A Message From Michael, March on Ambassadors! Enjoy the Battle. Win the War. Is your Database “Military Grade”? Are
build your Army of Ambassadors was
strategies to succeed whether you are
you developing a Special Forces who are
10 years ago. The second best time is
in the trenches or in the war room.
deployed throughout the city spreading
now. THIS is the year YOU build YOUR
Enjoy the Battle. Win the War. Build
the word about you and referring you
Army of Ambassadors - raving fans
your life, your business, and your army
willingly? If not, this is the issue for you.
who deliver your message and have the
on a foundation of Love, Generosity,
This year, we launched our Army of
courage to speak up when someone
and Appreciation.
Ambassadors® Tour to much fanfare
has a need for what you do. You need
and at our first tour of 10 events,
to recruit your army, train your army,
everyone raved about the new logo
arm your army, and reward your army.
and new content. The best time to
This month’s issue will give you the
Blessings,
Michael Maher
FOUNDER AND CEO
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MARCH 2019 FOUNDER AND CEO Michael Maher
VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Joshua Nelson GRAPHIC DESIGNERS Ben Duff CONTRIBUTING WRITERS Blake Stilwell O’Beria Seats Michael J. Maher THIS ISSUE Michael Maher 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
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REFERRALS MAGAZINE | REFERCO.COM | ISSUE 08 | MARCH 2019
WHAT’S INSIDE! Referrals Roundtable 4
Thanks for the Feedback! referral strategies
The Seven Most Powerful 8 Referral-Generating Questions of All Time the influential zone
Win the War. Enjoy the Battle.
12
be referable
Partnering with a Purpose
21
feed your soul
Chiefs’ Star Quarterback
#Givesback
24
FREE Download 17 The Forgotten Strategy catalyst* connection
CATALYST*s In Action! 28
Referrals ROUNDTABLE Thanks for the Feedback!
Feedback is the Breakfast of Champions - Ken Blanchard
“Cool info… so much good.” -Dr. Kim Moore, Tampa, FL
“I am happy that you are calling this latest movement “2019 Army of Ambassadors”. It fits perfectly with what we need to do. So excited to be a part of this. Thank You!” - Johnny White, Sumner WA
Another fantastic learning day at KWNE with Michael Maher author of 7 levels of communication in the house! - Kelly Beresford, Scottsdale AZ
Always a joy learning from Michael how to pour into people even more. Give, give, give to get referrals. I love it. I do my best to live it. - Genny Williams, Birmingham, AL
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referral strategies
The Seven Most Powerful Referral-Generating Questions of All Time By O’Beria Seats with Michael Maher
Referral strategies come in all shapes and sizes, however, in this case, they come in the shape of a question mark. The goal is to get into a conversation with your clients by asking them specific relationship-building questions that will lead to referrals, while at the same time satisfying your genuine curiosity you have in your
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client. ReferCo Founder Michael J. Maher formulated seven powerful referralgenerating questions-- which is considered a generosity strategy-- to ask the contacts in your database. Initially starting out with only 3-½ questions, Maher added an additional 3-½ to perfect the strategy. “They’re
ever-evolving. More questions developed over time from talking to other people,” he said. Here are the now seven referralgenerating questions that your clients will be glad you asked them (for this example, let’s say your client’s challenge is finding a reputable but affordable private school for their kids):
referral strategies
Q1: What’s your biggest challenge right now?
A: “They’re going to tell you either
their biggest personal or professional challenge. We immediately want to give them advice when they share with us that challenge, which is a mistake. But relax, take a step back mentally and move on to the next question.”
Q2: What have you tried so far? A: “They’re going to tell you what
they did to try to conquer this challenge. A nice follow-up question to this is ‘what else have you tried?’ We want to really exhaust all of the things they’ve tried to conquer that challenge.”
Q3: What are you going to do next? A: My husband and I want to visit more schools.
Q4: What is the first next step? A: We will make a decision based on our research.
Q5: Who can help you with that first next step?
A: My husband’s friend, Sarah, has
a daughter who goes to one of the schools at the top of our list. Sarah’s feedback about the school may help us make our decision.
Q6: By when? A: “This is the most powerful
question.” If they tell you the following month, ask them what you can do to help them get that done by then. Or if they tell you today, ask how you can help them get it done today.
Q7: How would you like me to follow up?
A: By phone, email, etc,
After you’ve asked all seven questions, then ask them if they have any questions for you. Then, they will ask you what they can do for you. “The thing that we teach at Referco and the 7L system is that when someone says ‘how can I help you or what can I do for you’, we answer referrals. And hopefully, you’re going to get into a conversation that actually leads to referrals,” Maher said Writer’s notes: I had the privilege of
being asked these seven questions by Michael J. Maher while interviewing him for this story. And quite honestly, I thought I was already thinking outside the box but quickly found out I was still very much inside it. After pondering my answers to these questions, along with Maher’s suggestions, I did a little soulsearching. Bottom line: I had to let go of fear and take the necessary steps to accomplish dreams I’ve previously made excuses for not fully pursuing. Now that I’ve been inspired, I will embrace this upcoming year with a new level of determination, focus and discipline as I consistently work toward my goals. Thank you, Mr. Maher, for opening my eyes a little wider. Take action: Try the seven questions on someone TODAY!
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. 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.
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