The Ultimate Season of Growth Issue by REFERRALS_MAGAZINE

A Message From Michael, Happy Spring Ambassadors! When I think of spring, I think of words

and build it strong by giving massive value

like new, fresh, and growth. That’s why

first.. Plant the seeds now, and in the future,

this month’s issue is The Ultimate Season of

you will have a beautiful field of daffodils

Growth Issue. A few years ago, I stumbled

(Ambassadors) who speak highly of you

upon The Daffodil Principle (refer to pg.26).

and refer you willingly. It’s starts with one.

It’s a really great story about how small

It starts with YOU. It’s never too late for a

efforts now can produce exponential results

fresh start. So, start today, right now, right

in the future. Last month, we talked about

where you are, and watch your business and

building your Army of Ambassadors. This

your life bloom!

month, we expand on that by elaborating on the first step - Recruiting Your Army.

Blessings,

You’ve heard the slogan, Army of One. That’s how you build your Army - one at a time. Focus on one relationship at a time

Michael Maher

FOUNDER AND CEO REFERRALS

APRIL 2019 FOUNDER AND CEO Michael Maher

VP Sheri Maher EDITOR IN CHIEF Mandy Thacker DIRECTOR OF DESIGN Joshua Nelson GRAPHIC DESIGNERS Ben Duff CONTRIBUTING WRITERS Ashley Alt Michael J. Maher O’Beria Seats THIS ISSUE Michael Maher Neal Smith Sharon Hyres 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

2 REFERRALS

REFERRALS MAGAZINE | REFERCO.COM | ISSUE 09 | APRIL 2019

WHAT’S INSIDE! Referrals Roundtable 4 What are you doing for your clients this spring? referral strategies

Self Discovery after Self 8 Evaluation: Want Exponential Growth? You Must Evaluate Yourself! FREE Download 10

Self Evaluation

the influential zone

Neal Smith’s Authentic. 12 Transformation: Operating a 100% Referral-Based Business be referable

Building Your Army of Ambassadors 20 Part 1: Creating a Battle Plan feed your soul

The Daffodil Principle

catalyst* connection

CATALYST*s In Action! 30

Referrals ROUNDTABLE What are you doing for your clients this spring?

Easter Egg Hunt for past clients and referral partners! - Jennifer Encarnacion, Orlando, FL

Sixty St. Paddy’s Day notes with lotto tickets out the door! - Jim Reid, Dist of Colombia, WA

I’m doing a private movie event! Avengers 4, May 3rd! - Darla Evanoff, Edmond, OK

I’m planning to host a massive event for Earth day. - Stefani Havel, Blaine, MN

Putting together final details for this Sunday as you can adopt a furry friend & for my Puppy Pop Up Event! - Tara Carter, Ft Lauderdale, FL

4 REFERRALS

referral strategies

Self Discovery after Self Evaluation: Want Exponential Growth? You Must Evaluate Yourself! By O’Beria Seats with Michael Maher

What’s the first step in developing a leader? Show her she has the potential to become one. Point her in the direction of self-evaluation to help her discover ways to be better, smarter, stronger and greater. Help her recognize the leader who’s been

8 REFERRALS

inside her all along waiting to get permission to lead. A self-evaluation survey can be looked at as a leadership tool used to motivate the survey taker to respond to what their answers reveal. Michael J. Maher, best-selling author of 7(L), said

leaders should encourage their staff to always be in self-evaluation mode so they can see their strengths, and areas to improve. With the self-evaluation survey, employees get a chance to review themselves on a scale from either 0-5, 1-5 or 0-10. An example question can be: On a scale from 0-10, how would you rate yourself on professional attire? “The 0-5 scale is quick and easy, and good to use if you have less time for your self-evaluation in the followup meeting. If you have more time and it’s more important to your job, then you may want to expand the scale to a 0-10,” Maher said. “We should allow them to review themselves, then have that conversation on how they can improve. So it leads to very easy conversation,” he added. There are times when the evaluatee may rank themselves at 10 in a certain area, but their leader thinks they’re better ranked at 6. Then the evaluatee is now introduced to a new perspective (the leader’s point of view), enabling her to see that she actually needs improvement in that area after all. Similar to Socrates questioning approach, self-evaluation should help show survey takers that the answer is already inside of them. “And the better question I ask, the

referral strategies

HOW WOULD YOU RATE YOURSELF ON PROFESSIONAL ATTIRE?

