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 on LinkedIn.

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 to https://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