key to maintaining strong client connections.
• Happy Grasshopper’s approach to leveraging compliant messaging for client retention.
Resources Mentioned:
• Happy Grasshopper Website: https://happygrasshopper.com/
• Referral Mastery Summit 2024 has new dates! Same site: www.RMS2024.com
Join the Conversation:
If you’re looking to deepen your knowledge of referrals and client communication, make sure to subscribe to the Referrals Podcast. Stay connected and keep learning with actionable tips from the best in the business!
Connect with Us:
• Join the Generosity Generation at www.JoinGenGen.com
Episode: 357
Host: Michael J. Maher
Guest: Dan Stewart
Title: New Rules About Texting That You Need to Know -
Success doesn’t just come to those who work hard. It comes to people who don’t give up, even when things get tough. The truth is, everyone fails sometimes, but if you keep going and learn to adapt, those failures can help you grow and reach success.
Many people believe their problems will never go away, or that success comes more easily to others. If you’re feeling stuck, it’s not because you don’t have enough skills or tools—it’s because you haven’t yet learned how to turn those challenges into opportunities.
How can you turn your struggles into a way to move forward? Are you fully using social media and the right mindset to grow and get referrals, or are you missing opportunities?
In this episode, I talk with “Hardcore Closer” Ryan Stewman about how he went from hitting rock bottom to becoming a top sales expert. We share simple but powerful ideas that can help you overcome any problem and find success.
Things You’ll Learn In This Episode
Pushing through tough times
Ryan Stewman went from hitting rock bottom to building a successful business. What can you learn from someone who never gave up, even when life seemed impossible?
Using social media to grow your business
Social media can be a powerful tool to grow your business and get referrals. How can using social media help you reach more people and grow your business faster?
How To build a strong mindset and keep going
Having the right mindset and staying strong helps you face challenges. What steps can you take to build a mindset that keeps you strong, no matter what challenges come your way?
Guest Bio
Ryan Stewman, widely known as the ‘Hardcore Closer,’ is an entrepreneur, sales expert, and author. From overcoming personal struggles to building multiple successful businesses, Ryan has become a leading voice in the world of sales and personal development. He’s here to share his insights on mastering the art of sales,
creating a winning mindset, and achieving the success you deserve. Subscribe to Ryan’s YouTube channel and follow him on Instagram and follow him on Instagram.
Are you looking for referrals? Then you need to join our Facebook group! We are over
10,000 strong and trade referrals daily. www.JoinGenGen.com
About Your Host
Michael J Maher is a coach, speaker and author of The 7 Levels of Communication, creator of the Generosity Generation and founder of ReferCo. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more. -
Are you leaving thousands, if not millions, in commissions on the table without even realizing it? As real estate professionals, we often have a goldmine of opportunities sitting right in our own databases, but we still find ourselves buying leads or chasing cold prospects.
The potential for incredible commissions is already at your fingertips—hidden in the contacts stored in your phone.
Many real estate agents fail to maximize the value of their contacts, missing out on millions in potential deals simply because they don’t have a functional strategy to extract the most value from their database or simply because information is incomplete.
How do we focus our time and energy to tap into the opportunities in our contacts? What are some of the things we can do to fill CRM gaps?
In this episode, co-founder of Revaluate Chris Drayer and “The CRM coach” Adam Frank join me to talk about the millions we’re leaving on the table when it comes to our database, how to tap into the potential commission our contacts can bring and why having a database without direction is useless.
Things You’ll Learn In This Episode
Be a CRM expert
Mastering your CRM in real estate allows you to streamline operations, stay organized, and effectively manage client relationships. What opportunities can we extract when we master our CRM?
Take what you want
Leveraging your real estate database by focusing on the clients that align with your goals can maximize efficiency and opportunities. How can you determine which clients to prioritize and which to refer to other agents for the best outcomes?
No one has a perfect database.
Incomplete databases doesn’t necessarily mean that the leads are bad. It just means that the opportunities are limited. What can be done to bridge these gaps and complete the data?
Guest Bio
Chris Drayer is CoFounder of Revaluate that segments consumers for marketers by propensity to move. The award winning third party validated accuracy is the best in the industry at identifying people who are likely to move in the next six months. Marketers use this refined and targeted data to greatly increase the efficiency of their campaigns.