WE SHOULD ALLOW THEM TO REVIEW THEMSELVES, THEN HAVE THAT CONVERSATION ON HOW THEY CAN IMPROVE. SO IT LEADS TO VERY EASY CONVERSATION. more likely you’re going to become aware of the answer. And it’s your answer said by you---out of your mind, processed by your brain, coming from your heart--- that we’re going to be far closer to the solution. You’re going to take more ownership to the answer because

it’s yours and not mine.” Maher said employees or staff should not settle for being told what to do but take the initiative to make improvements after self-evaluation. “And what we want is a self-sufficient group of leaders. Are you developing leaders or followers? And this is a leaders-leading-leaders approach. You want to be a leader of a team of leaders.” One of the things you may discover is that you may need to do more self-evaluations with your team. In order to determine this, ask yourself: “On a scale from 0-10, how are you doing with self-evaluations with your team? If the answer is less than a 10, implement this today.

EDITOR’S NOTE: Your assignment is to create a selfevaluation survey for someone who works with you. Also, create one for yourself. How are you doing in your current role? And what are the important characteristics, abilities and talents in your role?

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.

REFERRALS

FREE Download CLICK HERE or visit ReferralsMagazine.com

NEAL SMITHâ&#x20AC;&#x2122;S AUTHENTIC TRANSFORMATION:

OPERATING A REFERRAL-BASED

BUSINESS B Y A S H L E Y A LT

12 REFERRALS

REFERRALS

the influential zone

eal Smith, the branch manager/loan officer of NKS Financial, a small residential mortgage branch of Finance of America in Sacramento, CA, earned a degree in Real Estate Finance upon realizing his interest and talent for the gig, and has been a successful loan officer since beginning back in 1992. Operating his business now 100 percent by way of referral, Neal didn’t always believe he (and his business) would do well. Once he saw his agents’ responses to his teachings learned from Michael Maher, things shifted. Neal became supercharged and committed to the 7L System as he witnessed his own authentic transformation transitioning from conducting ‘okay’ business to executing premium deals - all with one word at the forefront Belief. “I’ve gone the full gamut,” Neal spoke of his real estate finance career trajectory. “I started out telemarketing, did all of that grind work, and it got to be overwhelming.” Acknowledging the “whole referral concept,” as he defined it, wasn’t new, Neal gravitated toward a referral-based business because he was tired of getting burnt out by clients that weren’t propelling his business forward. “I really realized this is not the way I wanted to do business,” he said of the old method of chasing after (the wrong) people. “I’m the guy who does the loans for friends and families and I like that. I worked the system for a long time before getting to where I am now.”

One Book, One LifeChanging Moment When Bill Hart, from Building Champions, an organization comprised of coaches that helps business owners be more proactive in work and life, told Neal about

14 REFERRALS

Michael’s Book (The 7 Levels of Communication), Neal was hooked. “Michael gives everyone reading this book practical applications to take your business by referral to a whole other level,” he said emphatically. “You could teach a college course on how to do business from this book. Michael has done an amazing job of taking something very complex and making it simple.” Neal gave me an example of how the 7L System guided his mortgage purchase and

refinance company, as he continued to compliment the mind-shifting book, voicing his appreciation for The Great Retrace technique, which, without hesitation, he informed me is on page 136. “This gives you a reason to call and give that person who referred you a genuine thank you,” Neal remarked. “You aren’t calling to sell something; you’re negating from commission breath.” Speaking a few times on different pieces in the 7L System since January of last year, also quick to mention the benefit of being

“I STARTED OUT TELEMARKETING, DID ALL OF THAT GRIND WORK, AND IT GOT TO BE OVERWHELMING.”

Photos courtesy of Veronica Kovacev

the influential zone

personally coached by Michael, Neal recalled those moments of watching people “literally having” these epiphanies and breakthroughs, labeling the whole experience, “exciting.” “Attendees from the events would flock to me, asking: ‘How did you do this?’, Neal stated. “It’s a great feeling.” When asked what top thing (or things) Neal has learned from Michael on fostering his business success, he laughed; “There’s too much,” He said. “Do you have all day to talk about it?” “Really though, the Center of Influence was a huge thing for me,” he admitted. “Creating filters around where you go and spending more time with the people that are truly Ambassadors of your business - it’s so powerful to see the impact.”

business with friends,” he told me. “Establishing long-term friends by way of referrals, though, comes with a huge accountability factor. But when people refer you, it makes you feel so good.” Accountability, because they are putting their reputation on the line with the referral. You need to honor that person that referred you and that referral. Continuing on the clients-becomingfriends perk, Neal confirmed my slight suspicion that operating a referralsonly business might not always be a bed of roses. “The one downside of referrals is scalability,” he disclosed. “If you want

to do big things, referrals are all about organic growth, so you have to wait it out.” A fact well-known, but much appreciation on the candor, anyway.

