Seven Levels of Communication
John gives a brief review of Michael Maher's book The Seven Levels of Communication: Go From Relationaships To Referrals. The book is not targeted specifically for Realtors, but rather has a much broader audience as a work of fiction that explores how any salesperson can generate more referrals by intentionally farming the relationships they already have.
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Transcript
JOHN: Hey, guys. John Jones here today with another edition of Tuesday Morning Coffee. Glad to have you here. Today, guys, I’m talking to anybody out there who’s selling anything. I just read a great book that I want to give a review on. It’s called The Seven Levels of Communication. It’s by a good friend of mine, Michael Maher. Michael and I are a part of the same Star Power Mastermind group, real estate Mastermind group. Michael’s a very successful real estate agent in Kansas City or Overland Park, Kansas.
And it’s called The Seven Levels of Communication: Go From Relationships To Referrals. And I know he’s a buddy of mine, but I’ve gotta tell you it’s one of the best books I’ve ever read on sales. It’s real. It’s the basics, but yet, he puts it in a way that is so easy to read and fun to read. Basically, it’s a fiction book based on a character by the name of Rick Masters who’s kind of a struggling, downtrodden real estate guy who’s coming through this bad economy who happens upon a mortgage rep who’s kind of calling on his business who is just doing extremely well.
And she kind of lets him in on a secret. Anyway, it’s just a really neat story that really tells you as a salesperson the things that you need to know to take relationships to referrals. And it’s basically the backbone of any good salesperson is relationships and referrals. I’ve always said or it’s always been said that people want to buy things from people that they like. And I think that we’ve gotten away from that the last few years.
I know in the real estate business we have. We spend all this time on advertising and branding and doing all this stuff kind of trying to buy the business when in essence, the best customer or the best client you can work with out there is that referred client from a third party who has said nice things about you. But there’s an art to managing those relationships. There’s an art to keeping in touch and adding value to people’s lives so they are in a position to give you referrals. And this book puts it all in a nice package and puts a bow around it and makes it very easy to understand and very easy to implement.
So if anybody out there needs a boost right now in your sales career, I’m telling you, read this book. There’s no magic pill here. It just is a very effective book in showing you the importance of managing those relationships that will allow you to get more referral business. So Michael, you did a great job on it. I’m very impressed with it. We’re going to put the website up right here (www.7LBook.com) where you can go order this book from Michael, and also I’m sure you can go to Amazon and type in The Seven Levels of Communication by Michael Maher. Thanks and we’ll see you next week.
