The Ultimate New Year Issue

A Message From Michael, Happy New Years Ambassadors!

This is the year you master the

money, and wealth. Not just peace

database! This is the year you

of mind knowing you are doing what

execute your Yearly Appreciation

you are supposed to do. But you also

Plans. Starting with the January Call

get amazing relationships, incredible

you are going to be in flow, in sync,

and influential people coming into

and in communication with your

your life, and joy, happiness, and

database community all year long.

fulfillment. I’m not saying it is easy.

Your reward? Not just business,

I am saying it is worth it. Let’s go

leads, and referrals. Not just profit,

2019! I am ready for you. Who is IN?

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JANUARY 2019 FOUNDER AND CEO Michael Maher

VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Joshua Nelson GRAPHIC DESIGNERS Ben Duff COVER PHOTO Aaron Coury CONTRIBUTING WRITERS Ashley Alt O’Beria Seats Michael J. Maher THIS ISSUE Michael Maher Sheryl Nolan ADVERTISING BookMichaelMaher.com 7L: The Seven Levels of Communication 30Mornings.com GenGenEvents.com ReferralPodcast.com GetAccelerate.com CertifiedReferralTrainers.com CallWithCoach.com ArmyOfAmbassadors.com EventMasteryClass.com

©2018 Referrals Magazine. All rights reserved. Reproduction in whole or in part, without written permission is prohibited.

To purchase a subscription to the magazine, visit www.REFERCO.com To advertise or contribute to the magazine, contact Publishing@ REFERCO.com

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REFERRALS MAGAZINE | REFERCO.COM | ISSUE 06 | JANUARY 2019

WHAT’S INSIDE! Referrals Roundtable Here’s what our Ambassadors are saying about The January Call…

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referral strategies

The January Call: 8 The Anatomy of the Ultimate Phone Call FREE Download 11

The January Call

the influential zone

Breaking The Ice

featuring Sheryl Nolan

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be referable

7 Steps to A Power Note 21 feed your soul

Giving For Good

24

catalyst* connection

CATALYST*s In Action! 28

Referrals ROUNDTABLE Here’s what our Ambassadors are saying about The January Call…

So..I’ve found making the January calls to my A+ peeps has lead to some very, very nice chats with them. Isn’t it nice to have a reason to call? Calling these peeps who love us, and us them, is as far from a cold call as we can get. Folks talk about a life by design and it’s nice when we realize we’re living it. Being able to live on the terms of warmth and friendship is a blessing beyond measure.

Have a great weekend all and I’m looking forward to meeting some of you in Atlanta. Peace out from St Louis… -Tim Kister, St. Louis, MO

I am heading into [the new year] in conversations with our sphere, that if we close 100% [of our deals], we would grow our business 3X in 2019. I guess my point is that it feels good and my heart is full with having the opportunity to help more “ideal clients” in 2019. I’m working on enhancing my communication plan to go even deeper:). Thanks for being a source of inspiration and help! Cyndee Haydon, Clearwater, FL

Making my January calls that Michael J. Maher recommends & added on this script: “The other reason for my call is I care about you and know Valentines Day is around the corner & we’ve partnered with the BEST restaurant group in Fort Lauderdale & wanted to know if you’d like for me to make your reservation for you?”...

Sounds complicated? It’s not. The feedback so far today has been more of a shock factor from them but in a great way!!... Tara Carter, Sunrise, FL

… I did one the other night and it was great! Don’t stress about getting all of the questions in. Just call to check in and then ask if they made any New Year’s resolutions. Then ask about travel. You can continue if you feel comfortable, but I’m a big fan of baby steps. Once I see I didn’t die, I can do it again! Carolyn Connell, Arlington, VA

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referral strategies

The January Call: The Anatomy of the Ultimate Phone Call

By Michael J. Maher

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referral strategies

R.A.H REASON

A P P R E C I AT I O N HELP

It’s a given that one should be calling their database…. So, why do you think that most are not? Fear is a huge factor - what do we say, what if we are bothering people, what if we don’t have time?

