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EP 55-Mark Maiocca on The Core7 Referral Methodology for Financial Advisors

07.27.21 | 0 Market Scale

Mark Maiocca is the Founder of the Core7 Networking Groups, an organization that helps real estate, mortgage, tax, and other financial professionals create exclusive networking groups to generate referrals and add value to their partners. He is the author of the Amazon best-selling book, The Core7 (formerly titled What’s Your Rate?) and the ebooks How to Create a Core7 Mastermind Group and Core7 Book of Scripts. Mark, who has been a mortgage originator for more than 20 years, has generated hundreds of referrals to Core7 partners and has closed over $1 billion in loans throughout his career.

Mark joins me today to discuss the Core7 referral introduction and referral methodology and how it can benefit financial advisors. Mark shares what led him to develop the Core7 principles and networking group, and explains how the organization is structured to benefit each member. He also highlights why it’s essential for real estate professionals to keep financial advisors in their network and underscores the crucial role that financial advisors play in caring for real estate clients.

 

“If you’re a financial advisor who wants to work with lenders, the number one thing you can do to better their business is to introduce their realtors to your clients.” - Mark Maiocca

 

This week on The Model FA Podcast: 

        Mark’s background, his experience in the mortgage industry, and what led him to develop Core7

        The seven professionals that make up a Core7 networking group

        How Core7 networking groups are structured in a way that consistently generates introductions and referrals for each member

        Key topics discussed in every Core7 meeting

        The importance of having transparent conversations with your centers of influence

        The number one question realtors should ask clients as a door opener to introduce a financial advisor

        What financial advisors can do to encourage introductions and referrals from loan officers

        Bridging the real estate silo and the financial advice silo

        How much business the Core7 methodology has produced

        Why it’s important that real estate loan officers introduce financial advisors to their clients

 

Resources Mentioned: 

        Book: Think and Grow Rich by Napoleon Hill

 

Our Favorite Quotes: 

        “There are many good opportunities when you have a core group of people that you can be direct and transparent with.” - David DeCelle

        “If you don’t refer your financial advisor, you’ll lose a client — even if you did a great job on that original loan. It’s always good to keep financial advisors in your network.” - Mark Maiocca

        “Advisors, you need to have an open, honest, and transparent conversation with any of your centers of influence, and ask them to make introductions.” - David DeCelle

 

Related Content: 

        How to Re-Energize Your COI Relationships

        Model FA Conversations: All Things COI

 

Connect with  Mark Maiocca: 

        Core7 Networking Groups

        Email: [email protected]

        Book: What’s Your Rate?: How to Buy a Home and Secure Your Financial Future At The Same Time

        Book: How to Create a Core7 Mastermind Group

        Book: Core7 Book of Scripts

        Core7 Networking Groups on LinkedIn

        Mark Maiocca on LinkedIn

        Mark Maiocca on Facebook

 

 

About the Model FA Podcast 

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

 

Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.

 

Our Team:

President of Model FA, David DeCelle

 

 

If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

FULL TRANSCRIPT

Mark Maiocca  0:04

Introducing the financial advisor does two really obvious things. Number one, it helps the client. And then the best thing you can do is refer a financial advisor. In my opinion, the better advisor, of course is better, but even just having one that's going to just get you organized is a huge benefit. But the other thing is, if you don't refer the financial advisor, and this is their first home, and they have a child, first thing they're going to do is go buy life insurance. They're gonna find a financial advisor that you may not know, who may bring their team in. So you may lose the client, even if you did a great job on that original loan. So it's always good to kind of keep them in your network.

 

David DeCelle  0:47

Welcome Model FAs, I am very excited to bring to you our guest today, Mark Maiocca. We're going to be talking a lot about COIs today. So we've released a blog on COIs, we've done a separate podcast on some of the COIs that we work with, and this is going to help build upon that even further. So very excited to bring Mark to you. Mark is the founder of Core 7 Networking Groups. They help real estate, mortgage, tax, and financial professionals create exclusive networking groups to generate referrals and add value to their partners. Best-selling author of The Core 7: How to Buy a Home and Secure Your Financial Future at the Same Time and also the author of two different eBooks, How to Create a Core 7 Networking Group and The Core 7 Book of Scripts. He is also a mortgage originator for the last 20 years and has closed over a billion, with a B dollars, in loan volume, and I'm sure these last 18 to 24 months have been pretty hot for you. So Mark, welcome to the show.

