REFERRALS MAGAZINE
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A Message From Michael... HOW I GOT 11 REFERRALS FROM MY VERY FIRST CLIENT... AND SHOULD HAVE GOTTEN MORE!*
When I started my real estate career, I knew I wanted to be different. I tried the traditional methods of cold-calling Expireds & FSBOs, door-knocking, and emailing people, but none of that felt right to me. My very first clients, Davey and Vanessa Davis, allowed me to throw a Housewarming Party for them about 45 days after closing. As you can expect, it was A LOT of fun and the atmosphere was so HAPPY! To top it off, I got 11 Referrals from this party — I had simply planned it, invited their friends, family, and neighbors, ordered pizza, and showed up. If I had read THIS ISSUE of REFERRALS MAGAZINE, I would have received twice as many. This Housewarming Party Issue headlined by Virginia Realtor® Shannon Gilmore is filled with many valuable nuggets of information and an awesome, done-for-you system that will make you look like a rock star… turn the page, go to the next level, go for it Ambassadors! Do it now. Love ya. REFERRALS 1
REFERRALS SEPTEMBER 2018
MAGAZINE
FOUNDER AND CEO Michael Maher VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Karla Johnson GRAPHIC DESIGNERS Dallas Colton Ben Duff COVER PHOTOGRAPH Alimond Photography CONTRIBUTING WRITERS Ashley Alt Michael Hauge O’Beria Seats THIS ISSUE Chris Anderson Tara Carter Darla Evanoff Shannon Gilmore Danielle Green Sandy Krestan Quincy Morris Sharon Sloper Veda Wood ADVERTISING CatalystRegistration.com BookMichaelMaher.com 7L: The Seven Levels of Communication 30Mornings.com GenGenEvents.com ReferralPodcast.com GetAccelerate.com CertifiedReferralTrainers.com 2018 Referrals Magazine. All rights reserved. Reproduction in whole or in part, without written permission is prohibited. ©
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REFFERALS MAGAZINE | REFERCO.COM | ISSUE 02 | SEPTEMBER 2018
WHAT’S INSIDE! A Message From Michael
1
Referrals Round Table
4
Be Referable
7
How I Got 11 Referrals from My Very First Client!
PARTY with PARTNERS!
What Will Your Clients Say?
by O’Beria Seats featuring Quincy Morris
Loan Officer Plans Parties
10
Housewarming Parties are Simply Smart
11
by O’Beria Seats featuring Sandy Krestan
An Attendee’s Perspective
by O’Beria Seats featuring Danielle Green
The Key to a Knockout Housewarming Party
12
Beat the Bridge (Part 2)
18
From Fine to First-Rate
22
by Ashley Alt featuring Shannon Gilmore
by Michael Hauge
A Realtor’s Top Tips for Terrific Housewarming Parties! featuring Chris Anderson
Party Your Way to Success Go From Flop to FANTASTIC!
24
featuring Darla Evanoff
Referable Reads
27
The Ultimate Housewarming Party Guide
29
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Referrals Round Table... PARTY with PARTNERS! How would you ask your partners (i.e., mortgage, title, inspection) if they would like to participate in the Housewarming Party? — Sharon Sloper Great question! Your conversation should go a bit like this… Thank you so much for being such an important part of the (names) getting their home! As part of our services to Clients we throw them a Housewarm our VIP ing Party 30 to 45 days after closing. The se are fun and productive events. Wo like to be involved? uld you Answer: YES! Great, let’s do a quick call. Call me tod ay
when you have 5 minutes. (CALLS YOU): You answer and disc uss: Here’s the scoop. I’d love to par tner with you on this. I’d like for you cost. It’s $500 to throw the event. Can to share the you do $250? My team and I will coo rdinate, invite, organize, confirm, sen yous, and do the whole ordering and d thankorganizing. How’s that sound? Probably YES! but if MAYBE add… As an additional benefit here, we get refe rrals from these parties, and my promis is that when you partner with me on e to you this, every single referral from this par ty will use your services as long as I can make it possible. How does that sound? humanly
Go from none to FUN! VEDA WOOD: I have a wonderful client/family closing, and I’d like to do a Housewarming Party for them. The thing is, they are moving here from Illinois and don’t have a “Christmas list” of local friends or family. Do I still give them a party? Who do I invite? This is a great question! Housewarming Parties aren’t always the answer, but most of the time they are. In this case, there is a great alternative solution: a Block Party! Check out what some of our coaches and clients have to say about this: SAM: How about inviting the neighbors? Invite neighbors on her street, the neighbors behind them and their boss if they are moving for work reasons.