Advice To Mortgage Financing Newbies For those looking to get into the exciting world of real estate financing, Neal ratifies that the failure rate in real estate is extremely high. “A lot of people are living below the poverty line,” he stated. “What’s smart about what Michael is teaching is the way he teaches it,” Neal went on. “He puts tactics into place in a way people

“My Life Mission” Expressing gratitude toward the process of obtaining referrals, Neal spouted off what he refers to as his “personal mission statement / life mission”: “I genuinely love people and want to help them. Honesty, warmth, integrity and FUN is what I represent. I am a role model to many. I am a good husband, father and friend. I am constantly improving myself because of my thirst for knowledge. I have created a legacy to my loved ones. The bottom line is that the world is a better place because of my contribution.” While that’s quite a mouthful, it doesn’t discredit the impact of the message. And it serves as an excellent daily reminder, at that, to keep in line with primitive goals. Referring back to those top takeaways from the 7L System, Neal spoke freely on how his clients have become friends. “It is such a neat thing to do

REFERRALS

can truly understand and apply to their own lives.” He circled back to the ups and downs of the industry, stating: “It isn’t for everybody. But, figuring out things that work for you and how you like to operate your business, and then working hard and watching it grow? Now that’s cool.” Neal verbalizes he enjoys his job because the number one thing for him, which fulfills that nagging question of, “Why am I doing this?” throbbing at the back of so many people’s minds in the name of their careers, is that he gets to help people. Plain and simple. “My teams mission is to create Raving Fans one client at a time,” Neal tells me with a seemingly undisguised smile across his face. “Understand what you do as a company and understand what the clients want. It’s like dating,” he went on. “You have to make sure they’re a match,” referring to the clientbusiness owner relationship. On obtaining a solid team for your business, the mortgage broker aficionado advises to “take them on and make certain they are aware of what your expectations are,” explaining that serving your staff well by teaching them what you, as the leader, were taught, brings things into perspective, especially when you’re in the business of people. Before sending off, Neal reeled back to how he operates an authentic referrals business by way of skill (and a little common sense), asking me what my favorite restaurant is before getting to his point. I answered: “Bavette’s in Chicago.” “So my goal, for you, is to be the Bavette’s of the mortgage business,” Neal stated, explaining that if I were his client, that’s the way I should feel about him taking care of me and my financial and housing needs

16 REFERRALS

the influential zone

Wow that guy is awesome!

“THE ONE DOWNSIDE OF REFERRALS IS SCALABILITY,”... “IF YOU WANT TO DO BIG THINGS, REFERRALS ARE ALL ABOUT ORGANIC GROWTH, SO YOU HAVE TO WAIT IT OUT.”

- that I know without a doubt I will be happy with everything from the service to the experience to the outcome. Being cognizant of the referral business, Neal declares, is people saying how great you are, going around town telling everyone, “Wow that guy is awesome,” making the job a heck of a lot easier than his previous method of operating a business, sans referrals. Neal continued his praise of the (very real and attainable) concept of going from relationships to referrals, saying: “And to be candid, your overhead is a lot less. If you aren’t doing advertising, but you’re throwing events and parties on your own time instead, you’re winning.” In addition to carrying out his

life mission, much of Neal’s success comes from his positive mindset and actionable behavior of spreading the Generosity Generation. “Giving, giving, giving,” Neal repeated with affirmation when I asked how he stays motivated. “Surround yourself with good people who are in the same space and mentality as you are - people who are helping you grow your business because they get it.”

ASHLEY ALT is a professional writer specializing in topics of career, style, health and wellness. For more info: www.AshleyAlt.com.

REFERRALS

18 REFERRALS

www.JoinGenGen.com

be referable

BUILDING YOUR ARMY OF AMBASSADORS

Part 1: Creating a Battle Plan By O’beria Seats with Michael Maher Take a good, hard look at your database. Then honestly ask yourself these two questions: Has my database grown over the past year? And have I fully maximized on the number of referrals that my Ambassadors rewarded me with throughout the year? Your Ambassadors are unpaid salesmen who speak highly of you. And they are like a lifeline to your business. So it only makes sense to build your troops so you can reap the benefits of

20 REFERRALS

steady success. Think of it as a way of working smarter, not harder. Referral Strategist Michael J. Maher is going to explain how to build your Army of Ambassadors in five steps: 1. Create a battle plan; 2. Recruit; 3. Train; 4 Arm; 5. Mobilize.