It all comes down to value. For example, if a radio show says that the next 15 people to dial in get a $100 gift card, you better believe those phones are ringing off the hook!!! That’s value!

First, comes The Anatomy of the Ultimate Phone Call. In comes RAH…

Reason: What is the reason for your call?

This could be as simple as, “I was just thinking of you…” or “I drove through your neighborhood last night and thought of you…” or “I watched the football game last night and know that ____ is your favorite team…”

Some Good Reasons to Call: Birthday, Facebook Post, Home Anniversary, Friend Anniversary, New Pet, Death of Pet, Thank Them, New Baby, Severe Weather in the Area, Update on Previous Advice, Party Invitation, Upcoming Event, Check on a Referral Given, New

Listing in Your Neighborhood, Thanks for the Christmas Card, etc...

Appreciation: Again, it can be something simple.

“I admire how much of a die-hard fan you are! It’s impressive that, win or lose, you always stick by your team!”

Build on the reason for the call.

Help: Ask for help and/or advice. “I’m looking to grow my business - who is the best business person you know?”

The advantages of a RAH call?

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referral strategies

bucket list or what should be on it this year?

5. As you look ahead, what are you most looking forward to?

What project most excites you?

6. What is your biggest challenge right now?

7. Anyone you are hoping to meet this year?

Take notes, then take action! For example, if someone says that they have decided to take up gardening in the new year, search for books on gardening and mail them one!

If they ask how they can help you in return, the answer is always REFERRALS! :) Happy calling, my friends!

EDITOR’S NOTE: Want more on The January Call?

Check out the upcoming podcast episode at www.ReferralsPodcast.com

1. It makes you prepared and proactive 2. It is purposeful 3. You sound - and are - more professional 4. It personalizes the call 5. It builds influence 6. YOU receive value 7. You will make more calls, build more relationships, build better relationships, get more referrals, and more…

Now that you have your structure, it’s time for The January Call! Your objective for The January Call is

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simple - Find out a goal, challenge, resolution, or interest the person on the other end hopes to achieve in the new year.

The quality of your life is determined by the quality of your questions, so make those questions count! Here are a few ideas…

1. Did you make a New Year Resolution?

2. Any big plans or goals for the new year?

3. Any big trips or vacations planned for this year?

4. Did you check off a bucket list item last year? What is on your

Michael J. Maher is a top-rated speaker, author, and coach who has worked with hundreds of businesses and helped trained thousands of sales executives.

His book (7L) The Seven Levels of Communication Go from Relationships to Referrals has been a number one best seller for 8 straight years on Amazon and was named one of the 20 Top-Rated Business Books of All Time by Hubspot. His teachings have been endorsed by such well-known authors and business experts as Gary Keller, cofounder of Keller Williams Realty and author of The One Thing, Dr. Ivan Misner, founder of BNI, Dave Ramsey, author of EntreLeadership and The Total Money Makeover, and dozens more. Michael travels throughout the nation discussing the new type of sales environment called The Generosity Generation. His widely popular GenGen Events are attended by tens of thousands of sales people each year. Each event benefits Maher’s #GiveBack Foundation. For additional information visit http://www.REFERCO.com.

FREE Download CLICK HERE or visit ReferralsMagazine.com

the influential zone

BR E A K ING

THE ICE WITH

SHERYL NOLAN

By Ashley Alt

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the influential zone

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the influential zone

and now I am carrying the topics I’ve learned over to my mortgage and financial business as well. The skills Michael teaches apply to all kinds of businesses.”

Adept in sales, training, purchasing and refinancing of homes, with expertise in residential loans, management and coaching of real estate agents, Sheryl learned the ropes of the business quickly, crediting her insider knowledge from select people along the way whom she says were instrumental in her career growth. These select people included her mother, who became a very successful realtor after her retirement as a skating coach.

