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7L: The Seven Levels of Communication: Go From Relationships to Referrals Hardcover – September 2, 2014
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Dave Ramsey, author of EntreLeadership and The Total Money Makeover
(7L) is the clearest, most concise book I’ve read on what it takes to be a great salesperson. It is obvious why Michael J. Maher is one of the greatest sales people in the world. This book will become a classic.”
Larry Kendall, Chairman Emeritus of The Group, LLC, and author of Ninja Selling
Master the generosity game...build a powerful, referral-based business...put the wisdom of (7L) into practice.”
Gary Keller, New York Times bestselling author of The Millionaire Real Estate Agent, The Millionaire Real Estate Investor, SHIFT, and The ONE Thing, and Cofounder of Keller Williams Realty International
(7L) is the most reliable and sensible business-building system I have ever seen... If you follow this amazingly simple recipe, I guarantee success will follow you.”
Todd Duncan, New York Times bestselling author of Time Traps and High Trust Selling
Required reading for all my coaches! Excellent!”
Bob Corcoran, founder of Corcoran Consulting & Coaching
Every real estate agent needs to read this book and give it to all their referral partners. In (7L), Michael J. Maher shows you how to build a recession-proof network.”
Dr. Ivan Misner, founder of BNI and Referral Institute and New York Times bestselling author of Masters of Sales
About the Author
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Simply speaking, what are these steps... stop being all about yourself. Think of others first. Help people, connect people, be there for people. Do the small, simple things for them that they may not even realize means a lot to them. Things like handwritten notes are a HUGE deal.
I can personally tell you that by reading this book and following the plan laid out within its pages, I have become so busy that I have hired an assistant and opened an office. I didn't get the book until December of 2011. The impact has been dramatic, drastic and immediate!
We are all in sales, whether we like it or not. Even the person who sits behind a desk and crunches numbers will eventually have to sell something or someone. By creating these relationships, you can make a huge impact on a person's life... and even your own!
The book was a gift for me, but I liked it so much I purchased a couple copies through AMAZON as gifts for others.
The book opens with us joining a REALTOR® circa 2010 who has been struggling with sales since the meltdown of 2008-2009. He's been invited to lunch to meet with a mortgage lender. He debates even going, but figures he might as well get a free lunch.
He meets with the most charming mortgage lender who seems to know every little detail about the staff in the restaurant from the hostess, to the server, to other patrons. She has lunch with our struggling REALTOR® and later asks him to attend an event that she thinks he may benefit from after hearing that he's been struggling.
Our struggling REALTOR® reluctantly attends the event which turns out to be one of those Tony Robbins-type of motivational events with a pitch at the end of hiring a coach. Our struggling REALTOR® is impressed when his mortgage lender friend from lunch is called up on the stage to provide a testimonial and he ultimately decides to hire a coach.
The rest of the book takes us step by step through a coaching program with our struggling REALTOR®. We learn about building personal relationships and the virtue of being servant-minded in approach. We learn about mining our database, grading our prospects, and remembering how to ask for the business.
We learn about the seven levels of communication structured as a pyramid with the highest level being face-to-face or what I like to call belly-to-belly communication. This is what it's all about in building personal relationships. People want to work with people who they know, like, and trust and what better way to do this than going belly-to-belly.
We watch an incredible transformation of our struggling REALTOR® into a confident person who starts putting others first and in doing so he finds himself again and regains the success he had prior to the real estate meltdown.
I picked this book up at the perfect time as we head into what is going to be a record year in real estate. It's a great reminder of what real estate professionals need to be doing to achieve success. It's a great reminder that it's all about "them" and not about "you." This book is a must-read for any REALTOR®, mortgage lender, or any other real estate professional. I highly recommend this one for any sales professional for that matter.
Wrap your goggles around it as soon as you can.