Get Out of the Trenches: In order to win the war of sales, you have to do what it takes to win-- at least

lawfully and within reason. You must develop the mindset that winning is not second best. In fact, second place pays absolutely nothing, nada, zero, zilch, diddly squat. “This isn’t horse racing or win, place or show. This is win or go home. Whether people think they are in a competitive business environment or not, they are-period,” Maher said. The first thing is to create a battle plan. However, the battle plan is created

be referable

in the war room and not in the trenches. We need to position ourselves like an Army General in our business, as they are responsible for strategic decisionmaking during wartime and peacetime. “Generals are not in the trenches. Why? Because they’re creating the plan. They’re changing the plan on the fly, and they are looking at it from a 10,000- or 30,000-foot view. And we have to do that.” Even though creating a plan is all fine and dandy, it is the strategic planning that actually makes the plan work. As a big fan of wise quotes, Maher agrees with Dwight D. Eisenhower’s observation on military planning: “The plan is useless but the planning is essential.” Maher enhanced Eisenhower’s quote by adding, “The plan is only as good as the paper that it’s written on but the planning process makes you think about your focus and about what you are doing.” Additionally, Colin Powell also tells us that “No battle plan ever survives the first encounter with the enemy.” Maher also nods at Powell’s military philosophy and adds his two cents of living-proof wisdom, “You can plan all day long but when you get into real life, things are going to happen.” But honestly, what fun would it be to win the war and not enjoy the battle? Not very much, according to Maher. He believes there’s more joy to be experienced on the journey to winning, which makes you appreciate the victory all the more .

Weapon 1# Events

Maher says that having an eventbased business model is an important strategy in your battle plan. The events are where you’re going to rally the troops (Starbucks, bowling parties, eateries and happy hour get-togethers, etc.).

“THIS ISN’T HORSE RACING OR WIN, PLACE OR SHOW. THIS IS WIN OR GO HOME. WHETHER PEOPLE THINK THEY ARE IN A COMPETITIVE BUSINESS ENVIRONMENT OR NOT, THEY ARE-- PERIOD,” “We’re not saying that you have to do the events we do. What we would recommend is that you have events you would enjoy. What events are you already attending? And share that with your clientele.” You have to figure out how many events you want to have and when you’re going to have them. But just make sure you have them.

The week of Valentine’s Day, St. Patrick’s Day or Thanksgiving are great times to have an event. For example, you can express how much you ‘love’ your customers at an event around Valentine’s Day, or express your ‘thanks’ and ‘appreciation’ for your customers around Thanksgiving. It would also make perfect sense to have events around those give-me-agood-excuse-to-indulge holidays like National Donut Day (June 7), National Hamburger Day (May 28th), or National Wine Day (May 25th) and many other nationally recognized days. “When you have an event that you are inviting them to that provides value and happiness in their life, then you are showing them that you appreciate them not just saying it.” REFERRALS

be referable

Weapon 2# Communication: “But the events are not the end all be all. The communication around the events is what’s going to help you win the war and win the relationships,” Maher advised. Instead of sending a couple of emails-- that are generic in tone-- telling them about your event. Step it up a notch and make your customers feel special by personalizing the messages in your communications. And be sure to consistently follow up with your customers prior to the event so they’ll feel like you really want them there. Just like there’s more than one way to skin a cat, there’s more than one way to invite folks to your events. So the invitation ‘process’ will go a little something like this: send an initial email invite (seven weeks prior); followed up by a video email invite (six weeks); then send a text message to confirm RSVP; follow that up with a paper invite (five weeks); then a handwritten note to your top customers (four weeks); make a phone call and tell them you hope they can attend (three weeks); make last-minute call invites (last week); finally, send a text message the day before the event and another text the morning of the event. “So one builds into the other, and you build energy and momentum in your database. You increase the number of referrals you’re getting because you’re in the flow with your clientele.” Maher added that another clever strategy is to get RSVPs in advance by inviting the people at the event to your next event.

22 REFERRALS

“BUT THE EVENTS ARE NOT THE END ALL BE ALL. THE COMMUNICATION AROUND THE EVENTS IS WHAT’S GOING TO HELP YOU WIN THE WAR AND WIN THE RELATIONSHIPS.”

