Issuu

HIRE MICHAEL HAVE YOU READ THIS YET? TO SPEAK!

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Custom 30Mornings Journal (designed by Michael J. Maher) The journal will guide you step-by-step towards your goals.

THEBOOKONREFERRALS.COM

A Message From Michael...

The First Issue. This issue is all about firsts. Great stories about receiving first referrals, throwing appreciation events, making a great first impression — even a great story about me running my first marathon. There are lessons to be learned from all of these firsts! But the No. 1 thing I hope that everyone who reads this issue takes away is to just do it. Make that incredible first impression (and don’t feel bad for it). Throw that first client–appreciation event. Run that first marathon. Just do it. It won’t be perfect, but you will have made real progress — and the next time you can implement at a higher level. So go for it, Ambassadors! REFERRALS 1

REFERRALS AUGUST 2018

MAGAZINE

FOUNDER AND CEO Michael Maher VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Karla Johnson GRAPHIC DESIGNER Dallas Colton Ben Duff CONTRIBUTING WRITERS Ashley Alt O’Beria Seats THIS ISSUE Stacey Alcorn Jamie Apuna Cici Bower Brad Carey Jeff Firnstahl Michael Hauge Dawn Rae Arnel Tanyag ADVERTISING CatalystRegistration.com BookMichaelMaher.com 7L: The Seven Levels of Communication 30Mornings.com GenGenEvents.com ReferralPodcast.com GetAccelerate.com CertifiedReferralTrainer.com

To purchase a subscription of the magazine, visit www.ReferCo.com. To advertise or contribute to the magazine, contact Publishing@ReferCo.com. 2 REFERRALS

REFFERALS MAGAZINE | REFERCO.COM | ISSUE 01 | AUGUST 2018

WHAT’S INSIDE! A Message From Michael

Referrals Roundtable

Implement the Seven Levels of Communication (7L)

My First Referral

Start with your database by Michael J. Maher

A Modern–Day Dale Carnegie by Stacey Alcorn

Be Referable

Beat the Bridge (Part 1)

My First Appreciation Event

Dress for success

by Michael Hauge

CATALYST* member Brad Cary shares his experience by Brad Cary with O’Beria Seats

Referable Reads

For your FREE download — ReferralsMagazine.com

REFERRALS 3

Referrals Roundtable... My First Referral Davey and Vanessa Da vis. Davey was on my so ftball team. They needed to buy a house as a fairly ne wlywed couple. We looke d at many before settling on a newer home in western Olathe. My broker had to help me write the contract. When they got into th e ho me, the first thing I though t to do was celebrate — as much for me as for them! :) W e invited the softball te am, and I used Microsoft Publish er to print 20 invites fo r the neighbors (a third grad er could have done bette r). I got 11 referrals that night. Davey and Vanessa liv ed in the house for five years. In that time the neighbors and that young couple had dinner nights, softball te am s, kids nights, cul-de-sac parties — and I know th at housewarming party I threw for them had a big impact on their enjoyment of the home and the neigh bo rhood. It was a great nig ht — and the beginning of something special. — Michael Maher

first. My member your re s ay w al u yo ansacI always say my very first tr ly al tu ac as w al parent, very first referr as also a band w o h w y, d in C ette, whose tion. A friend band parent, B er th o an to e om Chireferred m ve to Hawaii fr o m to d te an w e able to father, Chuck, ket, but we wer ar m s r’ lle se a ntincago. It was a home sale co h it w t ac tr n d co don’t know get an accepte perienced you ex in ’re u yo home-sale gency. When d offer with a te p ce ac an g u that gettin t is nuts, but yo ke ar m s r’ lle se a also the contingency in go for it. It was u yo so er ett don’t know b sold his home his agent who r fo n o cti sa ember first tran ame. I do rem n er h er b em ent. I visited but I don’t rem cooperating ag t rs fi y m as w . I will John, who he passed away re o ef b ar ye e th , that overmy first client ing on his lanai d an st s u f o emorial. post a photo d the Arizona M an r o b ar a H rl looks Pea — Jamie Apun

Yes! My boyfriend, Michael Hoff! And was my very first transaction!! — Dawn Rae

How many to invite? JEFF FIRNSTAHL: When hosting a client appreciation event, what is your average ratio of {invites sent vs. people actually coming}? We’re doing a summer movie event and can’t decide how many invites to send out. Your input is greatly appreciated! ARNEL TANYAG: Is the event for your database or your sphere of influence? JEFF FIRNSTAHL: Database/past clients. ARNEL TANYAG: Thanks. Determine your capacity of the venue first. Secondly, it comes down to your inviting process. You must influence first by having a conversation with your database and past clients to force a 4 REFERRALS

No or Yes. Let them know it is limited seating and you thought about them first. It is the principle of scarcity. Follow up by informing them by text and email and have a last-minute conversation for a final head count. From experience, I helped a client of mine pull off a bowling party. She had 50+ people including kids — which was 35 groups in all. Two of those groups did not show because of something that came up at the last minute: some emergency that they had to take care of. SHERI MAHER: If you are worried about space then know your capacity. Send invites out in waves. Top referral sources first. CICI BOWER: Brilliant!!!

