REFERRALS PODCAST

With the announcement of the $418 million NAR settlement proposal, panic and confusion have swept through the industry. Agents everywhere are questioning how these new rules will impact their ability to serve clients and sustain their businesses.

There’s no denying the feelings of pressure and uncertainty. Many agents believe that the NAR settlement will complicate their business, but what if it could actually be an opportunity to improve your practice and stand out in the market?

The good news is, you can adapt your buyer consultation process to thrive under the new regulations. This settlement might even be the best thing to happen to your real estate career. What strategies can help you stay ahead of the game?

In this episode, I talk to Christine Pandolf and Angela Gribbins, two seasoned real estate pros who reveal how they turned this crisis into a powerful opportunity. We talk about how the Buyer Agent Mastery (BAM) program takes control of their processes, educates their clients, and implements systems that help them succeed, no matter what.

This settlement is actually an opportunity for us. It's only going to raise our game. -Angela Gribbins

Three Things You’ll Learn In This Episode

-Turn Regulations into Opportunities
If your mindset shifts from panic to confidence, a crisis can become an opportunity. What actions can you take to boost your own real estate practice?

-The Crucial Role of Buyer Consultations
By mastering the buyer consultation process, you can protect your business and build client trust. Why is this step critical under the new NAR settlement, and how can it drive your success?

-Implementing Effective Systems
Top agents use proven strategies and systems to make sure they're successful in any market condition. In a world where regulations are constantly changing, how can these systems help you stay ahead?

Guest Bio

Christine Pandolf is a dynamic real estate agent with a strong background in marketing, boasting 25 years of experience in direct marketing, social media, and relationship marketing. Since transitioning to real estate, she has brought her marketing expertise to the Lake Norman area, quickly making a name for herself as a dedicated and innovative realtor. Her passion for continuous learning and improvement has led to significant success in her career, and she is committed to being a real estate consultant for life.

Angela Gribbins is a seasoned real estate professional with over two decades of experience in the industry. A North Carolina native, Angela has called the Denver, North Carolina area of Lake Norman home since 2001 and has been helping clients buy and sell homes there since 2002. In 2020, she became a certified referral trainer and began teaching the popular #30Mornings class, focusing on morning rituals and coaching the 7L system for the Generosity Generation. Angela's dedication to her clients and her continuous pursuit of excellence earned her the prestigious Big Heart award within the Gen Gen community.

Episode: 343

Title: The Perfect Response to the NAR Settlement: Expert Strategies Revealed w/ Christine Pandolf and Angela Gribbins

Host: Michael J. Maher

The real estate world is changing a lot because of the NAR settlement. This makes Realtors worried about how they will get paid.

Aside from making Realtors nervous, they are scared about losing their clients and money. Many don't know what to do and feel stressed about how to keep their jobs safe.

The impact of changes in the real estate market has raised concerns among Realtors. How will these changes affect potential buyers and the success of real estate businesses?

In this episode, I discuss with Ernest Govan and Karen Tucker how you can handle these changes and still do well. We share some smart ideas on how to keep good relationships with clients, make buyer meetings better, and use events to get more referrals.

In the new environment, it's going to be important to articulate your value because, in the absence of value, price becomes the issue. -Ernest Govan

Three Things You’ll Learn In This Episode

-Adapting to Real Estate Changes

The real estate market is constantly changing, so you have to learn to adapt to it. What strategies can help you thrive in the face of new challenges?

-Enhancing Client Consultations

You want the client experience to be straightforward and engaging from beginning to end. What tools and techniques can you use to make a lasting impression?

-Making the Most of Community Events

You can take advantage of community events to grow your business. How can you use local events to boost your business?

Guest Bio

Ernest Govan is a seasoned realtor from Charleston, South Carolina. He discusses his approach to buyer consultations and the importance of demonstrating value to clients. Ernest emphasizes the need for a solid buyer’s consultation process to navigate the new commission landscape.

Karen Tucker is Newport, Washington’s pet-friendly realtor, who shares her journey from starting as an assistant to becoming a full-time licensed realtor. She highlights her success in leveraging local newspapers and events to boost her business.

