Are you leaving thousands, if not millions, in commissions on the table without even realizing it? As real estate professionals, we often have a goldmine of opportunities sitting right in our own databases, but we still find ourselves buying leads or chasing cold prospects.

The potential for incredible commissions is already at your fingertips—hidden in the contacts stored in your phone.

Many real estate agents fail to maximize the value of their contacts, missing out on millions in potential deals simply because they don’t have a functional strategy to extract the most value from their database or simply because information is incomplete.

How do we focus our time and energy to tap into the opportunities in our contacts? What are some of the things we can do to fill CRM gaps?

In this episode, co-founder of Revaluate Chris Drayer and “The CRM coach” Adam Frank join me to talk about the millions we’re leaving on the table when it comes to our database, how to tap into the potential commission our contacts can bring and why having a database without direction is useless.

Things You’ll Learn In This Episode

Be a CRM expert

Mastering your CRM in real estate allows you to streamline operations, stay organized, and effectively manage client relationships. What opportunities can we extract when we master our CRM?

Take what you want

Leveraging your real estate database by focusing on the clients that align with your goals can maximize efficiency and opportunities. How can you determine which clients to prioritize and which to refer to other agents for the best outcomes?

No one has a perfect database.

Incomplete databases doesn’t necessarily mean that the leads are bad. It just means that the opportunities are limited. What can be done to bridge these gaps and complete the data?

Guest Bio

Chris Drayer is CoFounder of Revaluate that segments consumers for marketers by propensity to move. The award winning third party validated accuracy is the best in the industry at identifying people who are likely to move in the next six months. Marketers use this refined and targeted data to greatly increase the efficiency of their campaigns.

Find Chris on LinkedIn @Chris Drayer

Visit https://blog.revaluate.com/

Adam started his real estate career in July 2018 and is a member of the local, state, and national REALTOR® associations. Adam is very knowledgeable in real estate and he is well known for his collaboration assisting many of his fellow agents with the technical aspects of real estate. He has assisted hundreds of agents in selling their properties through his innovative marketing strategies and relentless dedication to client satisfaction. He utilizes that experience and knowledge to help you achieve your real estate goals. His personality, helpfulness, and no-nonsense approach to the real estate process make him the best choice to list and sell your house. He keeps the "real" in real estate and his Performance Guarantee speaks volumes about his dedication.

Find Adam on LinkedIn @Adam Frank

Visit https://www.loftylessons.com/

About Your Host

Michael J Maher is a coach, speaker and author of The 7 Levels of Communication, creator of the Generosity Generation and founder of ReferCo. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more.

Many real estate agents find it hard to reach six figures because they focus on the big picture and forget the small, consistent actions that lead to success.

Instead of chasing every opportunity or burning out from overwork, agents should focus on intentional daily habits and building genuine relationships.

Success isn’t about one huge leap—it’s about doing the little things right every day, and those small wins build up over time to create a thriving business.

What do you do if you’re working harder but you’re still not seeing the results you want? What if focusing on big, flashy goals is stopping you from realizing that doing less, but with more intention, could actually make your business soar?

In this episode, I talk to a real estate leader in Northwest Florida and motivational speaker, Paul Domenech AKA Pauly. He breaks down his method for achieving six-figure success without sacrificing your life or sanity.

Things You’ll Learn In This Episode

Small steps create big success
Success is not built on one monumental decision. It’s about consistently doing small things every day. Are you sweating the small stuff that matters?

Why consistency leads to creativity
Before you can get creative, you need to be consistent. How does staying consistent give you the space to authentically innovate?

Finding your why power
Your “why” is more powerful than your willpower. What happens when you connect your daily actions to a purpose that drives you forward?

Guest Bio

Paul Domenech is a powerhouse in the real estate world, known for his dynamic approach to building a successful business. Joining us from Fort Walton Beach, Florida, Paul is not just a top-performing Realtor but also a sought-after speaker. At our upcoming Referral Mastery Summit, Paul will be sharing his expertise in a breakout session titled 'The Easy Road to 6 Figures.' He's here today to give us a taste of what's to come and to share some insights into how you can elevate your real estate game.

Register for Referral Mastery Summit at http://www.RMS2024.com and use the coupon code "RMSPodcast" for 50% off your ticket!

SHOUT OUT! For Referral Mastery Summit

Only attend this event if you want to change your life and your business. It’s THAT impactful. ~Stefani Havel

About Your Host

Michael J Maher is a coach, speaker and author of The 7 Levels of Communication, creator of the Generosity Generation and founder of ReferCo. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more.

