Ever heard of the Generosity Generation? Curious about how the power of relationships and referrals can transform your business approach? Dive into Rick's journey, a fictional story of personal and professional transformation, where he learns about these principles from famous personalities like Jay Michaels, and how to apply them in his real estate business.

The Seven Levels of Communication: Go from Relationships to Referrals

Rick was feeling the weight of his struggle in the real estate business. He had been doing well a few years back, but now the market was tough, and he was barely scraping by. 

One day, he reluctantly agreed to a lunch meeting with Michelle, a lender who seemed unusually upbeat. As they sat in a luxurious restaurant, Michelle's positivity and genuine interest in Rick's situation began to break through his defenses. She shared stories of her success and the principles of the "Generosity Generation," a philosophy centered on building relationships and giving generously to get referrals.

Intrigued, Rick listened as Michelle invited him to a seminar led by Jay Michaels, a proponent of the Generosity Generation. Despite his initial skepticism, Rick attended the event and was inspired by Jay's enthusiasm and practical advice. Jay spoke about the power of personal connections and how focusing on relationships rather than cold calls and advertisements could transform a business.

Rick heard testimonials from others, including Michelle, who had significantly increased their business by implementing Jay’s strategies. They talked about handwritten notes, housewarming parties, and other personalized approaches that fostered genuine connections with clients.

Motivated by the seminar and the success stories, Rick realized that he needed to change his approach. He couldn’t rely on old methods in a new market. He needed to build deeper relationships and leverage the network he already had. With a new sense of purpose, Rick decided to invest in coaching, understanding that he needed guidance to implement these strategies effectively.

As he left the seminar, Rick felt a renewed energy and optimism. He was ready to embrace the Generosity Generation and transform his business by focusing on relationships and giving. With Michelle’s support and the principles he had learned, he was determined to turn his struggles into success.

Can Jay Michaels' Generosity Generation Philosophy Revitalize Rick's Real Estate Career?

Rick was feeling overwhelmed. He had signed up for coaching with some doubts and now he was juggling affirmations, goal-setting, time management, and more. His friend Michelle, a once-shy individual turned confident speaker, assured him the process worked. She even arranged for Rick to have her former coach, a tough yet effective mentor who promised results if Rick followed the program.

During his first call, Rick faced a barrage of questions that challenged his current business strategies. The coach was adamant: no advertising, focus on relationship-building, and implement daily rituals. Rick was skeptical but agreed to try. The coach's insistence on handwritten notes, called POWER Notes, seemed archaic but was said to be effective.

As Rick dived into the process, he saw changes. He was busier, his attitude improved, and even his sister noticed a positive shift. Despite the initial struggle, Rick began to appreciate the structure the coach provided. The concept of a "Networking Stack" of contacts and the importance of making a restaurant his "home court" were new but intriguing strategies.

Rick's second call with the coach was a reality check. Despite some progress, he was still flying by the seat of his pants. The coach introduced more structured approaches like time blocking and rituals. Rick was to write success stories and focus on meaningful connections. The coach warned of "Success Suicide," a self-destructive behavior that often hits just before a major breakthrough.

Throughout this journey, Rick found himself thinking about Michelle, not just as a colleague but as someone who inspired him. With a renewed sense of purpose, Rick realized the coaching wasn't just about business; it was about transforming his life. Now, Rick had a clear path, a supportive network, and a drive to succeed.

From Overwhelmed to Inspired: Rick's Transformation Through Coaching

Rick was having a stellar month at work, and the receptionist hinted he might outsell the top agent, Don. Despite Don's condescending remarks, Rick stayed focused on his tasks. He had a structured day and was particularly looking forward to his coaching call that evening. 

During the call, Coach introduced Rick to the DiSC behavioral model: Dominance, Influence, Steadiness, and Compliance, stressing the importance of understanding clients' styles to better communicate and sell.

Rick also learned about the Platinum Rule: treating people how they want to be treated. This was a game-changer for Rick, who practiced tailoring his voicemails and interactions based on clients' personalities, whether they were direct like D's, outgoing like I's, steady like S's, or detail-oriented like C's.