 

Mark Maiocca

Thanks, David. Thanks so much for having me.

 

David DeCelle

Of course, of course. So you've been in the mortgage space a couple decades. I guess, tell me a little bit about that and some of the frustrations that maybe you felt in your own networking that led you to develop Core 7, and then we'll obviously talk about the methodology there.

 

Mark Maiocca  2:08

Okay, so when I started way back in the in the late ‘90s, you know, I got into the mortgage business — didn't even know what I was doing. They said I was a loan officer; I thought I was going to be carrying a gun, or I just didn't even know. But I was told it was good job, you can make a lot of money, I got into it, and I loved it. And I really kind of really started networking, really started doing things to build my business. So I joined a local networking group; I thought I'm the only mortgage guy in the group, I'm going to get a ton of business. And it really didn't work out that way. The meetings were at seven o'clock in the morning. There was a lot of professionals that I couldn't refer; like, there was a Mary Kay representative, the personal injury attorney, and it just, it didn't feel right. But the straw that broke the camel's back was the realtor in the group and the financial advisor who was supposed to be a mortgage guys — you know, best referral sources — they didn't give me a referral for like six months. Finally, I asked them, what's going on? And long story short, they were working with a mortgage originator, who was not even in the group. So I was never going to get any business there, so it really just wasn't a good thing. So I was super frustrated, my top realtor who is a partner in Core 7, and we just said, we’ve got to change this, and we created the networking group. That's how it started; it started just with me and him. Then we brought in a closing attorney. I was referring this financial advisor who was doing a great job with the clients, and what we noticed was, the clients who went to the financial advisor were much easier to work with, they understood it, they went smoother, they were happier, and we invited him to the meeting, and then it just kind of took off from there. And over the last 10–15 years, we've just been tweaking it and getting the scripts down, getting the methodology down, make sure we find the right people, and it's just developed from there.

 

David DeCelle  3:56

I'm sure you were alluding to the BNI group. And I think BNI is an outstanding organization. But I think that depending on the various chapters that you're a part of, you may end up in a great group, you may end up in a not-so-great group. I was a part of one when I was an advisor, and it can be frustrating at times because you have someone there who sells flooring, or you have a plumber, or you have all these folks that you feel guilty that maybe you can't refer them, and maybe they feel guilty that they can't refer you because they may not be coming across those opportunities. And it's like, sure, you may get a referral from them at some point. But does that really justify that time energy and efforts for the potential of maybe a referral? So what I like what you've done is you've taken that BNI concept as it relates to networking, but did it — pun fully intended, obviously — with the core group of people that always can share business with each other, no matter what. So Core 7, right? So I would imagine that there's seven folks in each of these groups, so share with me what industries these seven folks work in.

 

Mark Maiocca  5:06

Okay, so there's a real estate agent, mortgage originator, real estate closing attorney or escrow officer depending on what state you're in, accountant, financial advisor, property and casualty insurance agent, and an estate planning attorney.

 

David DeCelle  5:19

Okay, cool. So what do you find? I know you have all this stuff documented, and there's some free resources that we’ll log towards the end of this episode that people can learn some more, but when you're working with each other, are you guys meeting monthly? Are you meeting weekly? Is it haphazard? Like, what's the structure that you found works really well, to be able to consistently generate introductions for one another?

 

Mark Maiocca  5:43

We meet once a month, and the group controls when the meetings are, and we have two one-on-one partnership planning sessions. So three meetings, but you could do it by Zoom, you can do it in person. The one-on-ones, I like to do them over the phone, I have a worksheet that we just ask key questions that make that happen. And the structure is really set up so that things are going to happen every single time. So it's predictable, systematic, and accountable. And everybody in the group has expectations; they know what I'm supposed to do, I know what they're supposed to do. So if introductions aren't happening, that will benefit the client — as you know, if they get a whole team that there's no way they can't benefit — but if introductions aren't happening, it's going to kind of really stand out.