Episode: 342

Title: Realtors in Crisis: How to Thrive Amidst Industry Shakeups w/Ernest Govan & Karen Tucker

Host: Michael J. Maher

Did you know that every month Michael J. Maher hosts a Zoom live mastermind for all members of the Generosity Generation? That’s right! We love the format of the podcast....but sometimes, it’s fun to hear directly from you! So, have you been to one of our live masterminds? We call them JAM sessions (Just Ask Michael). We decided to drop this JAM session from March when we discussed the proposed NAR settlement. LOT’S of great information here.

Michael is hosting our next JAM session on Thursday, May 16, 2024. Join us by registering at www.NarJAM.com. It’s free for all of our podcast listeners. Our main topic? You guessed it....how the new rules of real estate will affect your buyer business. See you then!

Our upcoming Buyer Agent Mastery class starts in June! Register for this class at www.BuyerAgentMastery.com and use the coupon code of "NarJamBam" for $800 off!

Episode: 341
Title: Did This Just Change the Real Estate Game Forever? Chaos = Danger + Opportunity
Host: Michael J. Maher

Forget everything you know about managing your time. Traditional time management strategies often fall short, leaving professionals frustrated and stuck in an unproductive rut.

But what if there's a different way? A way that not only streamlines our workflow but also maximizes our influence and effectiveness in the real estate market?

Many believe that longer hours and a packed schedule equals productivity. But this old-school approach only leads to burnout and inefficiency. How can changing the way you manage your time make your business much better?

In today’s episode, Karla Roberdeau and Tausha Blaksley challenge the norms of time management with clever strategies that guarantee more than just ticking boxes off a to-do list.

99.99% of our issues in business stem from not mastering our time. There are so many shiny things that pull us away from our main focus. -Karla Roberdeau

Three Things You’ll Learn In This Episode

-Breaking Old Habits
Why is traditional time management not working, and how can you transform your daily routines to achieve better results?

-How to Schedule for Success
Organization can transform your productivity in real estate. How does structuring your day boost your effectiveness and peace of mind?

-What Every Agent Should Aim For
What is the "Influential Zone," and why should you spend most of your time there?

Guest Bio

Karla Roberdeau is a celebrated keynote speaker, trainer, and business coach known for her expertise in referral strategies and communication skills. A prominent figure in the real estate coaching community, Karla transforms the professional lives of countless individuals through her innovative teaching methods.

Tausha Blaksley is a dynamic real estate agent from Tacoma, WA, with a passion for community and empowerment. Beyond her real estate success, Tausha leads a group called Sisters in Success, inspiring and motivating women in her area.

Episode: 340

Title: Master Your Minutes, Master the Market: High Level Time Strategies w/Karla Roberdeau & Tausha Blaksley

Host: Michael J. Maher

If you think real estate success is determined by the number of deals you close, think again! In a world obsessed with quick sales and digital metrics, what makes all the difference could be sitting right under your nose: the relationships you nurture.

Too many real estate professionals continue to push cold calling and hard sales tactics, only to find themselves burnt out and disconnected. They focus on the short game - transactions - without realizing the gold mine in genuine connections.

What do leading Realtors do to convert acquaintances into loyal clients? How can deepening your personal connections help you sell more homes?

In this episode, I’m joined by leading lender, mortgage coach, and author, Wally Elibiary. We talk about how building meaningful relationships can reshape the traditional sales narrative in real estate.

We underestimate the impact we can make and the influence we can have in our local community. Real estate is local. Be a local leader. -Michael J. Maher

Three Things You’ll Learn In This Episode

-Building Relationships Over the Holidays
The holiday season is a great time to build lasting relationships with potential clients, so how can real estate agents take advantage of it?

-Impactful Questions Open New Opportunities
Inquiry opens doors to new possibilities. How can the right questions at the right time transform your interactions and lead to more opportunities in real estate?

-Daily Routines Lead to Lifelong Success
Consistent routines are key to managing the highs and lows of real estate. What everyday habits should you adopt to remain productive and motivated to ensure success in the real estate industry?