Coach emphasized the power of third-party endorsements and the Triangle of Trust, where someone else speaks highly of you, making introductions more powerful. Rick practiced these strategies, realizing their potential to grow his network and secure referrals.

Rick had a challenging moment when he double-booked an appointment, hurting his relationship with Michelle. Coach advised him to apologize sincerely, and Rick did, rebuilding the trust.

Rick also learned to conquer phone call reluctance by focusing on helping others, ranking his calls from 0 to 10 based on the recipient's happiness to hear from him. He practiced referral conversations, activating clients' Reticular Activating Systems (RAS) to notice potential referrals.

The Triangle of Trust strategy was highlighted when Coach asked Rick to introduce him to his highly-rated CPA. Rick saw the value in orchestrating third-party endorsements and building strong referral partnerships.

Rick's journey was marked by learning new strategies, rebuilding relationships, and growing his business through trust and effective communication. He was on the path to becoming a top agent, driven by his dedication to helping others and mastering the art of referrals.

Can Rick's Mastery of the Platinum Rule and DiSC Model Outsell Top Agent Don?

Rick was busy entering data into his database when he decided to reconnect with his old college friends, Jason and Tammy, who had just bought a new house. Though Rick was disappointed he didn't get the listing, he stayed positive and professional. After a coffee break, Rick encountered Don, a fellow agent, who bragged about his success, further dampening Rick's spirits. 

Rick sought advice from his Coach, who praised him for keeping his cool and emphasized the importance of creating a Communication Plan. Coach explained that building a Community of Influence through regular, intentional communication was crucial. Rick learned to grade his contacts and prioritize his Ambassadors and Champions for frequent interaction.

Coach also stressed the value of proactive communication, setting specific times for calls and using tools like the Ultimate Memory Jogger to ensure no one was missed. Rick began to feel more optimistic about his approach.

Rick's next lesson was about electronic communication. After losing a client due to an impersonal email, Coach reminded him of the importance of face-to-face interactions for significant transactions and explained the proper use of email for informing and confirming, rather than selling.

Rick was introduced to the Guaranteed Response Email (GRE) to engage his Potential Champions. This email would prompt calls, allowing Rick to determine if they were true Champions, Friends & Family, or should be deleted from his database.

Coach also highlighted the importance of an online community, advising Rick to organize his contacts and maintain professional, positive interactions. Rick learned to use social media and email strategically, sharing success stories and referral goals to build trust and engagement.

Rick's journey of personal and professional growth continued with Coach's guidance, reminding him to stay focused, communicate effectively, and always strive to improve.

Mastering Real Estate: Rick's Journey with Expert Coaching

Rick's journey through the Generosity Generation is a testament to the power of relationships and referrals in business. When Harold praised the landscaping work Rick recommended, it sparked a series of reciprocal favors, demonstrating how helping others can lead to personal success. This theme of mutual benefit was reinforced during Rick's coaching sessions, where his Coach emphasized the importance of focusing on people over numbers. 

Rick's transformation was marked by significant milestones, such as drastically reducing B clients and adding new Champions. He realized that time management and hiring an assistant were crucial steps in maintaining his growing success. Coach's advice to delegate non-dollar-productive activities and focus on high-impact tasks like client interactions and Influential Zone work resonated deeply with Rick.

A pivotal moment came when Rick's dedication to education and communication led him to develop client consultations, ensuring clear and professional guidance through buying, selling, or investing processes. This approach not only built trust but also streamlined operations. 

Rick's commitment to the Generosity Generation culminated in his decision to teach others. He embraced the Each One, Teach One philosophy, sharing his knowledge to help others achieve their goals. This not only reinforced his learning but also expanded his influence and network.

An unexpected turn in Rick's journey was his interaction with Don Dasick, a seasoned but struggling real estate professional. Rick's success and the principles of the Generosity Generation inspired Don to reconsider his approach, eventually leading him to coaching and a renewed path.

Rick's story also intertwines with personal growth and relationships. His connection with Michelle evolved from professional respect to genuine friendship, and eventually, to something deeper. As Rick moved out of his condo, reflecting on his journey, he and Michelle received a pre-release copy of Coach's new book, symbolizing their ongoing commitment to growth and generosity.