 

David DeCelle  6:27

So what are some of the things that you're discussing in the group meeting? Are you just simply — like, I remember, in Vienna, I was passing your pink and yellow slips or whatever — so are you just simply passing referrals around? Or is it more in depth than that? What do you find a good structure of that group meeting is, to be productive for everyone?

 

Mark Maiocca  6:48

Great question. It starts off just with our kind of core values. Then we have a kind of an update section, where we call it ‘What's new and positive, and who do I want to meet?’ And that was more with the abundance theory; we wanted it so that you could ask what clients you wanted to meet, and what referral partners you wanted to meet. So, I go to the meeting, and I asked the realtor in the group, if he knows other realtors. So we're always trying to help people that way. The tracking is based on connections. So the referrals are made in a systematic way, I'll go into that in a little bit. But the referrals are made, and we track contact. So let's say the realtor sends me a referral, I talked to the person, and they go to a different lender. That's still, when we do the regular meetings, he still gets a check for that referral, because he made the introduction, he did it correctly, it just didn't happen. In the quarterlies, we track income. So that’s where you track closings; we actually track the money.

 

David DeCelle  7:48

Understood. So when you say things like new, exciting, or positive, what's an example of that? Just so that the folks listening can understand what that means. Is it about their personal lives; is about their area of expertise, specifically; what's actually discussed as, or what's an example of what's discussed during that segment?

 

Mark Maiocca  8:10

It can be anything. For me, it's always the business stuff. You know, some people will say, ‘my son threw a no hitter,’ something like that. But for me, it's just building on a team, lots of refies. Looking for someone like this… I'll tell a success story on the methodologies. That's the thing with it; there's a certain methodology, so you can exchange referrals with everyone in the group, but there's certain ones that are tracked. And I don't want to get into the whole thing, we need a whole hour. But basically, if it's followed, the person with the biggest benefit is the client, because they'll be able to come into a transaction, say, buying a new home, and walk out of there with all seven professionals that know each other, collaborating together on their behalf. I mean, you know just as well as I do, that people who have a whole team collaborating together are usually very, very wealthy people with the big investment banks, now they have enough money to do that. This is a way that they can kind of get that together without, you know, right when they start, maybe even buying their first home.

 

David DeCelle  9:13

So as I alluded to in one of the blogs that I wrote, when someone is buying a home, they need a real estate attorney; they need a realtor more often than not; they need a loan officer, right? So for you, let's say I'm an advisor, I may say, Oh, yeah, you should call Mark, here's his information. Well, because they're in the process of wanting to buy a home, they're going to reach out to you. The challenge for us as advisors is that there's no financial planning season, like there is a tax season. There's nothing requiring people to work with an advisor and put together a financial plan. So one thing that I tell advisors is Listen, you need to have an open, honest and transparent conversation with any of your centers of influencer, your COIs, and share with them not only the types of folks that you want to work with, but also how to go about that introduction. And I think that saying that I mentioned about, we don't have a financial planning season, that's something that people will be like, Okay, I get that. Very rarely are people proactive in reaching out to an advisor. So I guess my question after sharing that scenario, do you guys spend time, or how do you spend time educating one another on Hey, here's how I receive referrals. Is it an email? Is it pass my card? Is it all go out and get lunch? How do you guys talk about that and cover that?

 

Mark Maiocca  10:36

To answer the first part, I always say, to make the introduction by email. It's the best way to connect, it's the easiest way to schedule, and you can get it off your plate. You can just copy everybody on it, they see the response, you know they're in contact, and you're on with your day. For how, that's where Core 7 is unique. We have set points in the process where with scripts, which make it most likely to refer. So I always give the example of me as a mortgage originator. When I do a pre-approval, I get the referral from the realtor. They send me the referral, and they introduce their closing attorney, because we're going to be doing the transaction. What I tried to do with every pre-approval is introduce the financial advisor, and that does what we call the crossover. Because, as you know, if someone's buying a home, they need a realtor, a mortgage originator, and a closing attorney, and property and casualty insurance agent, if it's not a condo. That's it; we don't need to bring a financial advisor in to get that deal closed and get a commission. But if we're doing a good job for the client, we're bringing you in. And so at pre-approval every single time I asked the question — first of all, I gather information upfront, so I know what they have and everything — but I'll ask the question, how's your relationship with your financial advisor? And I'll introduce it a little more and talk about how we work together. And that's how I introduce the advisor every single time. So when we're at this meeting, that advisor knows if I'm doing purchase business, that he should be getting referred.

