Synopsis

Michael Maher of ReferCo, author of 7L: The Seven Levels of Communication, joins Dr. Misner on today’s podcast to talk about how he was able to net more than $1 million per year through networking, thanks to BNI.

When he joined BNI, Michael set an annual referral goal: give 1000 referrals and receive 500 referrals. The first year he received 250 years and 8 years after that he received more than 500 referrals, when most real estate agents get 3-5 referrals per year.

How did he do this? Through what he calls the networking stack: stacking networking appointments back to back before and after your BNI meeting. You can also introduce these referral partners to each other between meetings: clients to potential clients, BNI members to potential BNI members, and so forth.

The next part of this method is to develop a home court advantage. Orchestrate the ultimate first impression by becoming a regular at a local restaurant and having your networking stack meetings there. The staff of the restaurant provides additional endorsement for you, their valued customer, and takes great care of your guest.

The effectiveness of these two techniques is increased by an increasing “Givers Gain” type of mentality in consumers, who are members of what Michael calls the Generosity Generation and want to work with people who say “I am here to help.” The 7L system is designed to get you from giving to gaining.

You can find Michael’s 7L book at thebookonreferrals.com and Miracle Morning for Real Estate Agents, which is not just for real estate agents, at miraclemorningagent.com.

Brought to you by the Networking for Success Channel on YouTube.

Complete Transcript of Episode 542 –

Priscilla:

Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you?

Ivan:

I just got back from a trip. I was in Oahu. It’s a great place to do business, but we had a Transformational Leadership Council meeting. I got to peak to the BNI chapters there, so it was a great visit.

Priscilla:

Sounds wonderful.

Ivan:

Today, I have a guest on my show. It was a guest actually recommended by you, Priscilla. Thank you so much for recommending Michael to me. Michael Maher is the CEO and Founder of ReferCo. He is a leading authority on business referrals. Michael rocketed to the top of the real estate profession by netting one million dollars in his third year of real estate. He has been called one of the greatest sales people in the world by Ninja Selling’s Larry Kendall, and he currently has two top selling book on Amazon. Two. I know that is really difficult. I know that firsthand. Well done, Michael. He has Seven Levels of Communication, Going from Relationship to Referrals, which I am very pleased to have personally endorsed and The Miracle Morning for Real Estate Agents.

He built his business with networking and referrals. He is a former BNI President and Educational Coordinator. I would like to welcome Michael Mayer to the show. Thanks, Michael.

Michael:

Well, thank you. It is an honor and a privilege and you have been a heck of a mentor to me...