The Ultimate Holiday Issue

A Message From Michael, Happy Holidays Ambassadors!

Blessings indeed… First, let’s take a moment to celebrate the highlights of this year. As a business person, we tend to focus on the problems or planning next year. Right here, right now, I ask you to celebrate your year’s accomplishments AND reflect on WHO made it possible.

And please know the who for us is… YOU! Thank YOU! Please indulge me as I celebrate REFERCO’s recordsetting year… that YOU made possible.

REFERCO launched our CERTIFIED REFERRAL TRAINER (CRT) Program and welcomed almost 100 CRTs who are teaching the principles of (7L) across the globe.

(CertifiedReferralTrainer.com) REFERCO launched REFERRALS Magazine® and distributed thousands of copies in four months.

(ReferralsMagazine.com) REFERRALS Podcast® exploded onto the podcast scene and continues to be

one of the most downloaded podcasts in the world.

(ReferralsPodcast.com) (7L) The Seven Levels of Communication: Go From Relationships to Referrals, passed eight (8!) straight years on Amazon as the #1 Bestseller bestselling book in the Real Estate Sales category!

(TheBookOnReferrals.com) And perhaps you’ve heard the latest, EVENT MASTERY CLASS set Black Friday and Cyber Monday records. I’m

teaching this class live and super-excited about helping professionals run events with the (7L)System approach.

(EventMasteryClass.com) Celebrate! Then, get busy planning for 2019. I can’t wait to see what you have in store.

Here at REFERCO… well, you’ll have to wait and see! All I can say is, buckle up and get ready to enjoy the ride!

Happy Holidays Ambassadors.

Blessings, Your Coach-Michael REFERRALS

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DECEMBER 2018 FOUNDER AND CEO Michael Maher

VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Joshua Nelson GRAPHIC DESIGNERS Ben Duff CONTRIBUTING WRITERS Ashley Alt O’Beria Seats Taylor Murphy THIS ISSUE Michael Maher Don McNaughton 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 05 | DECEMBER 2018

WHAT’S INSIDE! Referrals Roundtable 4 The Best Holiday Party You’ve Ever Attended! referral strategies

Who is your Lighthouse?

... And How to Appreciate Them

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The Only Business Plan You’ll Ever Need

12

the influential zone

A Company Driven By Faith, Fueled By Generosity

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featuring Don McNaughton be referable

7 Steps to Santa Mastery 22 20 Do’s and Don’ts for 26 Hosting an Awesome Holiday Party feed your soul

Holiday HOPE Who you should be checking on during the holidays

28

catalyst* connection

The Great Pie Day Giveaway! 30

Want the ULTIMATE Plan for your Database?

CLICK HERE or visit www.52weekplan.com

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Referrals ROUNDTABLE What is the best Holiday Party you’ve ever attended? What makes a great Holiday Party? Are YOU hosting or holding or part of organizing a Holiday Party? What advice would you give someone hosting a Holiday Party?

I’d like to have a get together/client appreciation party for 50-75 of my vip clients, but I’m at a loss for something that’s easy on the budget, esp around the holidays. Anna Marie Losito - Palm Beach County, FL

Tonight, a few agents hosted a partner appreciation. Really good turnout.

Will host a pie party Nov 20. Be flexible. Plan but don’t get held back by perfection. Enjoy! Lisa Willis Kimball - Bossier City, Louisiana

It’s all about the dancing! Amee Sas - Sebastopol, California

Music is important. Keeps the energy going and the mood fun. Also some sort of game that results in prizes. Melody Meece Burr - Nashville, Tennessee

I think great food and mixer game is key to a successful party. Having a fun way for people to interact is so important and especially for those who are shy. A game gives them a reason to talk to others that they would not otherwise talk to. Judy Jones Paul - Gainesville, Georgia

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referral strategies

Some of you may have had a good year.

Maybe a great year. Or even a recordbreaking year. If you have a referralbased business then you already know who to appreciate for your success.

And if it wasn’t for these unique campaigners, your 75 plus transactions could have easily been a mere 25 by year’s end.

So who are those referral champions who kept you above the fold in 2018?

