Because we love you... Not one, but TWO FREE
DOWNLOADS THIS MONTH!
A Message From Michael, Happy “Love Month” Ambassadors! Here at REFERCO (the world’s leading
to your clients, referral partners,
REFERRALS Podcast episodes I did with
authority on client events and referrals),
community and Ambassadors? The I
our featured professional this month -
we are more than half-way through our
Love You A Latté event is a great “filler”
Toril Schoepfer-White. She is a leader
new Event Mastery Class*. Hundreds
in between your larger events or a great
in the Generosity Generation and way
of Real Estate Agents, Mortgage
way to get started if you haven’t held an
ahead of most when it comes to building
Professionals, and Entrepreneurs from
event before.
a referable business - a business based
across the world are gearing up for their
I hope you will dive into this issue,
February “We Love You A Latté/Thanks-
take notes, and come up with a plan to
a-Latté” Events. What better way to
host or improve your “Latté” Event(s)
kick off the new year and celebrate the
this year. And don’t forget to check
month of love than a free coffee social?
out the added free resources in the
How are YOU expressing appreciation
Editor’s Section including a couple of
on Love, Generosity, and Appreciation. Happy Reading! Love ya - a Latté! Blessings, Michael P.S. Learn more about Event Mastery Class® at EventMasteryClass.com.
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FEBURARY 2019 FOUNDER AND CEO Michael Maher
VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Joshua Nelson GRAPHIC DESIGNERS Ben Duff COVER PHOTO Roger Young CONTRIBUTING WRITERS O’Beria Seats Michael J. Maher THIS ISSUE Toril Schoepfer 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
©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 07 | FEBURARY 2019
WHAT’S INSIDE! Referrals Roundtable 4 The Do’s and Don’ts for your Latte Event… referral strategies
VIP Form: The Key To Building Relationships
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the influential zone
Toril Schoepfer 12 Shows a Latte Love for Community Peeps FREE Download 17 How to Host A... We Love You A Latte! be referable
Are You The
CHOSEN ONE?
21
feed your soul
How to Fly
(First Love Yourself)
24
catalyst* connection
CATALYST*s In Action! 28
Referrals ROUNDTABLE The Do’s and Don’ts for your Latte Event…
Have your door prizes and a charity. Also… sign in sheets. Those are important for your power note follow ups and database growth and updates. -Rita Driver - Certified Referral Trainer and Coach, Memphis, TN
Cool name tags! -Shelly Hummel, Bend, OR
Be sure to use the door prize entry form to track the leads -Shawn Woods - Certified Referral Trainer, North Palm Beach, FL
MUST give a fabulous endorsement of the sponsors and have fun! -Tim Kister - Certified Referral Trainer, O’Fallon, MO
Must do: keep reminding your agents to invite invite invite and follow up. Send a text template to your team to copy and paste. Get your team vested!! Without the attendees the event isn’t successful. - Lisa Hudson, Sumner, WA
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referral strategies
VIP FORM: THE KEY TO BUILDING RELATIONSHIPS By O’Beria Seats with Michael Maher
We all know what it’s like to fill out those dull, generic client profile forms that make us sigh long and hard as we quickly glance over the questions. But how often do professionals give us forms containing questions we actually want to answer. The type of questions our realtor, lender, or advisor asks in order to get to know us vs. trying to sell to us. Referral Expert Michael J. Maher is a strong advocator of using
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personalized forms for his prospects. It’s not a typical run-of-themill, cookie-cutter client information form. It’s more like a relationship form. “It’s used when somebody comes to the office as a potential buyer, seller, referral source, or partner. The object is to get a VIP form from every single person we meet in the year,” Maher said.
Maher’s office uses both a long (50 plus questions) and short (20 to 30 questions) VIP form. The long form is likened to a paper CRM and is for internal use only. The short form is for external purposes and used on everyone. The goal is to get specific information from potentials in order to build
referral strategies
relationships. “We always start with the short form. When they come into the office, we give them a clipboard and say ‘take a minute while you’re waiting and fill this out.’ And what they’re filling out is very powerful for us.” An important question---if not the most important--is what Maher calls the magic question: “So that I may better communicate with you, how would your best friend, spouse or significant other best describe you?” The multiple choice answers are made up of four behavioral styles known as DISC. (1. straight to the point [D], 2. social and outgoing [I], 3. steady and dependable [S], 4. cautious and perfectly accurate [C]). The client’s circled answer to this question allows agents and salespeople to communicate with them in the way they want to be communicated. Most people love to boast about their favorite movie, restaurant, color or sports team. And the VIP form
gives them those bragging rights. “So we’re gathering a lot of information about their favorites and we’re trying to ‘win’ with this person. How can we truly knock their socks off? And that’s what we get from the form--- critical information in serving them transactionally and relationally. The favorites are a great way to help you build rapport.” Maher recalls a time when the VIP form worked in his favor. He had tickets to the Kansas City Chiefs vs. Denver Broncos game at Arrowhead, but couldn’t go due to other obligations. Maher referred to his CRM to search for a Broncos fan. He found a client who indicated the Broncos as his favorite team on the VIP form. Maher generously offered him the tickets. Needless to say, the client and his newlywed gladly accepted the tickets. “So fast forward, we were looking at relocation accounts to help companies move their employees and one of the companies happen to be the company
IT’S USED WHEN SOMEBODY COMES TO THE OFFICE AS A POTENTIAL BUYER, SELLER, REFERRAL SOURCE, OR PARTNER. THE OBJECT IS TO GET A VIP FORM FROM EVERY SINGLE PERSON WE MEET IN THE YEAR
this gentleman worked at. He not only gave us the information, but he walked into the relocation director’s office and said, ‘I want to tell you about my real estate agent.’ We met with the relocation director, and over the next three years we did over 30 million dollars in business through that director.” EDITOR’S NOTE: Your assignment is to have the next person you meet with fill out the short VIP form. Give them 3 to 5 minutes to fill it out, then come back and talk about what they wrote.
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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