Guest Bio

Wally Elibiary is a leader in the mortgage industry, recently creating his own mortgage company Aspire Mortgage Advisors, a presence in the coaching industry, and a huge proponent of creating scalable business with a work-life balance. After being in the mortgage industry for over 20+ years, he has been through nearly everything. He has worked with some of the greatest loan officers to learn from and teach the most successful methods in his time. Wally helps finance professionals scale their businesses and focuses on gaining your most precious resource back, your time. Connect with Coach Wally onLinkedIn.

Episode: 339

Title: How Good Relationships Turn into Great Referrals in Real Estate w/Wally Elibiary

Host: Michael J. Maher

Michael J. Maher unveils the key to a productive and focused day: The Four Clarifying Questions. Join Michael as he delves into part of his daily morning ritual, where he asks himself four crucial questions to set the tone for success. By identifying top priorities, assessing client relationships, and pinpointing areas for improvement, Michael ensures that each day is purposeful and effective. Plus, as a special bonus for listeners, Michael shares a downloadable resource featuring these essential questions. Tune in to discover how to kickstart your day with clarity and confidence!

If we want a business that has raving fans and constant referrals, events are non-negotiable, but that’s only if you do the work after everyone goes home.

If you don’t have a follow-plan in place, all the hard work, value and momentum of the gathering goes down the drain. Many real estate professionals think they can get by on digital strategies alone, but the online stuff can’t work if we don’t invest in face-to-face interactions.

The truth is, we need to get people to an event to complete the cycle that kicks off when they see us online. Post-event follow up gives us a reason to have conversations, which leads to conversions and ultimately more contracts.

How do we use technology to maximize our post-referral momentum? In this episode, I’m joined by co-founder of Fox Homes and author of “Six Weeks to Real Estate Success”, Dustin Fox. He shares the follow up sequence that has generated $400 million in sales in just 3 years.

The digital and video works because they feel like they’re getting to know you and it’s repeat exposure, but you still have to get them to an event. -Dustin Fox

Three Things You’ll Learn In This Episode

-The power of an $8 Costco holiday throw

Don’t underestimate the effect of a gift. How does one cozy and thoughtful item make us the first agent they want to call?

-How to turn event excellence into digital domination

What are some high-level, genius tech hacks Dustin and his team are using to get the most out of every client interaction at events?

-Hyper-local, micro-famous

How do we use YouTube ads, Google reviews and other online tools to turn us into local celebrities people are clamoring to work with?

Guest Bio

Dustin Fox is the co-founder of Fox Homes and author of Six Weeks to Real Estate Success. Before venturing into real estate, Dustin Fox amassed 15 years of experience in big box retail management, including leadership roles at Bed Bath & Beyond and Pottery Barn. This background fostered an acute understanding of customer service, which he has seamlessly transferred into his real estate career. As a fifth-generation DC Metro area resident, Dustin offers more than just transactional know-how; he delivers a lifetime of community insight. Raised in Oakton, VA, Dustin combines small-town heart with big-city results in his real estate practice. Together with his high school sweetheart, Devon, Dustin co-founded Fox Homes. Their mission is clear: to provide an unparalleled real estate experience that blends remarkable results with genuine care. Dustin's philosophy is consistently people-first. Dustin leads the number one Google-reviewed team in the DC Metro area, boasting over 1,600 reviews. His team has already closed an astonishing $160 million in sales in 2023, with almost 250+ transactions year-to-date. These remarkable achievements have consistently landed him on Northern Virginia Magazine's and Washingtonian's Best Real Estate Agent lists from 2018 to 2023, as well as earned him the Best of Zillow status for exceptional performance and customer experience. Go tohttps://www.foxessellfaster.com/ and follow @dustinmfox on Instagram.

Episode: 337

Title: The $400 Million Follow Up: How to Maximize Your Post-Event Referrals w/Dustin Fox

Host: Michael J. Maher

With 4 out of 5 entrepreneurs going out of business in 5 years or less, we have a sales crisis on our hands. There's a reason why so many people are dropping out of the dream and failing at sales.

It’s the way sales has been taught for decades.

