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(7L) Book Club Leaders Guide(7L) The Seven Levels of Communication:Go from Relationships to ReferralsQuestions for Discussion and Further Review(Author’s Note: There is no set way to do a discussion or review a book. You can use a few, some, or allthe questions suggested below. There is no right or wrong answer to these questions and comments. Themore implementation the discussion initiates, the better the results. This book is geared forimplementation. Enjoy and thank you for your interest in (7L) and the Generosity Generation.)Endorsements, Dedication & Introduction1. Do you typically read the Endorsements, Dedication and Introduction of books?2. Which Endorsement was most impressive to you? Explain.3. After reading the Dedication of (7L) The Seven Levels of Communication: Go from Relationships toReferrals, does it make you more interested, less interested, or no difference in your interest inreading the book?4. After reading the Introduction, did your attitude towards reading (7L) The Seven Levels ofCommunication change? What affect did the Introduction have on you, if any?Chapter 1: The Lunch of a Lifetime1. How would you describe Rick Masters?2. What has changed for him over the last few months?3. What is his attitude going into the lunch with the lender? What do you think has made his attitudethis way?4. What do you notice about EVT Restaurant? Does the restaurant make a difference to how theconversation went? If so, how? If not, why not?5. What is Rick’s attitude during the lunch versus Michelle’s attitude during the lunch?6. Who provided more value during the lunch?7. Michelle mentions “marketing to strangers” versus spending that time and money on people youalready know. What do you think she means by this? Does this have any impact on you or yourbusiness?8. Who does Rick think of first when it comes to Google Alerts? Michelle mentions other people. Whoare they? What does this subtle difference show about Rick’s philosophy and Michelle’s businessphilosophy?9. Who has action items to pursue following the lunch? What are they? Is that a good thing or a badthing?

BONUS: What surprised you most about Chapter 1: Lunch of a Lifetime?Chapter 2: Jay Michaels Speaks1.2.3.4.5.6.7.8.9.10.11.12.13.14.How did Michelle remind Rick to attend this event?Have you ever been to an event like this? How does this event compare to the event you attended?Why do you think Michelle gets glances and looks as she takes Rick to their seats?Who does Jay Michaels remind you of?Why is Jay Michaels loved?Why is Alan there? Why is Michelle there? Why is Rick there?Do you think you can overcome procrastination just by telling yourself Do It Now?What did you think of the math of working your business through word-of-mouth marketing?What did you notice about the professions of others who were attending this? What is different?What are the commonalities?Have you seen the Donald Trump demonstration before? What did you learn from this exercise?After reviewing Figures 2-1 through 2-4, how will you communicate differently?What was the best idea you learned from Jay Michaels during this presentation? What will it takefor you to implement it? By when will you have it finished?What was the best idea you learned from the three testimonials (Jeremy, (older lady), andMichelle)? In your opinion, why did Maher use Jeremy, Janice, and Michelle for the testimonials?Are testimonials important in your business?Was it more powerful to hear Jay Michaels speak about the systems, strategies, and tactics or forthose who have implemented the strategies to speak about those systems? Is it more powerful foryou to speak about your business or others to speak about your business?BONUS: If you had to summarize Chapter 2: Jay Michaels Speaks in a sentence or a phrase, what wouldyou say?Chapter 3: Communicating with Yourself1. What would Rick have learned if he would have stopped after Jay Michaels Speaks? Would he havechanged his business?2. Do you have a coach? What are the strengths of having a coach?3. No advertising, no listening to other CDs, reading other magazines, etc. Why does Coach requireRick to give up these things?4. Coach says to Rick, “When the why is strong enough, the how takes care of itself.” What does thatstatement mean to you?5. Do you have a Referral Goal? What is it?6. Do you have a Blessings Book to write your affirmations and grateful statements down?7. Thoughts on the Rainmaker’s Affirmation?8. What is one of your affirmations? Is there an emotion tied to your affirmation? What emotion is it?BONUS: Why do you think the POWER Notes are a part of this chapter? How are POWER Notes,affirmations, goals, and “I am grateful” statements related?