Find Chris on LinkedIn @Chris Drayer
Visit https://blog.revaluate.com/
Adam started his real estate career in July 2018 and is a member of the local, state, and national REALTOR® associations. Adam is very knowledgeable in real estate and he is well known for his collaboration assisting many of his fellow agents with the technical aspects of real estate. He has assisted hundreds of agents in selling their properties through his innovative marketing strategies and relentless dedication to client satisfaction. He utilizes that experience and knowledge to help you achieve your real estate goals. His personality, helpfulness, and no-nonsense approach to the real estate process make him the best choice to list and sell your house. He keeps the "real" in real estate and his Performance Guarantee speaks volumes about his dedication.
Find Adam on LinkedIn @Adam Frank
Visit https://www.loftylessons.com/
About Your Host
Michael J Maher is a coach, speaker and author of The 7 Levels of Communication, creator of the Generosity Generation and founder of ReferCo. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more. -
Many real estate agents find it hard to reach six figures because they focus on the big picture and forget the small, consistent actions that lead to success.
Instead of chasing every opportunity or burning out from overwork, agents should focus on intentional daily habits and building genuine relationships.
Success isn’t about one huge leap—it’s about doing the little things right every day, and those small wins build up over time to create a thriving business.
What do you do if you’re working harder but you’re still not seeing the results you want? What if focusing on big, flashy goals is stopping you from realizing that doing less, but with more intention, could actually make your business soar?
In this episode, I talk to a real estate leader in Northwest Florida and motivational speaker, Paul Domenech AKA Pauly. He breaks down his method for achieving six-figure success without sacrificing your life or sanity.
Things You’ll Learn In This Episode
Small steps create big success
Success is not built on one monumental decision. It’s about consistently doing small things every day. Are you sweating the small stuff that matters?Why consistency leads to creativity
Before you can get creative, you need to be consistent. How does staying consistent give you the space to authentically innovate?Finding your why power
Your “why” is more powerful than your willpower. What happens when you connect your daily actions to a purpose that drives you forward?Guest Bio
Paul Domenech is a powerhouse in the real estate world, known for his dynamic approach to building a successful business. Joining us from Fort Walton Beach, Florida, Paul is not just a top-performing Realtor but also a sought-after speaker. At our upcoming Referral Mastery Summit, Paul will be sharing his expertise in a breakout session titled 'The Easy Road to 6 Figures.' He's here today to give us a taste of what's to come and to share some insights into how you can elevate your real estate game.
Register for Referral Mastery Summit at http://www.RMS2024.com and use the coupon code "RMSPodcast" for 50% off your ticket!
SHOUT OUT! For Referral Mastery Summit
Only attend this event if you want to change your life and your business. It’s THAT impactful. ~Stefani Havel
About Your Host
Michael J Maher is a coach, speaker and author of The 7 Levels of Communication, creator of the Generosity Generation and founder of ReferCo. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more.
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Small acts of kindness can have a profound impact, often sparking a ripple effect that changes lives. When we embrace generosity, we create a cycle of giving and receiving that can lead to both personal fulfillment and prosperity.
It’s easy to overlook how a simple gesture—like giving away a $5 bill—can inspire others and spread goodwill. But what if such small acts could spark a global movement of kindness?
Imagine being part of a community where acts of kindness are the norm, not the exception, and where every small gesture contributes to a wave of positive change.
In this episode, I speak with Evan Swensen, a book publisher and author, about his new book *"How One Act of Kindness Changed the World."* Inspired by his own experiences with generosity, Evan shares how the $5 bill he gave away became the seed for a powerful message of kindness and reciprocity.
"Generosity leads to prosperity. When we give freely, without expectation, we create a world where everyone thrives." - Evan Swensen
Three Things You’ll Learn In This Episode
- The power of small acts of kindness
Even the smallest gestures can have significant ripple effects. How can giving away a $5 bill inspire a movement and change the world?
- The philosophy of generosity and prosperity
Living generously doesn’t just benefit others; it enriches your own life. What does it mean to live by the principle that generosity leads to prosperity, as outlined in Proverbs 11:25?
- How to participate in the $5 Movement
The $5 Movement encourages people to perform simple acts of kindness on September 9 and share their stories. How can joining this movement help you connect with others and spread positivity in your community?