 

David DeCelle  12:03

So this may just be like a gut feeling. I don't know if you track this or not. But how often do you find that that person will respond favorably to being introduced to that advisor? Is it one out of ten times, they say, ‘actually, I need one’ or ‘I don't have a good relationship’? Is it ten out ten times? How often are you able to find that opportunity when you present that opportunity?

 

Mark Maiocca  12:26

Very often, but it's probably — so with the group I've been working with, with a real estate agent is one of the founders, he created a lot of the process. When he does his buyer meeting, he tees it up, or he says, we want to make sure real estate fits into your overall financial plan, you may want to speak to an advisor. Mark might mention that when you speak with him for the loan. That little script right there by the realtor tees it up for me where they're expecting it; they know it’s coming. And with his deals, it's probably nine out of ten unless they're happy with their advisor already.

 

David DeCelle  13:02

So you're kind of bringing them through this whole system. And everyone — it's almost like a relay race where you're passing the baton, and you're kind of tapping them on the shoulder and handing it over from there. So what I'm hearing, for everyone listening too, I feel like a lot of advisors will have multiple CPAs, or multiple attorneys, or multiple whoever's. And you maybe get a referral or two or five in a given year, which is better than nothing, don't get me wrong; but what I'm hearing from you is, it seems like almost everyone, if not just the majority of people anyways, if they're doing business with one of you, they're probably going to be doing business with the other person because you guys are doing a good job teeing it up, you're integrating each other into your processes, and you're doing a good job edifying that next person in line. That way the adviser, for example, doesn't need to say, ‘Hey, here's why I'm so great,’ because the realtor and the loan officer had already done that. And then from an advisor’s perspective, what are some of the things that advisors can do to feed a loan officer with introductions as a part of their process? Because I'm kind of getting at the whole go giver, give to get sort of mentality where obviously, they can't just be on the receiving end, but they need to give you introduction. So one of the things that they can take a look at in their clients, financial plans, or lives that would then tee up a conversation with a loan officer, as the example?

 

Mark Maiocca  14:27

There's the obvious stuff that every advisor knows. And this is why the relationship is sometimes lopsided, because the loan officer isn't doing some of those things that I was talking about to cross sell over. But the advisor many times needs a lender to do a cash out refinance, to free up some debt, to free up some more money for investment, to lower the rate. So there's a lot of opportunities there. And those are going to come a lot; those just happen. A good advisor identifies those all the time and they benefit the advisor because they help the client. What we look for, and again, it's all about that crossover from real estate silo to financial silo. If you said to me, Mark, I'm a financial advisor, I want to work with you, what's the number one thing that I can do to better your business? And I would say, when you're talking to your clients, when you're calculating their net worth or talking about that stuff, ask about real estate? And then say something like, Zillow says your house is worth $500,000; Zillow is not always accurate. How's your relationship with your realtor who specializes in equity assessments? And if you can introduce my realtor, it doesn't have to be when they're doing a transaction, just introduce them so they get into the realtor’s web. That's the best thing because now the realtor sees me as — it eliminates the food chain. I don't have that many referrals for realtors, because they come to me when they're already all set. They go to the realtor first. But you got the financial advisors, the trusted advisor, that you talk about this stuff on a quarterly, or whatever the annual review, or whenever you're speaking to the client, and you're able to ask about real estate. And if they don't have a realtor, an introduction by email to a realtor to just add them to their list and stay in touch, is a home run to a realtor. When I tell realtors that, they're like, awesome. And here's the part that made this the best. This is what changed the game for me, is the realtors that got that, said all right, what can I do to make that financial advisor want to refer me every single time and execute the process? And I was like, well, I get all the financial as a loan officer, I have all the financial information. I can refer the advisor a lot, if you just make sure I get the referral. So that made the realtors stop giving out three cards and encouraging [unclear 16:46], you really should go with Mark because they were like, if I get it to Mark, he's going to get it to David, the financial advisor; David's going to be happy. So when David's talking to his clients, he's going to ask those real estate questions that are going to help me and that's how the whole thing built.