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SHERI: Yes! Neighbors! Establishing those connections with your clients makes all the difference! And remember their new co-workers as well. NANCY: Why not start by inviting the people they interacted with during the transaction: Escrow officer, lender, home inspector, etc. Do you have past clients who share something in common with them? For instance, if the buyer is a teacher, invite a couple of teachers you know.
BOOK MICHAEL TO SPEAK!
For Information, Please Visit www.BookMichaelMaher.com
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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.
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Be Referable What Will Your Clients Say?
by O’Beria Seats
Think back for a second on how you felt when you closed on your first home. Were you excited, eager, grateful, or maybe even a little scared? It was both a surreal and rewarding moment for Navy man Eric Brown and local school secretary Denisha Brown as they conquered a major milestone: homeownership. It’s what most renters crave, and most owners appreciate. Florida Realtor® Wilbert Quincy Morris helped make this military family’s American dream a reality. Morris was more than just an agent to the Browns; he was considered family. Prior to Morris’ career in the housing industry, he served in the Navy alongside Eric Brown. Now he serves as a relentless real estate professional for Watson Realty Corp. in Jacksonville. Morris, known by his clients as the realtor with the great smile, said it’s important that his clients are satisfied. “Customers are first and foremost. I’m not thinking about my own gain. My reward will come later,” he said. Morris’ giving nature was reinforced by Michael J. Maher’s (7L) Seven Levels of Communication. Morris purchased the best-seller on audio CD and listened to it six times. It got him thinking about his communication skills and other interesting concepts. “Giving is something we do daily but don’t think about. You don’t have to have money or food to give, but you could also give ideas and simple stuff,” Morris said. Morris went on to attend referral classes and workshops, and also became a Certified Referral Trainer so that he can coach others. He uses the referral concepts he learned on his clients. One concept in particular—Housewarming Parties—is a great way for agents to get referrals. It’s sort of like killing two birds with one stone. The client collects gifts for the home, and the agent racks up on referrals. Both parties benefit.
The happy homebuyers, Denisha & Eric Brown Morris suggested to the Browns they should have a Housewarming Party, and agreed to help them host it. But the Browns had intended on throwing a party anyway, and sent an invite to their beloved Realtor®. The turnout was a success. According to Mrs. Brown, they received a lot of gifts — most of what was on their registry. And the Browns bragged about Morris to family members, friends, and co-workers, making introductions easier. REFERRALS 7
Mrs. Brown gives her account of the fun, festive event: “It felt more like a family reunion with a country feel [instead of a housewarming]. It was very kid-friendly. The kids played games in my husband’s man cave. There was beer pong, cards and cocktails [for the adults]. It was catered by 4 Rivers Smokehouse in Orange Park. We had barbeque and dessert table.” When Morris was asked how many referrals he received from the party, he said, “A dozen connections but not clients yet. I’m working on a few of them now.” Morris also did a raffle for guests who were interested in finding more information about buying a home. Mrs. Brown describes her home-buying experience with Morris as truly awesome. “He asked us what we were looking for, and he made sure we had everything we wanted in a home. He never forgot about the half-bath I wanted downstairs,” she said. “Morris is included at all our home gatherings. We have more than a professional relationship …we’ve developed a bond,” Mrs. Brown says. But the icing on the cake was how Morris had shown his appreciation for the Browns. Mrs. Brown said, “Quincy bought us a Bon Voyage cruise vacation for two. This was his gift to us for closing on the home. The only thing we had to pay was the taxes.” Morris had a pleasurable experience working 8 REFERRALS
We have more than a professional relationship… we’ve developed a bond. with the Browns. “I didn’t have any issues with them. I gave them advice on what they needed to do, and they were cooperative. [Mr. Brown] was deployed overseas at the time, but she [Mrs. Brown] was on it,” said Morris. Denisha Brown is currently employed with the Clay County School District as a secretary and Eric is enlisted in the United States Navy. “We are so excited and happy to have purchased our first home with Quincy Morris. He turned our dream into a reality! Special thanks to you Quincy.” R ■ EDITOR’S NOTE:
Interested in that “raffle” form for your Housewarming Party guests? Flip to page HWP13 for the Door Prize Entry Form! QUINCY MORRIS served as an airframe aviation mechanic for 8 years in the US Navy before finding his passion as a Realtor® for Watson Realty Corporation. Quincy, aka Agent Q, joined the Generosity Generation in 2018 and has since structured his business plan around Michael Maher’s (7L) System. Find out more at http://quincymorris.watsonrealtycorp.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.