GenGen Events Laid The Groundwork For Sheryl

hen a friend told Sheryl Nolan about The Seven Levels of Communication book, she downloaded it on Kindle, fell in love with it and craved to know more.

Sheryl stuck her toe into the real estate & mortgage business in 2012 and by 2014 decided to retire from her nearly two-decade long career teaching figure skating.

“I come from a family of ice skating as both my parents were high level coaches,” Sheryl told me. “When my mom was 26 years old, with five children (2 weeks to 5 yrs. old), my dad died in a plane crash taking their National Champions skating team to Europe for the World Competition.

My mom continued teaching ice skating for 25 years so my whole life revolved around skating. Now, I have three grown sons, one of whom has

W

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been involved in ice skating since he was 8 years old. It has been thrilling to watch him carry on the family legacy.”

Sheryl is currently a mortgage loan officer, financial coach, and Certified Referral Trainer based in Georgia, and is loving being in the real estate spotlight. Having been in the industry full time for four years now, she sees the beauty that comes with going deeper in client and referral partner relationships.

“I’m getting myself in front of groups more,” she said of speaking on Michael’s teachings. “I’ve spoken at several real estate offices

Sheryl became intrigued by her new career after attending a Generosity Generation event in Georgia where Michael was teaching core strategies to realtors. Invited to another event after that, Referral Excellence, she decided to attend and was hooked on Michael’s teachings.

“In December of 2017, I was invited to be a part of the Certified Referral Training program, where I plunged further into Michael’s teachings.

In August of 2018, I attended the program again and I am now certified in The January (Generosity) Call and 7 Steps To a Power Note. I’m really excited about teaching these strategies to others,” Sheryl said.

Admitting the fact that the CRT training was rather challenging, Sheryl’s determination to become an expert at it was exactly the reason - and, from an outsider looking in,

“I COME FROM A FAMILY OF ICE SKATING AS BOTH MY PARENTS WERE HIGH LEVEL COACHES,”

“WHEN I CALL ON REALTORS, I DON’T CALL TO ASK THEM FOR BUSINESS,”... “I INVITE THEM TO JOIN ME FOR COFFEE AND CATCH UP WITH THEM ON WHAT’S GOING ON IN THEIR LIVES...”

the discernment she warrants for everything she wants to conquer in life - she became successful very quickly.

“I wanted to become more comfortable with sharing the 7L strategies with larger groups of people, and how do you become more comfortable with something new? You practice. The more I did it, the easier it became,” she stated.

Also part of the Founders Club and Master Series, Sheryl praised the takeaways she received from The Miracle Morning, and the “Blessings Book.”

“Writing down what you are thankful for is so important to me now,” she said about the Blessings Book and 30 Mornings classes, which

prompted her to start a book club of her own.

“After talking to realtors both in my area and members of our CRT group, I started a book club for 7L and it was a hit,” she said. “After teaching the referrals concept for my book club, it clicked that I should be utilizing the referrals concept for everything I do.”

Building Trust Through Personal Connection Sheryl couldn’t say enough good things about the various strategies in the 7L System, highlighting the concept that going deep in your

relationships with people is the core of everything in real estate, no matter what stage you’re in or what process you’re learning.

“When I call on realtors, I don’t call to ask them for business,” she stated. “I invite them to join me for coffee and catch up with them on what’s going on in their lives. Going deeper in that relationship with someone allows you to do business better. When you get to know them better and understand their challenges, you find out how you may be able to help them professionally and sometimes personally. This way, everyone is winning.”

The down-to-Earth mortgage

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the influential zone

professional swears by power notes, saying she often mails her clients cards, oftentimes including small things that show her interest in them, their hobbies and their futures.

“My passion is giving my clients the best service in the industry through building the relationship, timely communication, gaining trust, and service beyond their expectation,” she remarked. “Givers give - and when you’re the one giving, referrals come much more naturally.”