Guest Bio:
Evan Swensen, book publisher and author, founded Author Masterminds and Readers and Writers Book Club. Throughout his publishing career, Evan and his wife, Lois, have brought the works of more than 1,000 authors to life, sharing diverse stories with readers worldwide. As the founder of the Readers and Writers Book Club, Evan fosters a vibrant community for literature enthusiasts, helping both established and emerging writers find their voices and audiences.
Beyond publishing, Evan has contributed his editorial expertise to various national magazines and authored five books. His passion for storytelling is matched only by his commitment to promoting and supporting authors from all backgrounds, ensuring a rich tapestry of voices is heard. Known for his engaging personality and dedication, Evan also enjoys sharing tales of his adventures, whether in print or on air.
An Alaska resident since 1957, Evan combines his love of the outdoors with his literary pursuits, often drawing inspiration from his surroundings. A seasoned pilot and avid outdoorsman, he uses these experiences to enrich the narratives he helps create and publish. With a career marked by both innovation and a deep respect for the craft of writing, Evan Swensen has left an indelible mark on the publishing world, continuously championing the power of storytelling.
Episode 354
Title: If You Had $5 to Spend, Do This to Get Referrals
Host: Michael J. Maher
Guest: Evan Swensen
SPECIAL FOR REFERRAL PODCAST LISTENERS: Attend our Referral Mastery Summit in September 27-29 in Atlanta, GA by going to www.RMS2024.com and using the coupon code "RMSpodcast" for 50% your ticket! -
Delegation is often misunderstood, with many thinking it’s about laziness or shirking responsibility. It is actually about freeing up time and resources to focus on higher-value tasks.
Many of us hold onto the belief that success means grinding endlessly and handling every detail ourselves. This mindset may actually be holding you back. Rather than hustling harder, unlock your potential by letting go and trusting others.
What if becoming a "time millionaire"—someone who has both financial success and the freedom to enjoy life—was within your reach?
In this episode, I speak to celebrated entrepreneur and author, Chantel Ray Finch, who shares her philosophy on delegating everything but sex, emphasizing that success comes from working smarter, not harder.
"Success isn't about working harder or finding more time to work, but about getting others to help you, reducing stress, and maximizing time with friends and family."
- Chantel Ray FinchThree Things You’ll Learn In This Episode
-How to be successful by delegating
Delegating tasks you don't enjoy or excel at can help you achieve long-term success. How much more could you accomplish by letting go of tasks that drain your energy?
-The 4 steps to effective delegation
Using the four-step process—Eliminate, Simplify, Automate, and Delegate—can transform how you manage your workload. What could happen if you started applying these steps today?
-Become a Time Millionaire
Focusing on high-value activities and delegating the rest can help you save time and succeed. Are you ready to take control of your time and live a more fulfilling life?
Guest Bio
Chantel Ray Finch is an entrepreneur and author known for her unique approach to delegation, famously delegating everything but sex. With experience growing multi-million-dollar companies across over 20 states, she champions working smarter, not harder, to achieve success. Chantel balances her thriving business career with her roles as a wife and mother, believing in reducing stress and maximizing time with loved ones. Beyond business, she enjoys tennis and supports faith-based organizations, reflecting her commitment to giving back and living a fulfilling, well-rounded life.
Episode: 353
Title: Is Delegating Everything But Sex the Ultimate Life Hack? w/ Chantel Ray Finch
Host: Michael J. Maher
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If you think networking is just about attending events, collecting business cards and shaking hands, you’re on the fast track to empty connections. Networking is really about finding those few key people who can truly make a difference in your business.
The power lies not in the quantity of connections but in the quality—those relationships that bring real value and opportunities. Focusing on meaningful interactions can transform your networking from a numbers game into a powerful tool for growth.
How do you rethink your approach to networking? Can a small, simple event focused on fewer people could actually lead to bigger opportunities for your business?
In this episode, I’m joined by real estate investment specialist, Paul Chase. We talk about how he used a unique event called "Brews and Biz" to create meaningful connections in the real estate world.
"The more I network, the more my sales team grows. If I connect with 150 people, and each of them knows 150 more, I can focus on the right ones and show them how helping me also puts money in their pockets."-Paul Chase
Three Things You’ll Learn In This Episode
-How niche networking events can grow your business
Hosting a special event can help you connect with the right people, building strong relationships that can change your business. Could this approach work in your market?
-How to keep networking events interesting
Making sure each event is different keeps people interested and turns them into repeat guests. How can you make every event feel fresh and new?
