REFERRALS PODCAST Michael J Maher, Best Selling Author and Host of the Referral's Podcast

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