In addition to her work with Neighborhood Mortgage, she also helps realtors build up their businesses by offering weekly webinar-based training, free of charge, as well as accountability calls if they so desire.

Obtaining Referrals When asked how the passionate influencer acquires her best referrals, she circled back to the handwritten notes tactic, also saying keeping in touch with her database is imperative.

Regularly keeping up with her closed clients - through phone calls, coffee dates and other in-person interactions - has consistently led to repeat business or referral business for Sheryl.

“Making sure I’m calling to stay top of mind with my clients and referral partners has repeatedly produced referrals for me,” Sheryl confirmed.

Another helpful (and incredibly easy) way she gets referrals? Straight from the CRT tribe.

“I’m making friends from all over the country,” Sheryl stated on being part of the REFERCO / GenGen family.

“We refer each other clients, and we bond closer as we share ideas and success stories.”

“I also enjoy hosting the appreciation parties, it’s a chance to show how much I care about our relationship” she continued. “I will be speaking to 100 people in a few weeks, and I’m looking forward to

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more speaking engagements at real estate offices...also continuing with my book club,” she shared.

Key advice from this enthusiastic Certified Referral Trainer? Continuing to do what you love to do, while helping people in a generous way along your journey, is what motivates Sheryl to wake up, get it done and feel great about the work she’s doing. She also attributes her drive to keeping in tune with her own hobbies, which include playing tennis, traveling, entertaining friends, and exploring the North Georgia Wineries.

As a reminder to herself of the time, patience and dedication it takes to start and run a business, Sheryl

admires the calla lilies her husband planted in their backyard. They remind her that when you plant seeds, you must water them and care for them in order to become something beautiful.

“When you are growing a business, you must think of it that way,” she spoke about the flowers. “Reminding yourself great things don’t happen overnight is important in keeping you humble.”

ASHLEY ALT is a professional writer specializing in topics of career, style, health and wellness. For more info: www.AshleyAlt.com.

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www.JoinGenGen.com

be referable

By O’B eria Sea ts

So you made your calls, now what?

The POWER NOTE!!!

Mother Teresa couldn’t have put it any plainer, “Not all of us can do great things. But we can do small things with great love.” A thoughtful and personalized handcrafted note may seem less significant than a monetary gift, but it certainly has more potential to be infinitely cherished as a gigantic act of kindness.

Referrals Genius Michael J. Maher says personalized handwritten

notes are one of the most powerful communication tools you can use when trying to build relationships and gain referrals. According to Maher, here are the seven steps to creating a power note: Use unbranded cards -- Hand write your notes. Don’t use company cards. Use color envelopes that align with your brand. Use a symbol in your note that represents you.

Use blue ink -- Blue is genuine

and has a real good feel on the paper.

It’s the second most popular pen sold.

Use “you,” not “I,” “me” and “my” -- Since the note is about them, focus on them.

Be specific in your praise --State exactly what you are thanking them for.

Positive projection -- Notice a positive characteristic in them and include it in the note.

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Write rightly -- Write with an upward slope to the right. It projects a positive self-image.

P.S. -- This is the call to action.

For example, indicate if you want them to call, text or email you, etc.

Many real estate and financial professionals who have trained under Maher can testify to the power of these impactful notes. They’ve gained more insight on this strategy by practicing it consistently on their clients and potentials. Grant Muller, Founder of Spaces Real Estate in Boulder, CO, and a Master Certified Referrals Trainer, explained the real meaning behind the notes, “To me, a power note is all about reaching out to one human being to another and building a deeper relationship. It’s not about selling or influencing, but simply about connecting.”