The chase-and-corner-them method doesn’t work on today’s consumer. All you’ll get is clients who want to fight or flee. There’s a better and more profitable way to get business, and it’s the path of attraction and generosity.

In this episode, we dive into sales cycles - the one you need to get away from and the one you need to build your business on.

Business owners are dropping out of the dream and committing professional suicide, and it’s because of the way sales is taught. -Michael J Maher

Three Things You’ll Learn In This Episode

-Traditional sales doesn’t work

What’s wrong with the way we’ve always been taught to go after clients? Should going after clients even be the goal?

-The cycle of discontent

Nothing good comes from chasing clients. Why does the traditional sales cycle cause nothing but frustration, dissatisfaction and struggle?

-Act on genergy

We can never predict how a cold call will go. How does proactive generosity give us more control over our businesses?

Episode: 336

Title: 3 Sales Cycles: The Key to Being Ridiculously Profitable

Host: Michael J. Maher

If you were dropped in a brand new market today and had to start over and build your business, what would you do?

Considering that real estate is a hyper local business, being known and knowing people is paramount. The thought of starting over in a new market is daunting, but getting the ball rolling can be as simple as meeting up for coffee. This strategy can take you from stranger to local influencer in as little as 60 days.

How do you start connecting with the locals? How do you turn a coffee meetup into real relationships that provide value?

In this episode, agent Lynne Fiscelli, shares how she started getting referrals in not one - but two new areas.

Don’t worry about doing it perfectly, just keep going and you will master it one little step at a time. -Lynne Fiscelli

Three Things You’ll Learn In This Episode

-From stranger to influencer

How do you go from unknown to the virtual mayor of your town?

-Venue matters

How do we choose a venue and event that allows us to connect with others and build relationships?

-Turn conversations into cash

The coffee strategy is great for getting known, but can it actually bring in business?

Guest Bio

Lynne Fiscelli is a Realtor in South Carolina and Michigan. She is dedicated to helping her clients find the home of their dreams. Whether they are buying or selling a home or just curious about the local market, Lynne loves to offer her support and services. She knows the local community — both as an agent and a neighbor — and can help guide clients through the nuances of their local market. With access to top listings, a worldwide network, exceptional marketing strategies and cutting-edge technology, Lynne works hard to make your real estate experience memorable and enjoyable. For more information, connect with Lynne onLinkedIn.

Episode: 335

Title: The First Step to Getting Referrals When Starting Over in a New City w/Lynne Fiscelli

Host: Michael J. Maher

An opportunity to delight people, connect and engage with your community. An effective source of leads and referrals. A powerful way to raise money for a worthy cause.

Events are all this and so much more…

But there’s something else events can do - they can create another stream of income. If you can set up an event so good and so special it’s worth paying for, you can very easily make a profit many times over.

Why is a charity component so powerful in an event? How do you build momentum and hype between events? In this episode, coach, trainer, lender and founder of NKS Financial, Neal Smith joins me to share the thought process behind and results of his dinner and wine event.

You’ve got to have a charitable component to your business because it brings people in. It’s about “we”, not just the transaction. -Neal Smith

Three Things You’ll Learn In This Episode

-Uncaged and ready to engage

How do we make sure we feed people’s need for events?

-3 ways to get referrals

If we didn’t get any referrals or leads from an event, is there a way to generate them after?

-Not just another auction

How do we make charity events memorable and unique?

Guest Bio

Neal Smith is a coach, trainer, lender and founder of NKS Financial. He has been serving the Sacramento area for 29 years as a Certified Mortgage Planner. He has a degree in Real Estate Finance and has worked as a loan officer since 1992. A proud graduate of Jesuit High School, Neal believes wholeheartedly in growing others, as well as sharing gratitude with his community. Through his speaking and coaching work with Michael Maher, Neal has helped others to thrive personally and professionally. NKS Financial also offers and supports numerous events and fundraisers each year in an effort to spread generosity within the community. For more information, head to https://www.teamnks.com/.

Episode: 334

Title: Forget Uber: The Best Side Hustle for Realtors and Lenders! w/Neal Smith

Host: Michael J. Maher