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

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