Michael J. Maher, best-selling author of (7L) Seven Levels of Communication: Go From Relationships to Referrals, calls them ambassadors. To put it in layman’s terms, ambassadors are your lookouts, your got-your-backs, your aces in the hole, or possibly your ride-or-die sources.

Maher tells us who qualifies as your ambassadors: “Ambassadors are people who speak highly of you and refer you willingly. These are brand ambassadors, business ambassadors and unpaid salespeople for your business.”

Maher explains the types of ambassadors you more than likely have in your database:

Who is your Lighthouse? ...And How to Appreciate Them

By O’Beria feat Michael J. Maher

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The Traditional Ambassador “This is someone who always seems to be thinking about you, and always referring you. Every year, this is someone who’s referred you a couple months or 20 at one time . . . they’re looking to get you paid, and they’re looking to help their friends by referring you.”

The Influential or Connected Ambassador “They may have only referred you once and it didn’t work out, but there’s momentum in the relationship. And you want to take that momentum to the next level. You want to build a stronger more professional relationship.”

The Potential Ambassador “This is someone who is really influential, really connected and you’ve noticed they are referring

referral strategies

are just value exchanges. And if there is no value being exchanged, there’s no relationship,” Maher said.

The best times to schedule a oneon-one meeting is during the last week of November up until around the first two weeks in December. By the end of the year, you will already have your year-end review in mind, as well as have the mindset of looking forward to next year. If a physical one-on-one is not possible then schedule a conference call. But a oneon-one meeting is always preferred.

Meet UP

other businesses quite often.

They’re very connected throughout the community. Maybe they’ve connected you to one or two people who are also influential.”

However, we all have those ambassadors who are our top spokesmen and highest supporters.

They deserve special recognition and appreciation for easily outshining all the others. Maher describes them as lighthouses that guide us through the vast sea of referrals that make up our network and community.

As we reflect on our year, Maher tells us we should take notice of our top four lighthouses. “The people we should start with is ‘who is Oprah for us this year? Who was our cheerleader and referred us a lot of business even if only half of it turned out to be full transactions?’ We need to literally meet with them, thank them, and get to know how we can help them better in the next year.”

Schedule A One-On-One Meeting Even though you may talk with your ambassadors on a regular basis, it is

by far not the same as actually sitting down with them to have a focused one-on-one conversation, where it’s all about them. One-on-one’s are powerful because it allows you to take the relationship to the next level.

According to Maher the structure of these one-on-one meetings is to look back, look forward and then look at now. So you’re going to do a year-end review. Ask them what were their biggest highlights of the year, and what goals they did or did not achieve.

And then you’re going to do a year in preview, which is taking a glimpse into the year ahead. You can ask them things like, “What are your goals for next year? Where do you plan to vacation? Or what clients are you hoping to attract?”

And lastly, you’re going to find out what’s their biggest need right now. Ask them, “What’s the biggest challenge you’re facing right now?

How can I help you, and what can I do for you now?”

“And by getting to know how we can help them, we can then add value to their life like they’re adding value to ours. We have to realize relationships

As professionals and goal-oriented people, we should always find every opportunity to grow. Often times we can learn and gain wisdom from those who have already traveled the road to success.

Said Maher, “I always say when you meet up, meet UP. Meet people who are more successful than you. Meet people who are wealthier than you.

Meet people who are more balanced than you. Meet people who are more energetic than you. When you meet UP, it pulls you UP.” Maher recounts a time when he met UP with a Potential Ambassador, while only a couple years into his real estate career. She was a former realtor and knew hundreds of real estate agents. Maher admittedly was nervous when he called her for a one-on-one. “I didn’t know if she’d say yes. She was above me in the pay grade. She was above me in social circles. This was a stretch for me from the aspect of who I networked with.”

But he thought he’d try his luck anyway, and scheduled to meet her for lunch at the EBT restaurant in Kansas City.

Well, the conversation took an unexpected turn. She confided in Maher and told him she was going through a painful situation, and he was one of the first three people to know. He reassured her his

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confidence, thanked her for trusting him and then offered to help her in any way he could.