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HIRE MICHAEL HAVE YOU READ THIS YET? TO SPEAK!

It’s not about getting up early; it’s about getting up BETTER! Interactive instruction led by Michael J. Maher’s Certified Morning Coaches Daily interactive webinars Monday - Friday morning Membership to private Facebook group. This is a POWERFUL COMMUNITY where other members share their wins and struggles and support each other through the 30 day challenge. You will also post your various “homework” assignments throughout the course and hold each other accountable to success. Custom 30Mornings Journal (designed by Michael J. Maher) The journal will guide you step-by-step towards your goals.

THEBOOKONREFERRALS.COM

referral strategies

Take the First Step to Implement (7L) by Michael J. Maher

So, you want to implement (7L). Great! Here is the first step that you must take. There is no getting around this. You MUST start with your database. The entire system is designed around who you know and how often they refer you business. Spend the next 30 minutes rounding up everyone you know and put them in one place. If you have a favorite CRM, put them there. If you don’t, open up Microsoft Excel and start making your list. Yes, we want past clients on this list. But we also want influencers you know, your hairdresser, all your networking contacts, vendors you regularly refer…everyone. In all, your list will probably contain about 250 names. Now, we are ready to grade them. Here is the grading system I want you to use: A+ = Ambassador = more than one referral in the past 12 months A = Champion = one referral (regardless of outcome) in the past 12 months B = Potential Champion = you just don’t know C = Friends & Family = no referrals D = Delete =drip campaign only Now, I know that this is not a five second process. But the time that you spend doing this is well worth it. Once you have everyone in a category you can truly begin to implement the (7L) system by creating a custom plan for each segment of your database. And I know the next question you are going to ask: What do I do with my biggest category, the killer B’s? R That’s a topic for next issue… ■ MICHAEL J. MAHER: From living in a shack in small-town Kansas to a near-death experience, Maher, the best-selling author of The Seven Levels of Communication: Go From Relationships to Referrals, has used the challenges in his life to build a community of loyal followers known as The Generosity Generation. Find out more at ReferCo.com. Contact Michael Maher at Michael@ReferCo.com. REFERRALS 7

the influential zone

My favorite book of all time is Carnegie’s How to Win Friends and Influence People. This book is the blueprint to building an amazing network by giving back to others by listening to them, taking an interest in them, and finding their strengths. The philosophy is so simple, yet profound. Better yet, it works. Carnegie passed away in 1955, 17 years before I was born. I’ve often wondered what it would have been like to live a day in the life of Carnegie. There are some people who are put on earth to deliver a message. Dale Carnegie, Zig Ziglar, Og Mandino, and Napoleon Hill were a few of the first in the revolution of thought leadership. Their lessons went on to influence entire nations. To have personally known the likes of amazing leaders like these must have been mind-altering. They change the way you perceive the world, interact with others, and achieve goals. Today marks a whole new era of thought leadership, with an entirely new set of names brandishing the industry with concepts designed to help people from all walks of life live their dreams. While the likes of Carnegie, Ziglar, and Mandino have passed on, others of their caliber have been born in a world where we are hyper-connected to not just our neighbors, but to everyone we have ever met in our lives, through

A MODERN–DAY DALE social media. Forty years ago, one could get by without studying and understanding thought leadership, because most had such a small sphere of influence that their capacity to win friends, create influence, and achieve dreams paled in comparison to the opportunities that are available in today’s world. Today, everyone you need to know to achieve your dream is literally at your fingertips, a click away on social media.

8 REFERRALS Above: Stacey Alcorn and Michael J. Maher

the influential zone

The thought leaders of today — the Tony Robbins, Sheryl Sandbergs, Michael J. Mahers, Arianna Huffingtons, and Hal Elrods of the world — carry a huge weight on their shoulders. Not only must they master and share the lessons of the Carnegies, Ziglars, Mandinos and Hills, they must also create and teach new strategies for achieving greatness in a world that is totally interconnected, and where the average person each day is

E CARNEGIE

Recently I had the rare opportunity to spend two days with one of the greatest thought leaders of our world today, Michael J. Maher. I wanted to interview him on greatness. I wanted to pick his brain about what it takes to shoulder the responsibility of leading millions of people to better lives in today’s new socially connected economy. I did the interview with Michael, which I’ll share at another time. Today I’m going to

by Stacey Alcorn

communicating with more than just his neighbors and family, he’s talking to the entire world.

share with you something way more special than the 60-minute back-and-forth we had about success.

REFERRALS 9