Rick's narrative is a compelling reminder to focus on the seven levels of communication:
1. Advertising – Passive and one-way communication through media like billboards and online ads.

2. Direct Mail – More personalized but still one-way, such as postcards or email campaigns.

3. Electronic Communication – Digital interactions via email, text, or social media, allowing for some engagement.

4. Events and Seminars – Face-to-face networking opportunities to build relationships in a group setting.

5. Phone Calls – Direct and personal interaction that allows for real-time conversation and relationship-building.

6. Handwritten Notes – A highly personal and thoughtful way to show appreciation and strengthen connections.

7. Face-to-Face Meetings – The most effective and influential level, fostering trust, deep relationships, and meaningful communication.

How Did Rick's Embrace of the Generosity Generation Transform His Life?

Rick was struggling in the real estate business. Once thriving, he now found the market tough and was barely scraping by. A lunch meeting with Michelle, a lender, changed his trajectory. She introduced him to the "Generosity Generation," a philosophy focused on building relationships and giving generously to get referrals.

Michelle invited Rick to a seminar led by Jay Michaels, a proponent of this approach. Despite initial skepticism, Rick attended and was inspired by Jay’s enthusiasm and practical advice on the power of personal connections over cold calls and advertisements. Testimonials from others who had seen success with Jay's strategies convinced Rick to change his approach.

Motivated, Rick signed up for coaching, though he felt overwhelmed by the process. With Michelle’s encouragement and a tough but effective mentor, Rick started implementing new strategies like handwritten notes, called POWER Notes, and focused on relationship-building rather than advertising. He learned the importance of structured approaches like time blocking and rituals.

Rick's journey was marked by ups and downs, such as double-booking an appointment and hurting his relationship with Michelle. However, with sincere apologies and continued effort, he rebuilt trust and saw progress. He learned about the DiSC behavioral model and the Platinum Rule, tailoring his interactions based on clients' personalities.

Coach introduced Rick to the Triangle of Trust, emphasizing third-party endorsements and building strong referral partnerships. Rick practiced these strategies and saw their potential in growing his network. He also tackled phone call reluctance by focusing on helping others and ranking his calls based on recipients' happiness to hear from him.

Despite setbacks, Rick stayed focused on improving his communication and building his Community of Influence. He learned the value of proactive communication, face-to-face interactions for significant transactions, and strategic use of electronic communication. Rick's dedication to the Generosity Generation led him to develop client consultations, ensuring clear and professional guidance.

Rick's transformation included personal growth and deeper relationships, particularly with Michelle. His commitment to learning and helping others culminated in teaching the principles he had mastered, expanding his influence and network.

Rick's journey is a testament to the power of relationships and continuous learning in transforming both personal and professional lives.

Home

Trending Books

News & Mags

Relax

Curated

Collections

Key Ideas & Notes

Insights

Highlights & Bookmarks

Listening History

The Seven Levels of Communication: Go from Relationships to Referrals

Michael J. Maher

6 Key ideas

13 MINS

4.9 (189)

Ever heard of the Generosity Generation?

Curious about how the power of relationships and referrals can transform your business approach?

Dive into Rick's journey, a fictional story of personal and professional transformation, where he learns about these principles from famous personalities like Jay Michaels, and how to apply them in his real estate business.

Ever heard of the Generosity Generation?

Curious about how the power of relationships and referrals can transform your business approach?

Dive into Rick's journey, a fictional story of personal and professional transformation, where he learns about these principles from famous personalities like Jay Michaels, and how to apply them in his real estate business.

Improve your Career, Health & Life with 15min insights from 9000+ non-fiction books

Key Ideas

#1

Can Jay Michaels' Generosity Generation Philosophy Revitalize Rick's Real Estate Career?

#2

From Overwhelmed to Inspired: Rick's Transformation Through Coaching

#3

Can Rick's Mastery of the Platinum Rule and DiSC Model Outsell Top Agent Don?

#4

Mastering Real Estate: Rick's Journey with Expert Coaching

#5

How Did Rick's Embrace of the Generosity Generation Transform His Life?

#6

Final Recap

About Author