Now here’s the bombshell: “Fast forward . . . she ended up having to sell her home. And she used me. So out of the hundreds of agents she knew, I was the one to get that beautiful listing that sold less than a week. She moved on to buy an over 1-million-dollar house. And to this day she is one of my best friends and referral sources.”

“What if I had not asked her to lunch?

What if I had not called for that oneon-one. And yet, I decided to give it a shot because I knew it wasn’t going to be about me. I knew it was going to be about her. I was genuinely curious about what her next year was going to be like because I knew I could learn from her, and implement some of the things she was going to do for the next year.”

someone to build them a website. You can connect them to a web designer you know if they’re looking to do a website revamp in the next year.”

MEET PEOPLE WHO ARE MORE SUCCESSFUL THAN YOU. MEET PEOPLE WHO ARE WEALTHIER THAN YOU. MEET PEOPLE WHO ARE MORE BALANCED THAN YOU. MEET PEOPLE WHO ARE MORE ENERGETIC THAN YOU. WHEN YOU MEET UP, IT PULLS YOU UP

Ways to Appreciate Your Ambassadors Maher goes over three strategic ways to appreciate your ambassadors.

The motivation for expressing your gratitude should always be sincere as you find ways to be of service to them: Help them conquer a challenge they’re facing right now.

“Their challenge could be finding

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Help them achieve a goal or dream they’ve always wanted.

“They may have a goal to add another insurance agent to their team. Search through your network to find people who may be interested in being insurance agents at that agency. Or if they have a sales goal, you can help them by spreading the word of whatever product or service they have.”

Help them enjoy an interest or passion they already have.

“Help them enjoy life even more. Let’s say someone loves golf. You could get them a book on golf or set them up with a professional golf instructor, maybe pay for a few rounds at the local country club, or even connect them to someone who has access to a country club where they’ve never played. There is a multitude of ways to add value, and it doesn’t have to cost you money.”

And this is where Maher’s generosity philosophy comes into play. You’re showing your ambassadors you genuinely care about them. While in a one-on-one meeting with them, you’re carefully observing them and being attentive to their needs and desires. Then by following up with action, your ambassadors will eventually return the favor in the form of referrals.

Maher added, “We want them to think about us, and then we want them to take action on our behalf. So

shouldn’t we be the leader in this?

Shouldn’t we show them the way?

And if we’re not willing to think about them and then take action on their behalf, then why would we ever think that they would?”

Maher already has his one-on-one meetings scheduled for December. Do you? He challenges you to meet with someone you really respect. So If you haven’t already, be sure to schedule a one-on-one meeting this month with your top ambassadors, whether that be relatives, mentors, colleagues etc. The goal is to reach out to one, see how it goes then based on that meeting, reach out to another then another. Make sure you email Maher to let him know how your meetings went. Happy scheduling!

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.

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.

The Only Business Pl You’ll Ever Need

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lan

referral strategies

IT’S THAT TIME AGAIN! Time to sit down, put pen to paper and layout your goals for 2019. If you’re not careful, your business plan can go on and on spanning across multiple pages and be so convoluted that you never read it again once it has been written. This is one of those times where less is more. A simple, one page, business plan is critical in getting to the root of your goals. It stretches you to think in specifics and layout a measurable plan that can easily be tweaked throughout the year.

Check out this month’s FREE DOWNLOAD HERE - The Only Business Plan You’ll Ever Need

KISS We all know the acronym, KISS Keep it Simple, Stupid. Not that we’re calling anyone stupid, but c’mon… this isn’t a thesis… there won’t be a quiz at the end, we promise. Seriously, keep your goals simple. The simpler the goal, the easier to tell when it has been achieved!

SMARTER Here at REFERCO, there is another Acronym that we like to use when we are goal setting: That is SMARTER Specific Measurable Attainable Relevant Time-Bound Exciting Rewarding SPECIFIC: Your goal MUST be clear. The first step to getting what you want is being very, very clear as to exactly WHAT you want. Just like ordering food or getting fitted for a suit, the more specific and precise what you ask for, the better the result. Specificity breeds clarity. Clarity is power.

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referral strategies

Don’t be a wandering generality. Be a meaningful specific. ~ Zig Ziglar MEASURABLE: You MUST be able to track your progress, and measure the level of success. Your goal needs to answer questions such as: How much? How many?