 

Patrick Brewer

Hey Model FAs. I know you're enjoying this conversation, but I wanted to take a quick break to talk to you about the Model FA Accelerator. This is a unique collaboration between us and you, where we help you build a financial advising practice that you can be proud of. We focus on the foundational concepts around how to pick a niche or a specialization, how to price your services, how to construct an offer that people are going to buy, and then how to market it and sell it in a way that will get people to sign on the dotted line and become clients of your firm, all while giving you the information to scale and set up workflows and operational processes that will allow you to reclaim your time and build a practice that doesn't run you. So if you'd like to hear more about that, go to www.ModelFA.com/accelerator or www.ModelFA.com. Hover over Work With Us and click on Accelerator. Hope to see in the program.

 

David DeCelle  17:51

So it sounds like you guys are doing a good job with having structure around your meetings for accountability purposes, I should say. And it sounds like you're also doing a good job empowering one another to know what to say or what to ask the client so that you can identify opportunities for one another. And it sounds like you also have a good understanding as to who can feed who, and who's most likely to be able to feed that other person with introductions. And knowing that even if I'm giving referrals to the realtor over here, and I'm not getting any referrals and return from the realtor, knowing through your frequent meetings on a monthly basis that the referral that you got from the loan officer was actually kind of a referral from the realtor as well. So it sounds like there's a lot of synergies around the frequency of meeting and the accountability with the empowering of question asking or data to be able to say, Hey, you got to go and look at this, or you got to talk to this person. And then on a quarterly basis, you're going ahead and measuring the actual results. So let's talk about some of the results quickly. So like with your group, as the example we’ll highlight that one, I guess two questions. How much business have you received from your group, and how much business has the group as a whole produced as a unit in terms of total commissions, revenue, whatever you want to call it?

 

Mark Maiocca  19:15

The quarterlies, we really just started tracking them in the past couple years. But my number one group, that one that kind of started the whole thing, it's averaged over the last 10 years over $150,000 in income for me. The realtor’s been about the same, maybe even a little more. One year the advisor had 70 referrals, he closed like 35 of them; a little tougher to really see how to calculate the exact so we rounded it up. It was like 50 to 75 average each year. And the advisor, the one that we gave the most to, he actually moved up and went into the wholesale side. So he passed it on to somebody else who didn't really embrace it as he did. The PNC, they've done really well. We only had a three-month litmus test where the closing attorney, which is the best referral for PNC on a purchase, gave them 25 policies in a three-month period. And they said it was $6,000 in revenue. The estate planner didn't track, they didn't fill out the lead tracker very well, but the advisor gave them a ton of business; I would guess that was — we use $700 for estate plan, sometimes it's a little more; they were up over 50. So all in, we're netting probably about $500,000 a year, every year from that group. And I hate to say this, but that group has had an accountant for only two of the last of the eight years.

 

David DeCelle  20:41

Well that’s cool, too, because that's not your only stream of business. So for everyone listening, all those numbers you shared, it's not like that's what everyone made in that year. They have other avenues of business, like client referrals, their own marketing, other one-off networking events, things along those lines, repeat business. So you can start to quickly do the math. If you can hang out with seven people and bring on an extra 50 to 150 grand, it's kind of a good group to be a part of. Especially when you start to think about the lifetime value of that client, as they purchase more property or continue to add to their accounts. Obviously, the ongoing AUM fee, or changes in insurance needs, things like that. So a lot a good opportunity, when you actually have a core group of people that you can also be direct and transparent with and say, Hey, the way that you went about that introduction wasn't good, and here's why. As opposed to someone just every month saying, Oh, well, I gave out your card. That's how a lot of, folks who are listening, their COIs are handled, which is ‘Yeah, they always say they hand out my card, but I never get phone calls,’ right? You got to reestablish expectations; you got to reestablish what that relationship involves, and start talking about potential exclusivity in working with each other, so that — like, there's advisors on our team that I've come across, that they'll link up with a CPA, for example, and they'll actually put each other on their websites. So it legitimizes it even more, it’s, Hey, this person is an extension of me; there's no stronger referral than that, when they're already quote, on your team, so to speak. So you can get pretty deep with those relationships, both in reality and optically to the folks that you're serving.