Weapon 3# Post Event FollowUp: Two to three weeks after the event, follow up with attendees, those who did not attend, those who should have attended but didn’t, referrals and referral sources. Send a thank-you email to those who attended the event. Or better yet, call them and ask them if they enjoyed the event and if there’s anything you could have done to make the event better. You may be wondering what’s the point in following up with those who didn’t attend the event. Maher explains, “Your follow-up is going to match the interest and commitment level of the customer. So if a customer doesn’t attend your event, then your followup is an email that says, ‘We missed you. Is it okay if we invite you to future events.’ As for your top customers or Ambassadors who should have attended the event but didn’t, you’re going to

be referable

a travel agent who will give them a discount package. Although the first quarter of the year has ended, it’s not too late to create your battle plan for the rest of the year or the next 12 months. Don’t delay and start today! *Note: Military terms were used as metaphors to explain Maher’s strategies on creating a battle plan. It is not our intention to offend those who have served in the Armed Forces. We don’t at all take lightly the sacrifice that our military men and women made for our great country. Maher has a deep respect for those who fought for our freedom.

check on them by asking, ‘Is everything okay.’” When following up with the referral, Maher said to find out if they can do business with you now or later. Afterward, report back to the referral source on how your communication went with the referral. “At the most basic level, we need to call the referral source and say, ‘Regardless of the outcome, we really appreciate the opportunity.’ Because whether the referral ends up doing business with us or not, the Ambassador gave us a shot.” Now, we can take that to the next level, which is thinking about who connected us to the referral source. And then calling them and giving them an update. That’s the great retrace-- when we trace it back all the way to the connections, introductions and referrals.”

Weapon 4# One-On-Ones & Phone Calls

In many cases, events will lead to one-on-ones. The goal is to build relationships with influential people you desire to know. “You would schedule a one-on-one as part of those three follow-up weeks. Ten or 12 one-onones would be great but at least three or four one-on-ones to continue the relationship,” he said. Maher says it’s a good idea not to have events in December because this month is reserved for one-on-ones with your Ambassadors or top referral sources. Events should not be held in January, either. The focus should be the January call. “It’s a call to our Ambassadors to find out the goals they’ve set for the year, and what they’re most looking forward to during the year. We want to do this in January because we’re going to help support them.” If their goal is to learn Japanese, send them a study guide. Or if they prefer to travel to Japan, recommend them to

REFERRALS

feed your soul

The Daffodil Principle Several times my daughter had telephoned to say, “Mother, you must come to see the daffodils before they are over.” I wanted to go, but it was a two-hour drive from Laguna to Lake Arrowhead “I will come next Tuesday”, I promised a little reluctantly on her third call. Next Tuesday dawned cold and rainy. Still, I had promised, and reluctantly I drove there. When I finally walked into Carolyn’s house I was welcomed by the joyful sounds of happy children. I delightedly hugged and greeted my grandchildren. “Forget the daffodils, Carolyn! The road is invisible in these clouds and fog, and there is nothing in the world except you and these children that I want to see badly enough to drive another inch!” My daughter smiled calmly and said, “We drive in this all the time, Mother.” “Well, you won’t get me back on the road until it clears, and then I’m heading for home!” I assured her. “But first we’re going to see the daffodils. It’s just a few blocks,” Carolyn said. “I’ll drive. I’m used to this.” “Carolyn,” I said sternly, “Please turn around.”

26 REFERRALS

“It’s all right, Mother, I promise. You will never forgive yourself if you miss this experience.” After about twenty minutes, we turned onto a small gravel road and I saw a small church. On the far side of the church, I saw a hand lettered sign with an arrow that read, “Daffodil Garden”. We got out of the car, each took a child’s hand, and I followed Carolyn down the path. Then, as we turned a corner, I looked up and gasped. Before me lay the most glorious sight. It looked as though someone had taken

feed your soul

a great vat of gold and poured it over the mountain and its surrounding slopes. The flowers were planted in majestic, swirling patterns, great ribbons and swaths of deep orange, creamy white, lemon yellow, salmon pink, and saffron and butter yellow. Each different coloured variety was planted in large groups so that it swirled and flowed like its own river with its own unique hue. There were five acres of flowers. “Who did this?” I asked Carolyn. “Just one woman,” Carolyn answered. “She lives on the property. That’s her home.” Carolyn pointed to a well-kept small Aframe house, modestly sitting in the midst of all that glory. We walked up to the house. On the patio, we saw a poster. “Answers to the Questions I Know You Are Asking”, was the headline.