-How to turn low attendance into success
Even when only a few people show up, there’s a way to turn that into a win and grow your business. How do you make a small turnout work in your favor?
Guest Bio
Paul Chase has over 20 years of experience in real estate and is based in East Petersburg, PA. He began his career in residential real estate and transitioned to real estate investment around 2005, starting with short sales and later moving into REO properties. In October 2023, Paul joined BNI and discovered the Referral Mastery Academy (RMA), where he sharpened his networking skills. He then shifted into commercial real estate, specializing in helping investors and business owners retire from real estate while maximizing their tax advantages. To learn more, go to https://paulchaserealestate.com/.
Episode: 352
Title: How To Redefine Networking in Real Estate’s Toughest Market w/ Paul Chase
Host: Michael J. Maher
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Posting content online is important, but it alone can’t move your real estate business forward. You need to do more than that. We need to make real connections with people and follow up with them in order to deepen our relationships with them.
That’s where our database comes in. A well-organized database helps us create those connections and make our follow-up more meaningful. Something as simple as calling someone on their birthday can make a huge difference and boost our businesses.
The best way to get more out of our database is to gamify it and challenge ourselves to keep growing it. Why do we need to focus more on quality than quantity with our database?
In this episode, seasoned real estate professional Jennie Wolek returns. We talk about developing clarity and focus in business, utilizing our strengths, and building relationships that result in referrals.
"Build a database of agents outside of your market, just like you do your local database." -Jennie Wolek
Three Things You’ll Learn In This Episode
-How to stop feeling like a nuisance
As salespeople, we hold ourselves back by thinking we’re bothering people. How do we make sure we’re valuable help instead of pests?
-Why delegating changes everything
The key to growing our businesses isn’t doing more. It’s actually stepping back and leading a team. Which tasks should we delegate?
-Making connections that count
Having genuine conversations beats just having lots of contacts. How do we make our interactions count and get more referrals?
Guest Bio
With over two decades in Tulsa real estate, Jennie Wolek has honed her clarity and focus by discovering her purpose. Jennie's mission is to empower others to unlock their potential and possibilities. She shares her systems, tools, and lessons through teaching, modeling, and inspiration. Find her posts and motivation on her website, Facebook group "Your Journey with Jennie," and training classes. Jennie and her team help 100 families yearly, generating as many referrals for partners and local businesses. Their motto: Help More, Give Back, Live Large, and Have Fun.
Episode: 351
Title: Genuine Conversations Beat Lots of Contacts: How to Get More Out of Your Database w/ Jennie Wolek
Host: Michael J. Maher
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Making a million dollars without spending money on leads sounds like a pipe dream, but it is possible. Success isn’t about spending the most, it’s about building strong relationships and having good conversations.
Instead of throwing money at your marketing, you can earn big just by being kind and connecting with others. It starts with the conversations we have. The more we make people feel seen, heard, valued, and cared for, the more we can turn them into sources of income.
How do we turn conversations into cash? Are relationships more powerful than money?
In this episode, I talk to Erik Hatch, a real estate expert, who shares how he built a million-dollar business without buying leads. Think outside the box and find out why building relationships is the key to success.
"I made people feel pursued, feel wanted, and feel seen. The word “pursuit” has become fundamental in how I run my business and my life." -Erik Hatch
Three Things You’ll Learn In This Episode
-Chasing relationships with care
Pursuing people in your sphere with genuine interest and care can transform your business. Do you want to make a lasting impression?
-Creating a CAGE
Use the CAGE strategy (Compliment, Ask, Invite, Gratitude) to make every conversation count. What are the benefits you can gain from using this system?
-Why your voice matters
Using your voice in communication is more effective than text. How can personalized messages boost your response rates?
Guest Bio
Erik Hatch is a nationally recognized real estate expert serving Fargo-Moorhead and surrounding areas. Leading the top team in North Dakota, Erik ranks in the top 500 agents nationwide. Committed to exceptional service, his team not only excels in real estate but also gives back through charitable efforts. Visit Hatch Realty to learn more.
Episode: 350
Title: How To Build Million-Dollar Real Estate Relationships Without Spending Money w/ Erik Hatch
Host: Michael J. Maher
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Big changes are afoot in real estate. With the NAR settlement and the need for buyer agency agreements, buyers and agents are grappling with new ways of working together.