 

Mark Maiocca  22:29

Right, and here's just another thing; this isn't to go too deep. I started a second group with some newer people. And it may say, Well, you get two groups. There's no overlap, because what it is, is it's a different real estate agent. So that realtor’s referring me and all that realtor really wants me to do is refer the advisor that refers to that realtor. So it's like, I have the group that does a ton. And they, there's just a long past clients and people coming in, and that one just is always flowing. But if you do it right, and you have an advisor and some financial side people with a good database, and a good realtor — I don't advise doing it until you get one going really well. But you could start another and give some benefit. Because it's funny, you mentioned you might get five a year, and that's good, but it should be better. My surveys of people are so bad. I mean, I asked financial advisors, how many referrals Have you got from your loan officer? And the answer is usually zero.

 

David DeCelle  23:31

Seriously. Yeah, I know, a lot of advisors can get frustrated with you guys, so to speak, but I feel like it's obviously on their end for not doing a good job empowering these folks to identify opportunities.

 

Mark Maiocca  23:45

I agree with you. Plus how about the fact that introducing a financial advisor does two really obvious things. Number one, it helps the client. One of the best thing you can do is refer a financial advisor. In my opinion, the better advisor, of course, is better, but even just having one that's going to just get you organized is a huge benefit. But the other thing is, if you don't refer the financial advisor, and this is their first home, and they have a child, first thing they're gonna do is go buy life insurance. They're going to find a financial advisor that you may not know who may bring their team in. So you may lose the client, even if you did a great job on that original loan. So it's always good to kind of keep them in your network.

 

David DeCelle  24:27

The more ingrained you can have them with your own team of folks in all these industries, the stickier that relationship is for the entire group. If you don't do that, you're just susceptible to risk that someone else swoops in and introduces their team. So great, great point. So transitioning slightly over to your favorite book. We've had a couple guests that have mentioned this book, so I'm always curious to hear why it's your favorite. So for everyone listening, really trying to promote learning in our industry, outside of our industry, so more general personal development, other industries, like the tech space, different biographies of folks — that you can take these principles and apply it to your business as opposed to just reading up on industry related white papers and things like that. Obviously, those are important and we got to make sure that those are integrated into our habits and consumption of information. But there's so much power in consuming books outside of our industry as well. So your favorite book, just one of my favorite books as well, Think and Grow Rich by Napoleon Hill. Tell me why you chose that one?

 

Mark Maiocca  25:28

Well, I read it every year. One of the reasons it's my favorite is there's a chapter called “The Law of the Mastermind.” It kind of talks about what we're talking about here where, like Ben Franklin, Thomas Jefferson, all these people were in a mastermind helping each other, referring business. And that was one of the things but the whole book is unbelievable; just the way that your mindset, what a man can think, and believe, he can achieve something like that. And it's true, because it just, they talk about the secret and all that and the universe. And I don't know how much I believe that the universe is there. But I believe that if you stay focused on something, and it's good, that just your brain will subconsciously take you there. There's also a great chapter on the subconscious, which explains all that, but I read it every year. I mean, I have my first copy, which is like ripped, it's all highlighted, dog eared, but it's the one that I always read, because it has all my notes.

 

David DeCelle  26:25

Love it. Yeah, I love it for all those reasons. I also love how timeless it is. One of the things that actually frustrates me is I don't know why that's not required reading in school. Come on, it is a fantastic book that allows people to elevate themselves and believe in themselves, and understand that when you believe and you combine that with hard work, great things happen. Appreciate you sharing that. So before we wrap up and head into the after-hours portion, Mark, for anyone who wants to connect with you or learn more about the methodology that we discussed today, where's the best places for them to go and check you out.

 

Mark Maiocca  27:01

The best way is mycore7.com; that's my core, the number seven.com. There's a lot of free tools, you can book an appointment with me, you can find a group, there's a section that you put your information in. If there's a group in that area, we can make the introduction to the group leader; you can start your own group. It's all right there, it's pretty self-explanatory. Go there, watch the intro video. And then just, I'd say 75% of the site, we give away for free. So you can go to that site and use a lot of the tools without having to join or anything.