Experience The Transformation Become Part Of The Generosity Generation www.JoinGenGen.com
referral strategies
Loan Officer Plans Parties She’s a lender… why Housewarming Parties?
by O’Beria Seats
Most people might assume that a Housewarming Party falls outside of the job description for loan officers, but some of us are willing to go above and beyond.
Krestan and her team are generous. “We bring the food and drinks,” she says. “Everything except alcohol.” She then stays and assists with the cleanup afterward.
Sandy Krestan, a mortgage professional since 1984, has a lot of experience when it comes to Housewarming Parties.
She says she and the real estate agent always get referrals or make connections while attending the parties. “We use a drawing form with questions” created by Michael J. Maher, she says. “And something is usually given away.”
Krestan, a loan officer at Fairway Independent Mortgage Corp. in Phoenix, says it’s better to help give her clients a Housewarming Party than to simply give them a gift card. She recommends that new homeowners have their housewarming about 30 days after purchasing the home. She tells her clients to invite the neighbors so they can get to know them. Krestan partners with the real estate agent to plan the party. A sponsor is chosen, as well as other contributors to help with the event.
Give your clients a Housewarming Party rather than a gift card.
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Housewarmings have proven to be advantageous for all the parties involved: the new homeowners, the real estate agent and even the lender. “It’s all about having fun, and adding value to our clients,” Krestan says. “For the real estate partner, it’s about having fun and meeting and connecting with R new people.” ■ SANDY KRESTAN, Certified Mortgage Planner, has based her 34 year career on the philosophy of doing business the right way. Sandy’s reason is that she loves working with clients to help them achieve their dream of owning their own home. Find out more at http://thegengen.com/crt/view/sandy-krestan 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.
referral strategies
Housewarming Parties are Simply Smart by O’Beria Seats
An Attendee’s Perspective There’s always more than one side to a story. In this case, however, there is a fourth side. It is not the homeowner’s, the Realtor’s nor the lender’s perspective. This is an attendee’s side of the story on Housewarming Parties as a relational strategy. Independent contractor Danielle Green of The Plains, Virginia, works as a representative for furniture manufacturers. Green covers five states and routinely opens up new dealers in the retail, interior design and architectural spaces. Bob and Kathy Holcomb invited Green to their new home in Paris, Virginia, as their housewarming guest. Green, who was working for a window-treatment manufacturer at the time, had added woven shades and plantation shutters to the homeowners’ windows. She arrived at the carefully catered event with a congratulatory gift of wine. She looked forward to forming new relationships with people she had yet to meet. One relationship in particular that has proved to be rewarding is with Shannon Gilmore, who was the Holcombs’ Realtor®. Kathy Holcomb introduced Green to Gilmore at the party, and the two professionals quickly became friends.
Green also met the Holcombs’ neighbors and friends. And she got a few leads for window treatments. Green’s Realtor® did not suggest throwing a Housewarming Party when she purchased her own home 13 years ago, she says. Now that more and more Realtors are becoming actively involved in their clients’ Housewarming Parties, Green says, the events are a great meeting hub for relationship-building strategies.
It was awesome because I’ve been able to give out Shannon’s cards. And Shannon has given mine out! “For me and for my business, I thought it was a fantastic networking idea,” she says. “It was awesome because I got Shannon’s cards and I’ve been able to give them out. And Shannon has given mine out. We connected on social media, and we’re going to build our business and our relationships that way as well. I also introduced Shannon to a few other people in my group R of friends who I think can help her.” ■
“The homeowner had already told both of us about each other,” Green says. “When I walked in, she [Mrs. Holcomb] said, ‘I have to introduce you to Shannon.’ We hit it off, and we found out we have a lot in common and know a lot of the same people.” DANIELLE GREEN is an outside sales rep in the Home Furnishings Industry. With 21 years experience, she calls on wholesale dealers, retailers and design trade professionals in DC, MD, VA, DE, and WV for Charleston Forge, The MT Company, Eastern Accents as well as other manufacturers. Danielle resides in The Plains, VA with her husband Jeff and daughter Madelyn. When she is not working she spends time helping her husband with rescue flights for organizations like Pilots N Paws and Fauquier SPCA. 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.
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