Delegation is often misunderstood, with many thinking it’s about laziness or shirking responsibility. It is actually about freeing up time and resources to focus on higher-value tasks.

Many of us hold onto the belief that success means grinding endlessly and handling every detail ourselves. This mindset may actually be holding you back. Rather than hustling harder, unlock your potential by letting go and trusting others.

What if becoming a "time millionaire"—someone who has both financial success and the freedom to enjoy life—was within your reach?

In this episode, I speak to celebrated entrepreneur and author, Chantel Ray Finch, who shares her philosophy on delegating everything but sex, emphasizing that success comes from working smarter, not harder.

"Success isn't about working harder or finding more time to work, but about getting others to help you, reducing stress, and maximizing time with friends and family."
- Chantel Ray Finch

Three Things You’ll Learn In This Episode

-How to be successful by delegating

Delegating tasks you don't enjoy or excel at can help you achieve long-term success. How much more could you accomplish by letting go of tasks that drain your energy?

-The 4 steps to effective delegation

Using the four-step process—Eliminate, Simplify, Automate, and Delegate—can transform how you manage your workload. What could happen if you started applying these steps today?

-Become a Time Millionaire

Focusing on high-value activities and delegating the rest can help you save time and succeed. Are you ready to take control of your time and live a more fulfilling life?

Guest Bio

Chantel Ray Finch is an entrepreneur and author known for her unique approach to delegation, famously delegating everything but sex. With experience growing multi-million-dollar companies across over 20 states, she champions working smarter, not harder, to achieve success. Chantel balances her thriving business career with her roles as a wife and mother, believing in reducing stress and maximizing time with loved ones. Beyond business, she enjoys tennis and supports faith-based organizations, reflecting her commitment to giving back and living a fulfilling, well-rounded life.

Episode: 353

Title: Is Delegating Everything But Sex the Ultimate Life Hack? w/ Chantel Ray Finch

Host: Michael J. Maher

If you think networking is just about attending events, collecting business cards and shaking hands, you’re on the fast track to empty connections. Networking is really about finding those few key people who can truly make a difference in your business.

The power lies not in the quantity of connections but in the quality—those relationships that bring real value and opportunities. Focusing on meaningful interactions can transform your networking from a numbers game into a powerful tool for growth.

How do you rethink your approach to networking? Can a small, simple event focused on fewer people could actually lead to bigger opportunities for your business?

In this episode, I’m joined by real estate investment specialist, Paul Chase. We talk about how he used a unique event called "Brews and Biz" to create meaningful connections in the real estate world.

"The more I network, the more my sales team grows. If I connect with 150 people, and each of them knows 150 more, I can focus on the right ones and show them how helping me also puts money in their pockets."-Paul Chase

Three Things You’ll Learn In This Episode

-How niche networking events can grow your business

Hosting a special event can help you connect with the right people, building strong relationships that can change your business. Could this approach work in your market?

-How to keep networking events interesting

Making sure each event is different keeps people interested and turns them into repeat guests. How can you make every event feel fresh and new?

-How to turn low attendance into success

Even when only a few people show up, there’s a way to turn that into a win and grow your business. How do you make a small turnout work in your favor?

Guest Bio

Paul Chase has over 20 years of experience in real estate and is based in East Petersburg, PA. He began his career in residential real estate and transitioned to real estate investment around 2005, starting with short sales and later moving into REO properties. In October 2023, Paul joined BNI and discovered the Referral Mastery Academy (RMA), where he sharpened his networking skills. He then shifted into commercial real estate, specializing in helping investors and business owners retire from real estate while maximizing their tax advantages. To learn more, go to https://paulchaserealestate.com/.

Episode: 352

Title: How To Redefine Networking in Real Estate’s Toughest Market w/ Paul Chase

Host: Michael J. Maher

Posting content online is important, but it alone can’t move your real estate business forward. You need to do more than that. We need to make real connections with people and follow up with them in order to deepen our relationships with them.

That’s where our database comes in. A well-organized database helps us create those connections and make our follow-up more meaningful. Something as simple as calling someone on their birthday can make a huge difference and boost our businesses.

The best way to get more out of our database is to gamify it and challenge ourselves to keep growing it. Why do we need to focus more on quality than quantity with our database?

In this episode, seasoned real estate professional Jennie Wolek returns. We talk about developing clarity and focus in business, utilizing our strengths, and building relationships that result in referrals.