How will I know when it is accomplished?

What gets measured gets done.

What gets rewarded gets done well. ~Unknown ATTAINABLE: You must set an attainable goal. A goal you can realistically accomplish in the given time frame.

Persist and persevere, and you will find that most things that are attainable, possible. ~ Philip Stanhope RELEVANT: Your goal has to matter to your life goals. You want IMPACT! A relevant goal should answer yes to: “Does this seem worthwhile?”

We were created for meaningful work. ~ John C Maxwell TIME-BOUND: You must set your goal within a timeframe. Set a deadline and feel the energy.

PARKINSON’S LAW: Work expands so as to fill the time available for its completion.

EXCITING: Your goal should be energizing and you should be enthusiastic to achieve it. Does it charge you and bring out your passion? Set a goal that makes you want to jump out of bed in the morning!

The starting point of all achievement is desire! ~ Napoleon Hill

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REWARDING: What is the reward for accomplishing the goal? One of the biggest rewards is who you become by achieving your goal – and as important is how we reward and celebrate ourselves for the win.

What you get by achieving your goals is not as important as what you become by achieving your goals. ~ Henry David Thoreau Now that you have the tools you need, it’s time to get to work by writing these down!

Download this month’s FREE DOWNLOAD HERE - The Only Business Plan You’ll Ever Need When it’s complete, make sure

everyone on your team has a copy and hang one up in your office. This is to keep you on track all year. Review it daily. Keep your eye on the prize and GO FOR IT!

EDITOR’S NOTE: Did you know that The REFERCO Team has an intensive business planning session every year? We do!

Just some of what is on that, intensive 3-Day Agenda… YOU! Our main goals each year are to serve our clients well, give back to the community and charitable organizations and to teach as many people we can about growing their business through Love, Generosity and Referrals. Happy Planning!

The Only BUSINESS PLAN I’ll Ever Need!

Year Name Company Vision: What is the BIG vision for the end goal?

Start with the end in mind!

EX: I want to double my revenue from last year.

Mission: Describe the what, how and why in 1-2 sentences that you can repeat daily.

EX: I will double my revenue from last year by being the company of choice due to my topnotch, memorable services provided to all my clients.

Goal: This is your measurable variable.

EX: I want to close 60 homes this year.

Breakdown of Goal:

EX: If I want to close 60 homes this year, I must close 5 homes per month.

Download

FREE CLICK How: These become your action items. There are HERE six sub-categories for the “how”.

or visit 1. People: Who will help you reach yourReferralsMagazine.com goals EX: My Ambassadors by referring me to the

and how?

people they know and love.

2. Resources: What resources do you need and how will they help?

EX: Sponsors can help offset the cost of my appreciation events.

3. Ideas & Innovations: What awesome ideas do you have and how will they help?

EX: Hold our first-annual Breakfast with Santa event!

4. Marketing: How will you reach your prospects, current clients, and past clients?

EX: Call, Text, Networking Stack, Emails, Social Media

5. Operations: What will house your action items and how will they help reach your goal? Who will manage this?

EX: Create Spreadsheets with day 1-90 breakdown of action items. Have Stacy manage master plans.

6. Finance: What will putting these items into action cost? (REMEMBER: Think BIG Picture!)

EX: If I have one $500 sponsor per event, I will only need to spend $5-700 out of pocket.

Reward: How will you reward yourself if you achieve this goal?

EX: Christmas bonuses to all team members!

Copyright REFERCO 2019

the influential zone

A COMPANY DRIVEN

BY FAITH, FUELED

BY GENEROSITY

By Ashley Alt

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the influential zone

Don, son of McNaughton Real Estate founder Terri McNaughton, gets candid on success and hardships unique to the real estate industry, and honing in on the personal reflection of this admirable, faith-driven organization.

McNaughton Real Estate is a Christian-based business, which they don’t necessarily advertise all that much, but their clients and everyone in the community knows what they stand for.

When asked how their faith is carried out through the company, Don was quick to respond when he said, “It means we know it’s all about God first.”

He continued, explaining, “We ask for guidance all the time. Really, God just keeps blessing us. I don’t think we should be able to do what we do in the market that we’re in, and yet we are constantly blowing the doors off of everything.”