These changes can feel confusing and scary, but they are also a chance to grow and improve. If you can adapt to these new rules, you can show your true value and build even stronger relationships with your clients.
Do you worry about how these changes will affect your job? Are you unsure how to explain them to your clients?
In this episode, I talk to dedicated Realtor AND business coach, Marjorie Adam. We share essential tips to help you understand and handle these new market changes. These easy steps will help you stay ahead and turn these new rules into opportunities for success.
"We now need to be clear, and as Realtors, we have to be the leaders in what's happening. We have to lead in explaining the actual things behind the lawsuit." -Marjorie Adam
Three Things You’ll Learn In This Episode
-Understanding the upcoming changes
With the new requirements for buyer agency agreements and the removal of compensation fields from MLS, how will these changes impact your day-to-day operations?
-The importance of buyer consultations
Buyer consultations are more critical than ever. What elements should you include in your consultation to ensure clients see your value?
-Adapting to industry shifts
Learn how to adapt to a changing real estate market. How can you turn these changes into opportunities to enhance your service and grow your business?
Guest Bio
Marjorie Adam is an Associate Broker and the Team Leader of the Marjorie Adam Team. She is a business coach for Realtors nationwide, specializing in contract negotiations and pricing strategies. With her expertise, she frequently speaks at real estate events. Marjorie is married to Philippe, a Belgian chef, and they have two sons, Alex and Lucas, all fluent in French. An animal lover, Marjorie has four rescue dogs. In her spare time, she enjoys reading, watching movies, spending time with her family, and recording her podcast, Real Estate Unscripted.
Episode: 349
Title: Shifting Gears: Proven Strategies for Success in a Changing Real Estate Industry w/ Marjorie Adam
Host: Michael J. Maher
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Building a successful business through referrals is a powerful strategy. All your business really needs to thrive is a few people cheerleaders and raving fans who willingly speak highly of you.
In order to get those raving fans, you need to have a proactive plan for them. One of the most powerful things you can do is host events throughout the year. That way you’re making people feel appreciated and celebrated, and that will make them refer you.
How do we plan for our events ahead of time? Why is it important to build a trusted group of people? Why are love, generosity, and appreciation so important in business?
In this episode, I give you the answers to everything, including the secret behind the referral mastery system and why events are the cornerstone of referral-based relationships.
"When it comes to an event, the success is in the planning, the power is in the invitation, the attendance is in the confirmation and the fortune is in the follow up."
-Michael J MaherThree Things You’ll Learn In This Episode
-The 3 pillars of Referral Mastery
Love, generosity, and appreciation are essential in creating a successful referral network. How can these values make your business better?
-Energy, momentum, referrals
Hosting one event a year isn’t going to generate frequent referrals. How do we plan for a series of events ahead of time?
-Make money making money
Events aren’t just a great way to get face-to-face with people. How can we offset the cost of an event and even turn it into a source of income?
Episode: 348
Title: The Answer to Everything 2: What You Need To Know About Referral Mastery with Michael J Maher
Host: Michael J. Maher
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In this episode, I answer all of the questions that I have received over the years relating to REFERCO and The Generosity Generation. The answer to everything.
Three Things You’ll Learn In This Episode
- What we Believe at REFERCO
- The Values of GenGen
- 3 Principles of GenGen
Episode: 347
Title: The Answer to Everything. This Referrals Podcast Explains Everything with Host Michael J. Maher.
Host: Michael J. Maher -
Finding a niche in a competitive real estate market is a major challenge for many agents. You need a focused approach, relentless networking, and strategic planning to establish yourself in a new market.
Marketing efforts can become scattered and ineffective without a niche, leading to frustration and no progress. Building a successful, referral-based business starts with identifying and serving a specific community.
Imagine having a clear focus, a community that trusts you, and a business that thrives on referrals. How can a niche and a strong foundation help you build relationships and grow your business?
In this episode, I talk to Jake Smoke, a USMC veteran, who has successfully transitioned into real estate, helping fellow veterans achieve homeownership and creating a strong, referral-based business. He shares actionable strategies that are proven and effective, which you can implement right away.
"If you lead with value and resources, the income and referrals are going to come." -Jake Smoke
Three Things You’ll Learn In This Episode
-Finding Your Niche
Picking a niche is like finding your favorite hobby, which makes everything more enjoyable and effective. Why is it important to focus on what you love to succeed?