"Build a database of agents outside of your market, just like you do your local database." -Jennie Wolek

Three Things You’ll Learn In This Episode

-How to stop feeling like a nuisance

As salespeople, we hold ourselves back by thinking we’re bothering people. How do we make sure we’re valuable help instead of pests?

-Why delegating changes everything

The key to growing our businesses isn’t doing more. It’s actually stepping back and leading a team. Which tasks should we delegate?

-Making connections that count

Having genuine conversations beats just having lots of contacts. How do we make our interactions count and get more referrals?

Guest Bio

With over two decades in Tulsa real estate, Jennie Wolek has honed her clarity and focus by discovering her purpose. Jennie's mission is to empower others to unlock their potential and possibilities. She shares her systems, tools, and lessons through teaching, modeling, and inspiration. Find her posts and motivation on her website, Facebook group "Your Journey with Jennie," and training classes. Jennie and her team help 100 families yearly, generating as many referrals for partners and local businesses. Their motto: Help More, Give Back, Live Large, and Have Fun.

Episode: 351

Title: Genuine Conversations Beat Lots of Contacts: How to Get More Out of Your Database w/ Jennie Wolek

Host: Michael J. Maher

Making a million dollars without spending money on leads sounds like a pipe dream, but it is possible. Success isn’t about spending the most, it’s about building strong relationships and having good conversations.

Instead of throwing money at your marketing, you can earn big just by being kind and connecting with others. It starts with the conversations we have. The more we make people feel seen, heard, valued, and cared for, the more we can turn them into sources of income.

How do we turn conversations into cash? Are relationships more powerful than money?

In this episode, I talk to Erik Hatch, a real estate expert, who shares how he built a million-dollar business without buying leads. Think outside the box and find out why building relationships is the key to success.

"I made people feel pursued, feel wanted, and feel seen. The word “pursuit” has become fundamental in how I run my business and my life." -Erik Hatch

Three Things You’ll Learn In This Episode

-Chasing relationships with care

Pursuing people in your sphere with genuine interest and care can transform your business. Do you want to make a lasting impression?

-Creating a CAGE

Use the CAGE strategy (Compliment, Ask, Invite, Gratitude) to make every conversation count. What are the benefits you can gain from using this system?

-Why your voice matters

Using your voice in communication is more effective than text. How can personalized messages boost your response rates?

Guest Bio

Erik Hatch is a nationally recognized real estate expert serving Fargo-Moorhead and surrounding areas. Leading the top team in North Dakota, Erik ranks in the top 500 agents nationwide. Committed to exceptional service, his team not only excels in real estate but also gives back through charitable efforts. Visit Hatch Realty to learn more.

Episode: 350

Title: How To Build Million-Dollar Real Estate Relationships Without Spending Money w/ Erik Hatch

Host: Michael J. Maher

Big changes are afoot in real estate. With the NAR settlement and the need for buyer agency agreements, buyers and agents are grappling with new ways of working together.

These changes can feel confusing and scary, but they are also a chance to grow and improve. If you can adapt to these new rules, you can show your true value and build even stronger relationships with your clients.

Do you worry about how these changes will affect your job? Are you unsure how to explain them to your clients?

In this episode, I talk to dedicated Realtor AND business coach, Marjorie Adam. We share essential tips to help you understand and handle these new market changes. These easy steps will help you stay ahead and turn these new rules into opportunities for success.

"We now need to be clear, and as Realtors, we have to be the leaders in what's happening. We have to lead in explaining the actual things behind the lawsuit." -Marjorie Adam

Three Things You’ll Learn In This Episode

-Understanding the upcoming changes

With the new requirements for buyer agency agreements and the removal of compensation fields from MLS, how will these changes impact your day-to-day operations?

-The importance of buyer consultations

Buyer consultations are more critical than ever. What elements should you include in your consultation to ensure clients see your value?

-Adapting to industry shifts

Learn how to adapt to a changing real estate market. How can you turn these changes into opportunities to enhance your service and grow your business?

Guest Bio

Marjorie Adam is an Associate Broker and the Team Leader of the Marjorie Adam Team. She is a business coach for Realtors nationwide, specializing in contract negotiations and pricing strategies. With her expertise, she frequently speaks at real estate events. Marjorie is married to Philippe, a Belgian chef, and they have two sons, Alex and Lucas, all fluent in French. An animal lover, Marjorie has four rescue dogs. In her spare time, she enjoys reading, watching movies, spending time with her family, and recording her podcast, Real Estate Unscripted.

Episode: 349

Title: Shifting Gears: Proven Strategies for Success in a Changing Real Estate Industry w/ Marjorie Adam

Host: Michael J. Maher