Switching gears to talk about Terri, it was evident how much love and respect he has for his mom, who has been holding down her business for nearly half a century.

Terri has ran the company for 43 years, which Don divulged a few examples of tragedy he and Terri had experienced personally during those years, including family members dying and a fire that tore down their first office in 2005.

“The first 20 years, there wasn’t faith in the business,” Don said. “The next 20 and beyond...God was put first and our success has never been greater.”

Learning how to cope from the struggles he and Terri went though, he added, “We bring God into our

D

office every day. Some companies have white wash boards, we have prayer boards for our employees to give praise or write out a prayer.

Even though we have fears and we’re scared of this or that, being generous is the core of what we do and why we do it.”

Following the 7L System Through & Through Throughout our conversation, Don stressed how it’s so much about the people you work with and for, telling me they have had a few individuals knocking on their door having little to no interest in real estate, but are eager to learn the ropes because they know the people a part of it (namely, Terri) make up an incredible, tight-knit group of supportive, hard-working and inspirational people.

“Do everything that’s in The 7 Levels of Communication,” Don advised of running a successful company. “If you do what’s in the book -- like go have lunch with your clients -- my favorite -- if you do it, it will work.”

Following the 7L System, Don, as well as his team members, don’t ever go to lunch with a client without leaving with a referral.

“The lunches aren’t even about getting referrals,” Don assured me. “It’s about, ‘What can I do for you?’ and it happens. It happens because of the 7 Levels and the Generosity Generation.”

Speaking of referrals, Don stated that in order to keep your business thriving, you need referrals. And when clients or whomever you’re talking to realizes that’s what you’re after, they are out there “bird dogging for you,” as he put it, trying to find a listing or a buyer to bring back.

IT MEANS WE KNOW IT’S ALL ABOUT GOD FIRST

“It’s good to find someone who is very influential and connected,” Don said. “But it really is that Generosity Generation. Also, you can’t outgive God, and most people don’t get that.”

Don remarked that he loves being in this industry because he gets to help people with the most important investment of their lives, whether that’s finding a new home for a client or helping them sell their old house.

“Terri always says, ‘If you take care of the people, the money will come,’ and that couldn’t be truer,” Don said.

What one thing drives McNaughton Real Estate’s success? According to Don, being relentless.

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the influential zone

“You give more referrals, and you will get a bunch back. If you connect people and do nice things for them, the way they return the favor is sending business back to you.”

“You never give up,” he commanded. “There were so many times in 43 years my mom could have given up, but she continues to take it one step further.

You never, ever, ever give up,” he went on.

“I don’t care if you have setbacks. You adjust your plan and you go at it again. I don’t care if the market is bad or crashing.”

A Real Estate Veteran’s Advice Don pointed out everything Michael Maher does exudes the concept of GenGen -- in your personal life and your professional life.

“You give more referrals, and you will get a bunch back. If you connect people and do nice things for them, the way they return the favor is

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sending business back to you.”

When you begin to look at life, look at people, look at businesses differently, you begin to see a whole new world before you. An unconventional (and perhaps brilliant) way of thinking outside of the box to attract new business? Planting 8,000 tulips in front of your business building.

The McNaughton Real Estate team recently constructed a new $1 million real estate building on the west side of town, which means they are the only real estate company in that neighborhood. So, to stand out, they planted 8,000 tulips in front of their business storefront.

“It’s really an amazing affect to have the community swing in to take pictures and tell us, ‘Thank you for planting these,’ he said. “So, people around town are talking about these beautiful tulips they came across and our company sometimes ends up making local news from people

posting pictures online.”

Right before the flowers are about to die, Don cuts them all and FedEx’s them to clients, bankers and friends as a thank-you, which ends up getting him more business, proving once again how the Generosity Generation comes full circle with everything.

“Be creative in getting referrals,” he disclosed. “Follow the 7L system, but be creative.”

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

EDITOR’S NOTE: Make sure to check out Don’s 7-Steps to Santa Mastery in our Be Referable Section on page 22

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www.JoinGenGen.com

be referable

7 22 REFERRALS

Steps to Santa Mastery With The McNaughton’s

be referable

Santa’s workshop in the North Pole.