John Purvis is a Master Faculty CRT and VP of Sales at Foundation Mortgage in Knoxville, TN. Purvis recounts one time out of many when the cards worked in his favor: “Last year around the holidays, I bought a bunch of Christmas cards from WalMart, hand-signed them and sent

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them to my past clients, including everyone I had prequalified that year,” One pre-qualified applicant, in particular, had previously told Purvis she had a good relationship with her bank and felt more comfortable with doing business with them.

“I still wrote her the hand-written card and a few months later she called me and said she wanted me to do her loan.” The client told Purvis she chose him because she received his handwritten card in the mail on Christmas, but didn’t get one from her bank.

CRT Founders Club Member Sheryl Nolan also talks about her positive experience with power notes, “Because of the hand-written notes, I have gotten referrals. I got one this week from a close client who referred me to a coworker. About two weeks ago, another client referred me to their coworker. . . . and then about a month ago, a client reached out to me and asked me who would be a good agent to list their home with.”

Nolan, who is a licensed Financial and Mortgage Coach with Neighborhood Mortgage in Alpharetta, GA, is a firm believer in positive projection and incorporates this tactic into her notes. “You want to identify a personal characteristic that you want to improve on and express respect for others who possess that quality. For example, if someone is a great tennis player and that’s a sport you would like to improve in, this could be mentioned in the power note. By expressing respect for [that trait] in others helps you become more like that,” Noland expounded.

Purvis gives this advice to anyone who wants to start writing power notes, “Start with one and really focus on the technique of it. [Initially] you want to write to everyone and send out as many as possible. But you lose a lot of the personal side of the card whenever you’re sending out a lot.

You want it to be personalized. Start with one a day, realistically, for two to

three months . . . start small, then go big” Muller brings it back full circle by adding that, “Power notes create the opportunity to go from top of mind to top of heart. And I think that’s what we’re all trying to accomplish,” he said.

EDITOR’S NOTE: Your assignment is to write a personalized, handwritten, follow-up power note to each of your January calls.YOU CAN DO IT!!!

O’BERIA SEATS is a freelance writer, copywriter, and content creator who develops written content for entrepreneurs and businesses. For more info: www.OberiaSeats.com.

Photos by Credit

Referable Reads “Not a realtor? Doesn’t matter. Get It! I was worried about buying this because it’s obviously targeted to those in the real estate industry (I was once in long time ago). I’m happy to say that there is still an absolute ton of lessons to be gleaned that will work for anyone who’s in small business or an entrepreneur. Wrap your goggles around it as soon as you can.” ~Nicholas, 5-Star Amazon Review

The world’s most successful people have one thing in common: they think differently from everyone else. In How Successful People Think, John C. Maxwell lays out 11 specific ways of thinking you can practice to live a better, happier, more successful life. The book treats thinking as a discipline: the more you work at developing these skills, the better at them you’ll be.

This book has changed my world. When you realize that 95% of all CEOs rise at 6 AM or earlier, you know that there must be something there tied to their success. Reading the Miracle Morning for Real Estate Agents has been the genesis of turning my natural night owl into an early bird. I now wake up at 6 AM or earlier looking forward to the morning ritual instead of shutting off the alarm for an extra 10 minutes or more of sleep.

-Sharona, 5-Star Amazon Review

Inspired by a powerful commencement speech that Naval Admiral William H. McRaven delivered to the graduating class of the University of Texas at Austin, Make Your Bed presents 10 life lessons McRaven gleaned during his military career.

Building on the core tenets of his original speech, which went viral with over 10 million views, McRaven recounts tales from his own life and from those he encountered during his military service who dealt with hardship and made tough decisions with determination, compassion, honor and courage.

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feed your soul

GIVING FOR GOOD

Make an impact in your community Inspiration to give back to your community can come from any number of places, from a personal desire to make a difference to fulfilling a graduation requirement for community service hours. No matter the reason or the origin, chances are strong that you can make an impact.