The first answer was a simple one. “50,000 bulbs,” it read. The second answer was, “One at a time, by one woman. Two hands, two feet, and one brain.” The third answer was, “Began in 1958.” For me, that moment was a lifechanging experience. I thought of this woman whom I had never met, who, almost fifty years before, had begun, one bulb at a time, to bring her vision of beauty and joy to an obscure mountaintop. Planting one bulb at a time, year after year, this unknown woman had forever changed the world in which she lived. One day at a time, she had created something of extraordinary magnificence, beauty, and inspiration. The principle her daffodil garden taught is one of the greatest principles of celebration. That is, learning to move toward our goals and desires one step at a time, often just one baby step at a time and learning to love the doing, learning to use the accumulation of time. When we multiply tiny pieces of time with small increments of daily effort, we too will find we can accomplish magnificent things. We can change the world . “It makes me sad in a way,” I admitted to Carolyn. “What might I have accomplished if I had thought of a wonderful goal thirty-five or forty years ago and had worked away at it ‘one bulb at a time’ through all those years? Just think what I might have been able to achieve!” My daughter summed up the message of the day in her usual direct way. “Start tomorrow,” she said. She was right. It’s so pointless to think of the lost hours of yesterdays. The way to make learning, a lesson of celebration instead of a cause for regret is only to ask, “How can I put this to use today?” Use the Daffodil Principle. Stop waiting...

Until your car or home is paid off

Until you get a new car or home Until your kids leave home Until you go back and finish school Until you clean the house Until you organise the garage Until you clean off your desk Until you lose 10 lbs Until you gain 10 lbs Until you get married, or get a divorce Until you have kids Until the kids go to school Until you retire Until spring, summer, autumn or winter Until you die... There is no better time than right now to be happy. Happiness is a journey, not a destination. So work like you don’t need money. Love like you’ve never been hurt, and, Dance like no one’s watching. Don’t be afraid that your life will end, be afraid that it will never begin.

EDITOR’S NOTE: The story of “The Daffodil Principle” originally appeared nearly ten years ago in Jaroldeen Edwards’ book Celebration! Every year, high in the San Bernardino mountain range of Southern California, five acres of beautiful daffodils burst into bloom. Amazingly, this special spot, known as “The Daffodil Garden,” was planted by one person, Gene Bauer, one bulb at a time, beginning in 1958. The Willow Fire of 1999 destroyed the Bauer’s A-frame home, its surrounding shady trees and garden. Miraculously, the daffodil bulbs beneath the ground survived.

REFERRALS

Referable Reads ...Applying this values-based model in our real estate business has produced more “reward/effort invested” than any other business building system we have applied. ~Jim D., 5-Star Amazon Review

MUST READ! If you’re struggling with being purposeful and staying focused (like me) this is the perfect book to read and create a life by design… ~Dagmar, 5-Star Amazon review

This is a book that guides the principles on which we function. And its insightful to see what Jum Collins has dug up, to explain how companies that are good at what they do can to be great at what they want to do.

A happy team can be a winning team. It is all about following Ted’s belief in happiness and success. I buy into it completely, and it really works; I believe Ted’s book can help you become MVP in your life, at work, and at home.

- Travis Lee, Amazon 5-Star Review

--Alex Ovechkin, two-time NHL Most Valuable Player-Washington Capitals

REFERRALS

catalyst* connection

Sharon Hyres

30 REFERRALS

Make sure to check out our May Issue for an in-depth look at just what Sharon did to make this event so successful! Sharon Hyres is a Broker Associate at Future Home Realty in Orlando, Florida. She is 17 years into her real estate career after serving 5 years as a Regional Sales Manager at a corporate Fortune 500 company. Sharon Hyres joined the Generosity Generation in 2018 and has since structured her business plan around Michael Maherâ&#x20AC;&#x2122;s (7L) System. The first strategy she implemented was Power Notes. She saw such success with those changes that it encouraged her to share it with others. She has been requested to teach and speak and regularly leads team meetings and lessons. Sharon Hyres currently resides in Jacksonville, Florida with her spouse, JODY and has two children JUSTIN & ALLISON. They enjoy spending time with family, travel, and anytime at the beach or mountains.

REFERRALS

Subscribe Today, Cover Tomorrow

What’s to come... • The Ultimate Teaching Issue • How teaching ABOUT referrals can earn your business more! • A teacher’s heart...

www.ReferralsMagazine.com Who do you know that should be reading REFERRALS Magazine?