We spoke with Don, son of McNaughton Real Estate founder Terri McNaughton, on what makes the Breakfast with Santa event so special...

Breakfast with Santa Event Goes Live in One, Two…

December’s REFERRALS Magazine featured story, Certified Referral Trainer, MASTERS Series, MASTER Faculty, CATALYST* Member and Real Estate agent, Don McNaughton, leads an incredible Christmas event each year for the children local to Northwest Arkansas.

Being held at the McNaughton Real Estate office for the past 12 years,

the Breakfast with Santa event is an affair to remember. And with actual reindeer present, it’s pretty clear as to why that is.

Don calls the annual occurrence “a huge, epic event,” where all of McNaughton Real Estate’s team members, agents and clients gather to put on an extremely life-like production of what goes down at

Obtaining his real estate license at the unheard age of 16, Don claimed he knew, as a fourth generation realtor, he wanted to be in real estate and he didn’t want to wait until he was 18.

“The legal age to obtain your license is 18,” Don said. “I was 15 when I wanted it, actually, but I was told I couldn’t be emancipated until I was 16. So I had my minority rights removed and I was a real estate agent.”

That same sense of ambition has stuck with him throughout his career, and was made obvious as he talked about the prep work involved with the Breakfast with Santa event.

The Christmas event idea originated from Amber Parrish, one of McNaughton Real Estate’s staff members. What started as a fun way to spread Christmas cheer in the Fayetteville area has turned into Arkansas’s seasonal sensation for kids and families to celebrate the magic of Christmas.

The event has collaborated with Toys For Tots since its inception, with clients bringing in unwrapped gifts for children in need. And while the event proudly supports the Toys For Tots organization, Don shares it really is all about the kids local to the area having something to look forward to every Christmas.

“It’s like a wedding reception,” Don said of the event. “The first year we had 30 people, and last year we had 350, so it’s a lot of welcoming and thanking every person that walks

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through the door, which takes up the whole time when it’s hundreds of people you’re saying ‘Merry Christmas’ to.”

Don tells me the craft room is the biggest draw for kids, followed by the (very real) reindeer appearance.

“We put it on for the kids, but it’s fun for all ages. We feed everyone who comes in with home-cooked food including these really great pecan bites, and we give away gifts, making it look like Santa flew in.”

To maintain the Breakfast with

Santa’s success, Don follows the 7 Steps To Mastery: Invite, invite, invite: Don says he and his team are talking about Breakfast with Santa all year long, and “ramp up” in October, inviting every client they have, whether they have kids or not. “We exude passion about attending our event,” Don stated.

“And that’s syndicated through our messaging which you know people can feel.”

Co-Creation: The entire McNaughton Real Estate team (they have 14 members currently), along with some clients, cocreate the event prepping and decorating the space, “which gets a great buy-in,” Don added. They also have past clients who are photographers come help take photos and others who valet guests’ cars. “Sometimes we have a client willing to dress up like Santa Clause, and even get our lender to dress up like an elf,” he said.

Certainty: Everyone in the Fayetteville area knows the event is always held on the second Saturday in December, so clients schedule their holiday vacations and other family obligations around that weekend.

Variety: Upholding the presence of Santa’s busy workshop, the team creates a craft room and Christmas movie room for the kids, a station for “pictures with Santa,” and a reserved spot to put the reindeer.

“We also place Santa’s gift shop in the office, and a 1964 Airstream remodel all decorated, where we

give each family a Christmas gift,” Don stated.

Contribution: “We give back to the community by collecting toys for tots from attendees,” Don said. “Sponsors donate door prizes, and upon early entry , everyone is greeted and handed the 7L door prize entry form, which they fill out to notify us of anyone they know who wants to buy or sell their home.”

Love & Connection: “Everyone is smiling and hugging,” he remarked. “Old friends reconnect and everyone just enjoys the spirit of Christmas, the spirit of giving. And in this case, for us, it’s giving referrals!”

Follow Up: After the fun is over, the real estate team emails everyone who came to the event a link to download their pictures from the website, along with a video, “So afterwards we have a list of buyers and sellers -- and a whole bunch of people to call and thank for attending.”