Giving back may be as simple as writing a check to an organization that works to further a mission you care deeply about. Or it may mean lending a hand to put on a fundraising event in your community. Perhaps you have a skill or talent you can share with others in the name of a good cause. If you’re committed to contributing to your community in a meaningful way, consider one of these ideas to improve the lives of those around you:

Spend Time with the Elderly Seniors often hold wisdom, knowledge and experience that younger generations have yet to accumulate. Yet, as they age, a community’s oldest residents are often left alone. These days it’s less common for family members to live

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feed your soul

near one another, so “adopting” an elderly resident down the street or at the local senior housing center is a way to help monitor his or her well-being and ensure personal ties to the community are maintained. Not only can this provide a valuable service for an elderly person and his or her family, it may bring you great personal satisfaction as you learn about the community’s history through the eyes of someone who saw it evolve firsthand.

Donate to Nonprofits

furniture or supplies are often in high demand. You can even donate by helping your favorite nonprofit uncover new funding opportunities.

For example, the America’s Farmers Grow Communities program, sponsored by the Monsanto Fund, provides farmers an opportunity to help a nonprofit of their choice. Eligible farmers can enroll in the program for a chance to direct a donation to a local eligible nonprofit organization.

Since 2010, the program has shown a commitment to strengthening farming communities by awarding more than $29 million to nonprofits, supporting food banks, ag youth organizations, supplying essentials for the needy and acquiring life- saving emergency response equipment.

NO MATTER THE REASON OR THE ORIGIN, CHANCES ARE STRONG THAT YOU CAN MAKE AN IMPACT.

If you’re concerned your budget doesn’t stretch far enough to make a meaningful cash contribution, there are plenty of other ways you can donate to nonprofit organizations in your community. Volunteer hours or even gently used items like office

Be a Mentor Much as you can gain valuable wisdom from elderly residents, you also likely have your own knowledge that can benefit others in your community. Consider the areas where you excel and explore how your community can benefit. You might put your athletic talents to use coaching a youth sports team, teach scouts a skill for advancement or lend your experience as a human resources professional to an organization that helps disadvantaged individuals improve their employment opportunities. If you’re good with numbers, maybe volunteering as a financial advisor to a local nonprofit board is worth considering.

Help Create Future Leaders If the future vitality and well-being of your community is a priority, your giving may involve creating opportunities for future generations.

Programs like America’s Farmers Grow Ag Leaders, sponsored by the

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feed your soul

Monsanto Fund, encourage rural youth to become the next generation of ag leaders by awarding scholarships to support their pursuit of higher education in ag-related fields of study.

The scholarships are administered by the National FFA Organization, but students do not have to be FFA members to apply. Since 2014, the program has awarded more than $2 million in scholarships for students looking to study ag-related fields after high school.

Plant Flower Beds Making a community better isn’t always about dollars and cents. Simply making your hometown a more enjoyable place to be is a reward you can enjoy along with your neighbors.

Special beautification projects such

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as creating and maintaining flower beds in public spaces can help create a more welcoming, friendly environment. Other ideas include community cleanup initiatives and organizing groups to help with yardwork for those who are physically unable.

Get Involved in Schools Nearly every school district can benefit from added resources to support youth education. You may be able to help your school secure funding for a special initiative through a program such as America’s Farmers Grow Rural Education, sponsored by the Monsanto Fund, which allows farmers to nominate local public school districts to compete for merit-based STEM grants. Nominated

schools have the opportunity to apply for a grant to fund projects that enhance science, technology, engineering and math education in their districts. Since 2011, more than $16 million has been awarded to over 900 rural school districts.

Farmers can find more ways to give back to their communities along with program information and official rules at AmericasFarmers.com.

EDITOR’S NOTE: There are so many ways to give back.

The most important thing is that you just do it! Pick a cause, a person, an organization and volunteer your time or donate items needed. Make 2019 the year that you #GiveBack in a BIG way!!!

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catalyst* connection

Check out how our CATALYST*s spent their Christmas and Ringing in the New

Year with their TOP Referral Partners

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