Michael J. Maher designed a system based on a philosophy of generosity. People who have followed his system have found that a business based on generosity leads to reciprocity in the form of referrals and goodwill far beyond anyone can ever imagine. He shares his philosophy in his international bestseller (7L) The Seven Levels of Communication: Go from Relationships to Referrals.
Here is an exclusive interview with the bestselling author, coach, speaker, and successful real estate agent.
Tell us about your journey
For many years, I made the dream come true for buyers of homes by creating the ultimate client experience.
I have a real estate company in Kansas City, and coach, train and oversee over 1,500 real estate personalities.
One of my books, The Seven Levels of Communication, has been #1 on Amazon for over four years.
I also co-wrote The Miracle Morning for Real Estate Agents with Hal Elrod.
In 2004, Howard Brinton introduced me as North America’s most preferred Real Estate professional, which made me a Power Star which in real estate at the time was an ultimate achievement.
When he did that, my phone rang off the hook, e-mails blew up, and everybody was asking me questions about how I got to that point. I decided I need to write a book with the answer instead of giving them a tidbit of information.
December 2007 I flat-lined. I noticed the date on the board and thought “I can’t die on this day. There is nothing significant about this day.” So, in honor of my father’s life, I began sharing all I had learned.
How did you choose your niche?
It was time to, as one of my more favorite quotes says, ‘Stop selling to strangers and start communicating with friends.”
I knew one could be successful without the cold-calling and wanted to find a better way of doing business. One that aligned with my values and made me feel right about serving people.
What was your biggest challenge as a coach?
The Gift of Generosity asks two questions:
1. What are your goals?
2. What is your biggest challenge right now?
Go from Relationships to Referrals.
It’s easier than you think. I want to help others achieve their goals and conquer their challenges. Encouraging people who are set in old habits to make that change always pays off when they DO the implementing and see the instant results.
How did you get your first client?
When I wrote (7L) I wasn’t speaking. Not like the big Generosity Generation events in the book.
People started asking about those events, and if they could attend the next one, so I started doing them.
It rapidly grew from there.
Our GenGen events take place all across the nation and our Group Coaching CATALYST* clients are the most referred and successful agents in their area.
We aren’t slowing down either, in fact, we are picking up more than ever before!
The need for people to connect and serve generously is very important these days.
Did you take any specific training to be a trainer?
We are currently creating an informational webinar for those teaching and wanting to teach the (7L) system.
If anyone is interested, they can find out more at www.7LTeachers.com, and we will tell you exactly what you need.
I think the most important thing about being a trainer is having the mix of the tough-love coach and the loving, empathetic friend.
Life happens, but business goes on.
People NEED you and what you have to offer. Seeing how our CATALYST*s are serving and leading their communities after the devastating hurricanes in Texas and Florida is powerful. That’s what it’s all about.
How do you acquire clients?
Referrals, referrals, referrals!
Hosting GenGen events in different major cities across the nation.
www.referco.com has those upcoming events.
We can’t be everywhere at once, so a lot of people come from reading (7L) and wanting to take the next step.
We also host free helpful webinars that dive deep into our strategies for those who can’t attend events.
How do you charge your clients?
There are several options. If a professional truly wants all of the materials and guidance they enroll in our group coaching program, CATALYST*, and choose a monthly or one-time annual payment option. For those wanting one-on-one focus, we do offer coaching specifically for them.
What are your revenue streams, as a coach?
Hosting events, group coaching, one-on-one coaching, different courses and programs, and my books.
We are always expanding, learning and growing to make that day the biggest win for our clients. We ask ‘What do you need?’ And we take the feedback seriously.
We strive to be the best we can so we can help as many people as possible.
What advice do you have for someone who wants to become a coach?
Ask mentors, ask connectors, attend speaking events, and read as much as you can.
The tips for the most successful leaders in the world follow these basic guidelines.
Ask clients questions and then listen.
Ask them what their next steps are. Many times, they already have the answer, they just want guidance and reassurance. They want examples and leadership. Lead by example and walk the walk.