The bottom line? Breakfast with Santa allows Don and his team to put on an unforgettable holiday production, which doubles as an event to welcome all of their clients, thank them, and get referrals to keep their business booming.

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

EDITOR’S NOTE: Don’t forget the Door Prize Entry Form and Door Prizes! Big ticket items will draw in those that might be on the fence about coming. Also, it’s another great reason to follow up after the event!

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.”

New York Times bestselling author and America’s mentor offers a research-driven, fieldtested system for setting and achieving your professional, relational, financial, spiritual, and intellectual goals in order to have your best year ever.

~Nicholas, 5-Star Amazon Review

The result of a five-year study of companies that rose to the top and stayed there, GOOD TO GREAT identifies the characteristics that lead to success in business.

Collins, also the author of BUILT TO LAST (2002), offers ways that companies can plan and change in order to make the climb with confidence over the long term.

Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirtyfive years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

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20 Do’s and Don’ts for Hosting an Awesome Holiday Party

By Taylor Murphy

Being a hostess with the mostess is not as easy as it looks. Consult our ultimate holiday hosting checklist for what to plan ahead of time—and what to skip altogether—for your annual holiday bash.

If you spend more time stressing out during your holiday soiree than enjoying time with your guests, it’s time to take a different approach to party planning.

Believe it or not, there is an easy way to go about executing your holiday party to-do list for all your hosting duties— from meal prep to decorating to cleanup time—and we’ve summed it up for you in an easy-to-follow list of do’s and don’ts.

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DO plan a budget. Yes, even small, intimate get-togethers need a budget.

This will allow you to consciously spend what your finances allow instead of going overboard.

DON’T feel bad about asking guests to bring a dish. More often than not, guests don’t mind bringing their favorite holiday dish for others to enjoy—especially since they don’t have the pressure of hosting the party themselves.

DO choose a holiday theme. Break

out the ugly Christmas sweaters.

Decorate everything in red and green.

No matter what theme you decide to choose, go all out!

DON’T forget to play music. The only thing worse than forced small talk is awkward silence. Always keep background music on, whether it’s a holiday playlist on your iPod or a Christmas station on Pandora.

DO get a headcount. Make it a point that guests RSVP by a certain date. An estimated headcount lets you know how much room, food and other essential

be referable

DO set up a self-serve bar area.

If you don’t have a bar in your home, create a makeshift one. Leave out various glasses, spirits and premade Christmas cocktails and mocktails so everyone can enjoy and refill as they wish.

DON’T pass up the opportunity to make festive food. Speaking of Christmas-themed drinks, be sure to include festive items on your party’s menu, like guacamole appetizers that look like Christmas trees.

elements you’ll need to run a smooth gathering.

DON’T underestimate a planned cooking schedule. Having more dishes to prepare than kitchen appliances to cook them with is the norm for a lot of hosts. Take a tip from seasoned cooks, and pop each dish in at a planned time so it will be hot and ready to serve.

DO display store-bought and handmade decor. While some holiday decorations are hard to replicate, putting out DIY decor will give the party a personal touch. Plus, it’ll give the kids something to do while you get ready for the big day.

DON’T set out place cards.

Assigned seating can be convenient, but it limits conversations—and the chance for new and old friends to connect.

DO serve dinner buffet-style.

Guests will be able to help themselves to seconds (and thirds), and you won’t need to worry about playing waitress: It’s a win-win.

DON’T attempt to do all the meal prep yourself. Even though

you should complete whatever meal prepping can be done in advance, recruit someone to help with the behind-the-scenes cooking in the kitchen. ‘Tis the season for helping one another, after all!

DO organize a handful of games to play. Whether it’s a Christmas twist on a classic like Pictionary, or a few different board games that you leave out for guests, always have some games ready to keep people entertained.

DON’T make a new recipe the day of the party. This isn’t the time to try that new recipe you pinned on Pinterest. There’s simply no time for trial and error when it comes to holiday hosting.

DO make a grocery store run at least a week beforehand. Getting your grocery shopping done early means you’ll be able to cook, bake, decorate and set up ahead of time. It also gives you a little wiggle room if you forget anything.