-The Key to Hosting Successful Events
Planning events is a great way to meet new people and grow your business, just like throwing a fun party. How can fun events lead to more people knowing and trusting you?
-How to Create Real Change
Helping a specific group, like veterans, can make a big difference in their lives and yours. How does making a difference for others bring you success?
Guest Bio
Jake Smoke is a dedicated realtor based in San Diego, CA, and a USMC veteran. After serving from 2002 to 2007, Jake transitioned into real estate, focusing his efforts on helping fellow veterans achieve homeownership. Known for his community events and value-driven approach, Jake has built a successful business by connecting with and serving the veteran community. When he's not working, Jake enjoys spending time with his wife, Kate, and their 3 children.
Episode: 346
Title: Community + Value = Referrals: How to Unlock the Riches in Niches w/ Jake Smoke
Host: Michael J. Maher
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New real estate agents have a hard time building a client base, especially when they're not well-known in the area. Starting in a new city with no connections can be daunting.
Clients won't just come knocking on your door, which makes the challenge even greater. In order to establish credibility in the market, proactive steps must be taken.
The big question is: how you can successfully organize an event in a new city with no prior connections. What strategies can be used to get sponsors on board for your first event?
In this episode, I talk with Jack Zgiet, a new agent, who shares his journey of making use of personal interests and local events to build relationships and generate referrals. Who knew initiating connections and building trust through creative events like Cuatro de Mayo could make a difference in the community?"Being new and inexperienced, I know people could smell it on me. So, I changed my approach and thought, “How can I help this person get into the home where they want to build their lives?” -Jack Zgiet
Three Things You’ll Learn In This Episode-How To Use Personal Interests to Network
Engaging in activities you love can be a powerful way to meet like-minded people and potential clients. How can you turn casual gym conversations into real estate referrals?
-Organize Creative Events
Themed events can attract attendees and generate business leads. Why is planning ahead and using a structured system like Event Mastery crucial for success?
-Identify and Engage Sponsors
Partnering with local businesses can help minimize costs and create mutually beneficial relationships. Where can you find sponsors, and how does it benefit both parties?
Guest Bio
Jack Zgiet is a passionate and dedicated real estate agent based in the Kansas City area. Originally from St. Louis, Jack brings a unique blend of expertise, integrity, and personalized service to every client interaction. As a newcomer to both the city and the real estate profession, Jack has quickly made a name for himself by leveraging his love for community events and sports to build connections and generate referrals. With a focus on generosity and relationship-building, Jack is committed to helping clients find their perfect homes while growing his presence in the local market.Connect with Jack on LinkedIn.
Episode: 345
Title: Cuatro de Mayo Happy Hour: How to Earn 8 Referrals As a Brand Spanking New Agent w/Jack Zgiet
Host: Michael J. Maher
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Is having a big crowd the only way to have a great event? Not really. You can have a great event even with a small number of people.
What matters more is the quality of the people attending. A small group of engaged and motivated people can create a great event, while a large crowd of disinterested people may not. It's important to focus on the people who will be most invested in the event and get the most out of it.
Have you ever wondered how to make things work when they don’t go as planned? What if the key is in how you handle tough situations?
In this episode, I talk to Lynne Fiscelli who uses the Referral Mastery System really well. She shares how she turned a rainy event into a big success, getting 28 referrals and making some money, too.
“Keep holding events and don't worry about the results. The results work themselves out.” -Lynne FiscelliThree Things You’ll Learn In This Episode
-Making the Most of a Bad Situation
Don’t let a low turnout ruin your event. Why shouldn’t it matter that not many people showed up?-Organizing an Event that Makes Money
Use smart strategies to not only cover costs but also make extra money. In what other ways can you make your event profitable?-Getting New Business and Friends from Every Event
What can you do to make sure every event you hold helps you meet new people and grow your business?
Guest Bio
Lynne Fiscelli is a dedicated real estate agent known for her expertise in building successful businesses in new markets. A master implementer of the Referral Mastery System, Lynne has transformed her approach to networking and events, consistently generating significant referrals and creating meaningful community connections. Her commitment to generosity and continuous improvement has made her a standout leader in the real estate industry. Now based in South Carolina, Lynne continues to inspire others with her innovative strategies and positive outlook.
Episode: 344
Title: How this Transplanted Agent Got 28 Referrals in One Day w/ Lynne Fiscelli
Host: Michael J. Maher
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