During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Michael Maher, real estate thought-leader, best-selling author, and national speaker who shares insights on growing your business with referrals. In this episode you’ll learn how you can orchestrate your referrals using housewarming parties, regular meetups, and strategic introductions. Episode Highlights:  Michael Maher was once a high school math teacher and coach. During the summer he would write grants and curriculum. When he bought a home, he saw what realtors got paid and he wanted a summer job. Michael shares the story of working with his first client. He threw a housewarming party for that first couple and it was attended by 45 people. Michael received eleven referrals from that first housewarming party. When people congratulated him on that first deal, he appreciated the emotional reward as well as the financial reward. Teachers make great realtors. The income is a by-product to our service, to the thing we would do anyway. Housewarming parties were Michael’s differentiation point. Conferences show you what is possible. They force you to work on your business instead of in your business. He knew for two years he needed to write a book. He flatlined and that night he outlined what would become the book. Michael considers his book a miracle. They had their best year ever when the market had its worst year ever. They were doing a lot of relationship building. Michael talks about his collaboration with author Hal Elrod. His next book will launch in late 2020. Focus on one person at a time. How you greet people determines your future with that person. When someone refers you, they're not looking for anything. They just know their friends are being taken care of. How would you greet everybody for the next thirty days if you knew you were going to meet the greatest referral source of your life? Stack your networking with coffee meetings. Always look for a third-party endorsement or a third-party introduction. There's a way to go to the people who don't know you. The right way is to get an introduction from someone you do know. Become a regular at a nicer restaurant to establish home court advantage. If you could meet someone really powerful, where would you meet them? Orchestrate your referrals. Michael creates regular meetings with his referral sources to show them appreciation that will inspire them to refer more. Out of the people you know, who is the most likely to refer you? Ask them who they should know. You can be strategic around love, appreciation, and generosity. There's so much opportunity for people who are willing to do business this way. You get money by serving someone. Use tech to help you with your memory and your schedule. It can also help you build relationships. The reminder function of your phone can help you do what you say you're going to do. Take action and then evaluate what you did and take the next step. 3 Key Points: Housewarming parties can function as an incredible referral source. Greet everyone you meet as if they will become your greatest ambassador. Look for third-party endorsements to meet the people you don’t know. Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com Michael Maher website, Facebook, LinkedIn The Seven Levels of Communication The Miracle Morning for Real Estate Agents www.housewarmingparties.com Tara Carter website Connect with Lab Coat Agents: Lab Coat Agents on Facebook Lab Coat Agents on Twitter Lab Coat Agents on Instagram Lab Coat Agents Facebook Group