DON’T wait to clean your home until the day before. Please. Just don’t do it.

DO organize a holiday cookie exchange. It’s less expensive and much simpler than a gift exchange.

And guests will be excited to show off their very own holiday cookie recipes.

DON’T allow guests to leave without leftovers. Leave out disposable containers and bags so family and friends can grab and go on their way—assuming you have enough left over to share.

DO offer party keepsakes to thank guests for coming. Individually wrapped edible ornaments are an easy and delicious way to show loved ones you’re glad they came.

DON’T drive yourself crazy trying to make the party perfect. Remember to enjoy yourself, be in the moment and have fun.

Happy hosting!

TAYLOR MURPHY is a freelance writer and reporter who writes about lifestyle, parenting, health and food for print and digital magazines, newspaper outlets and online publications. She’s most recently written for POPSUGAR, Taste of Home Cooking Magazine and Eating Well Magazine.

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feed your soul

Holiday HOPE Who you should be checking on during the holidays.

A special reminder from the REFERCO Team: For many, this Christmas will be the first holiday without a special loved one. “Holidays are time spent with loved ones� was imprinted on our psyche from a young age. Holidays mark the passage of time in our lives. They are part of the milestones we share with each other and they generally represent time spent with family. They bring meaning to certain days and we bring much meaning back to them. But since holidays are for being with those we love the most, how on earth can anyone be expected to cope with them when a loved one has died? The loss of a family member or a friend brings obvious grief; and for many people, this is the hardest part of grieving, when they miss their loved ones even more than usual.

When someone has lost someone special, their world tends to lose some of its celebratory qualities. Holidays only magnify the loss. The sadness feels sadder and the loneliness goes deeper. The need for support may be the greatest during the holidays. The most important thing you can do is check in on these people. Second, is to make sure that you are helping and

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feed your soul

not just reminding that person of their grief.

“There are ways that are more helpful and ways that are less helpful to approach a grieving person,” says grief expert Helen Harris, Ed.D., assistant professor in Baylor University’s School of Social Work. “There are so many things that folks say that are not helpful, mostly when we tell people what to do, what to believe and how not to feel,” Harris said. “Examples are: ‘God needed another angel’ or ‘At least you had him for x-amount of years’ or ‘You shouldn’t feel sad. He isn’t suffering anymore.’”

This is also not the time to ask them if they want to buy your product, sell their house, or refinance.

A few helpful things you can do to

check in on those mourning the loss of a loved one are: Call them. Listen more than talk.

It’s okay if you don’t know exactly what to say. Ask if there is a holiday-related task you can help with. Will they be alone for the holidays? Invite them over or take a meal to their home if they are not ready to get out and be around others. Offer to help with Christmas shopping or wrapping.

THE NEED FOR SUPPORT MAY BE THE GREATEST DURING THE HOLIDAYS

Write them. Keep it short, but heartfelt….

I just wanted to check in on you during Christmas and let you know if you needed anything, you can give me a call! (Sign with your number) Feed them. Don’t force yourself in… maybe just leave it on the front porch or get them a gift card to their favorite place.

Help them. This one is great because you don’t have to ask. If their sidewalk needs to be shoveled, grab your shovel or hire a teenager looking to make a few extra dollars. They don’t even need to know it’s you who did it - sometimes the best acts are the ones done in secret!

Buy them something. For someone who has lost a spouse or parent, the holidays might be the time where they don’t receive as many gifts due to the loss. Get them something you know they will love! It doesn’t have to be expensive - for women: maybe a soft blanket? Or for men: a cozy set of house slippers!

EDITOR’S NOTE: Comb through your database. Who do you know that is grieving this year?

Pick a way to reach out from this article and act on it. Nothing means more than showing you genuinely care.

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catalyst* connection

The Great Pie Day Giveaway!

Each year, hundreds of CATALYST* Members from around the globe participate in bringing the (7L) System to life by hosting one of many Appreciation Events - The Great Pie Day Giveaway! Check out some of our CATALYST* Stars from Thanksgiving Week 2018…

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EDITOR’S NOTE: Want to learn more about CATALYST*? Simply go to www.

CatalystRegistration.com for more info!

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