 

David DeCelle  27:33

Awesome. Thank you for that. So before we wrap up and head to the after-hours portion, if you found this episode to be valuable, three things: number one, also check out our blog that I wrote on COIs and our previous podcast about COIs. When you take those two resources plus this, combine them together, and then actually do something with the information of course, you can really have a positive impact on your business. Number two, if you did find it valuable, go ahead, hit the share button and share it with some of the folks within the industry. Also with this episode, specifically, it would be valuable to send this to the current referral partners that you have in case it's something that you're interested in all doing together. So send it to your CPA, send it to your attorney, send it to your loan officer, realtor, property and casualty insurance folks, and see if you can get people on the same page and help each other as a result of this episode. Number three is if you go ahead and leave us a review on iTunes, that would be super helpful as it relates to visibility for us to be able to impact more of people like you. So if you go ahead, leave us a review on iTunes, take a screenshot of that, and shoot me a text at 978-228-2338. Again, that's 978-228-2338, you'll get an automatic reply and it will basically have a link for you to go ahead and enter in your name so you get added to my contacts. And then beyond those automated messages, you can chat with me. I send out text messages in the mornings and the afternoons as hopefully inspirational and planning oriented. But if you go ahead and send me that with the key word, My Core 7, what I'll do is I'll go ahead and as a thank you put everyone in a drawing who does that and you'll get access to the digital portion of our Accelerator coaching program. That has a bunch of videos, so when you combine that with all the stuff that Mark is offering as well, you'll have a lot of tools necessary to be able to grow your business at a faster rate than you may be now. But it all comes down to, of course, consuming that and then actually implementing it. Don't be an information zombie and just listen to this stuff. Mark, we're gonna head into the after-hours portion. Buckle up, I got some funny questions to ask you. But nonetheless, I really enjoy and appreciate your time today.

 

Mark Maiocca

Thank you I had a good time.

 

 

After-Hours

David DeCelle

After hours, let's rock! So I got a few questions, just rapid fire, to see really what your responses are, and they're totally off color, they're not professional, and we're just gonna have some fun. So first one, would you rather be born with an elephant trunk? Or a giraffe neck?

 

Mark Maiocca

Elephant trunk.

 

David DeCelle

Elephant trunk? I gotta know why? Do you like peanuts?

 

Mark Maiocca

It's more of a long neck. I have one already; any longer would be —

 

David DeCelle

So you've been just troubled thinking about that. That's funny. Would you rather forget who you were? or forget who everyone else was?

 

Mark Maiocca

Forget who everyone else was.

 

David DeCelle

Always want to know who you are. I like that. Would you rather be gossiped about or never talked about at all?

 

Mark Maiocca

Gossiped about. Good, bad, ugly, doesn't matter.

 

David DeCelle

Any publicity is good publicity. This is kind of a totally unrelated sort of, would you rather, but kind of interesting. Would you rather never laugh again? Or never use your smartphone?

 

Mark Maiocca

Never use my smartphone.

 

David DeCelle

See, I feel like that would be so — I guess it doesn't say you can't use your laptop. And my MacBook is kind of like my smartphone. So I would choose that too.

 

Mark Maiocca  31:08

Well, if I had to give up technology, I mean, I don't know how I’d make money. But I'd rather obviously be able to laugh.

 

David DeCelle  31:17

Speaking of laughing, and this would be funny to watch. It'd either be fun to watch and the other one would be funny to listen to. So final question. Would you rather fight Mike Tyson or talk like him for the rest of your life?

 

Mark Maiocca

I think I'd rather fight him.

 

David DeCelle

Yeah, something tells me that that'd be a quick fight. I don't know which one would be standing but it would be quick either way.

 

Mark Maiocca

I think it would be the rest of — Either way, it's the rest of my life.

 

David DeCelle

Man, awesome, man. Well, I appreciate the fun today for everyone who stuck around for the after-hours portion. Hopefully there were a couple chuckles maybe got you thinking as well. So I appreciate you sticking around, and Mark, again, thank you for your time.

 

Mark Maiocca

Thanks, Dave. Those awesome.

 

David DeCelle

Take care.