7L: The Seven Levels of Communication. Michael J. Maher

to use daily—to become known as “America’s Most Referred Real Estate Professional.”

      As I have been blessed with greater success, I have had the privilege of teaching and coaching others to do the same. This book tells the story of many of my coaching clients and members of my team; men and women who are ready to evolve from the Ego Era to the Generosity Generation. They are ready to stop wasting money on costly personal promotion and invest in relationships. They want to build more than a business; they want to leave a legacy.

      If you want a business that will outlive you, this book will show you how to build it. If you are ready to build a large, highly profitable business using nothing but word of mouth, this book will provide you with the strategies, techniques, and resources you need. It is my hope that it will lead you not only to greater financial freedom, but also to a more fulfilling existence.

      I wish my dad had put together his memoirs. It would be such a great read. I am now the father of a precious little boy. I imagine sitting on the floor during reading time with Max and reading my dad’s stories, advice, and wisdom. After reading this book again, I realize that my dad and I wrote this together. I am honoring his legacy by passing on this knowledge. I survived that fateful day to help, teach, and coach others.

      What had almost killed me? It turned out to be blood clots—a complication from knee surgery I had four days prior. There is a Friedrich Nietzsche quote, “What doesn’t kill us only makes us stronger.” Here’s my advice to let you know you don’t have to nearly die to truly live:

       “Don’t wait for a life-changing event to change your life.”

LUNCH OF A LIFETIME

1

      “When written in Chinese the word ‘crisis’ is composed of two characters—one represents danger and the other represents opportunity.”

      JOHN F. KENNEDY

       “RICK, TO BE HONEST WITH YOU, I don’t think you’ll be in the business a year from now.”

      The words rang in Rick’s ears as the alarm jolted him out of an uneasy slumber. Two weeks had passed and he still couldn’t get the image of that smirking, self-satisfied face out of his mind. With less than an hour until his lunch appointment and his bed feeling more comfortable than ever, he briefly debated canceling; after all, it was just another lender . . .

      No, he thought, he’d better go. A free meal was a free meal, and he needed to get up anyway.

      Rick stepped over yesterday’s clothes and fumbled around the bathroom for his shaving cream. Thirty minutes later, he had showered and was driving his beloved BMW, the last of his souvenirs from the good old glory days. He indulged in a momentary flashback of how he had bought it with cash he made from just two months of commissions. Pulling onto the highway, he thought sullenly, those were the days.

      He looked up to check the exit number, and as if to add insult to injury, he caught a glimpse of Don Dasick’s new billboard. There it was: the smirking, cap-toothed smile, slicked-back hair, and a caption that read “Dial Don!” Rick cringed involuntarily. Well, the old guy must be doing something right. He’s still selling more than the rest of us in the office put together.

      It was 11:27 A.M. when Rick shuffled into EVT Restaurant for his 11:30 lunch appointment. He felt his stomach rumble, but his hunger was overshadowed by his need for coffee. The dining room was already humming with quiet conversation punctuated by the clinking of glasses, silver and fine china. Rick glanced around him. He had seen the place numerous times—the building towered over the highway he took home from work—but this was his first look inside.

      The huge marble columns in the atrium drew his eyes up from the walnut wood of the hostess stand to the magnificent chandeliers dangling from the ceiling, which must have been at least forty feet high. Comfortable booths lined the walls, giving the place a luxurious and elegant appearance while maintaining a cozy feeling at the same time. How come he had never been here before?

      “Katherine!”

      The woman’s delighted voice interrupted the subdued buzz of the diners, startling Rick. His eyes quickly returned to the stand, where he now saw the woman hugging “Katherine,” who was obviously the hostess. Someone’s excited, he thought to himself, giving his watch a quick glance.

      “Rick!” the same lady called in his direction as she released the hostess.

      Rick met her cheerful gaze and mustered up as much enthusiasm as he could. “Michelle!” he responded, realizing it was his lunch companion who had offered the enthusiastic greeting. She sure is happy. Is she getting married or something?

      “Rick, this is Katherine,” Michelle said as she introduced the hostess. “Her son was just awarded a football scholarship to Ohio State. Katherine, Rick is in real estate, and he’ll have to fill me in on the rest of his life before I can tell you anything more.” Rick shook Katherine’s hand and offered his congratulations.

      She blushed and turned to Michelle. “Your usual spot?” Katherine asked.

      “Please!” Michelle answered with a smile, and Katherine escorted the pair to one of the private booths in the back corner of the large dining room.

      “Josh mentioned that this was a nice place,” Rick said as he sat down and scanned the menu. “I see it from the highway all the time, but I’d never been in.”

      “You’ve got to try the crab cakes. They’re fantastic,” Michelle said, still all smiles. Is she really that happy that this hostess’s kid got a football scholarship? Rick briefly studied the woman across the table from him. She was wearing a black wool pantsuit and a black rubber bracelet on her left wrist. She looked more or less his age. He had known plenty of “peppy” girls—especially fifteen years ago in college—but Michelle seemed nothing like them. She was clearly a professional, but animated by an energy that defied his ability to categorize: a lot different from the kind of mortgage person who usually took him to lunch.

      “I’m glad you had the time to get together,” she continued, breaking into his thoughts. “So how are things going for you?”

      Rick felt the muscles in the back of his neck tighten involuntarily, as his polite smile melted away. “Great,” he answered mechanically, looking back at the menu. He felt the urge to yawn, but suppressed it. Maybe I’ll go back home after this and take a nap. As if reading his thoughts, the waitress approached their table with a coffeepot and took their drink orders.

      “Hi, Michelle,” the waitress said with a smile. “Who’s this lucky guy?”

      “Jo Ellen!” Michelle scolded jokingly. “This is Rick Masters. He’s in real estate. Rick, Jo Ellen is getting her degree in fashion design. Isn’t that great?”

      “Yeah,” said Rick, a little taken aback. Was Michelle some sort of local celebrity? Why did everyone here seem to know her? They ordered their drinks, and Jo Ellen departed. The pair was silent for a moment.

      “So, you were telling me that business was great,” Michelle reminded him softly. Her voice made him think of his older sister when she called to make sure he was eating healthy and exercising.

      “Yeah, right,” Rick laughed. “I guess it really depends on which answer you want—mine or the company’s. I’m not trying to ruin anyone else’s day with my problems.” Rick wanted nothing more than to return to bed, not that he had been sleeping well recently.

      “I don’t mind,” Michelle offered gently. “We all have problems now and then.” There’s that smile again.

      “Well, problems seem to be the norm for me,” Rick sighed, scanning her face to see how much he should reveal. Was he really about to spill his guts to a lender? It went against his every instinct, but there was something disarming about Michelle’s manner. What do I have to lose?