Chapter 4: You Can’t Even Spell Communicate without TIME1. In the opening story, what mistake did Rick make? Have you ever made that mistake? How can youavoid that mistake?2. What would your Perfect Workday include? How is your current workday different?3. What rituals do you have? Are there ways to make these rituals more productive? Which of the 4Enriching Rituals could you see putting to play tomorrow?4. Even though Rick struggles with some aspects of time management, what is one quality or trait hepossesses when it comes to time? How are you with this trait?5. Maher includes the Networking Stack and the Home Court Advantage strategies in most of hispresentations. Why do you think he does this? Where would your Home Court Advantage be? Whatday would you do your Networking Stack? What are some benefits to combining the NetworkingStack and the Home Court Advantage?6. What does FROG stand for?7. Which are you more likely to do – the Hour of Power or the 1st & 10? Explain.8. What is the benefit of having a two-week time blocked schedule?9. How do time management and mindset (Communicating with Yourself) go hand-in-hand?10. What are the benefits of the Connecting with Connectors strategy?11. For next time, write a Success Story using the 7 Steps to a Successful Success Story.BONUS: Let’s step through a Success Story sample now using the 7 Steps to a Successful Story.Chapter 5: You’re in the People Business1. Do you agree with the title of this chapter? Explain.2. Who is Rick building a relationship with in the first part of this chapter? How is your relationshipwith the person who holds this position at your company?3. What are your thoughts on Don Dasick at this point?4. What was Coach’s very first question to start their coaching session? How are you with this commonproblem?5. How many uses do you see for the Magic Question? Which of the four options are you?6. Are you familiar with DISC? Which behavioral style is your highest tendency?7. What is the behavioral style of your top referral sources (Ambassadors)?8. So far, what behavioral style is this book written for, in your opinion?9. Comment on The DiSCovery poem by Maher.10. Have you ever thought of leaving different voicemails (and speaking with people differently) basedon their behavioral style?11. What does Coach mean when he says “we never ask directly for referrals”?12. Is an apology in order for anyone you know?BONUS: Who is the first person you are going to call? What is their behavioral style? How is this going tochange your call?Chapter 6: Phone Calls

1. Success Suicide – share your thoughts.2. Do you experience call reluctance? Why do think you feel the way you do? Do you think it is a formof selfishness as Coach suggests?3. During this chapter, Coach explains how to ask for referrals without using the word “referral”.Which of the phrases discussed appeals the most to you?4. What is the significance to the way Rick asked the last question before the Triangle of Trust section?5. How are some ways you can use the Triangle of Trust (or 3rd-party endorsements)?6. Who are potential targets for the Spokes to Hubs strategy?7. What is the importance or power to the Are You the Chosen One script?8. Why do you think Maher uses an entire chapter to discuss phone calls?9. How will you think about phone calls differently after reading this chapter?BONUS: How is Rick different now? Discuss.Chapter 7: Communication Plans1. Ever had a call like Rick’s call at the beginning of this chapter?2. There is a subtle difference between marketer and communicator? What are those differences?3. Coach calls it a Community or a Collection of Connections. Where do you keep the information onyour contacts?4. What are your thoughts on grading your database based on their likelihood to refer you?5. What are your thoughts on the Success Series?6. What is the power behind having a Communication Plan?7. What are the different groups you could create a Communication Plan for?8. What are some key elements to a Communication Plan?BONUS: What are your big ahas from this chapter?Chapter 8: Electronic Communication & Social Media1.2.3.4.What mistake does Rick make with Jake and Marie? Have you ever made the same mistake?Ever had an e-mail backfire? Explain.What is the difference between the Informational Zone and the Influential Zone?Coach gives a lot of ideas about how to get e-mails. If you had to guess, when it comes to e-mails,what percentage of your Community (database) do you have?5. Do you block off your time for social media? Why do you think so many people are addicted to socialmedia sites?6. Have you ever heard of the term Cross-Selling before (7L)? Who could you cross-sell and have crosssell you? Could you create a standard e-mail that the other party could use to cross-sell you? Howcan you automate cross-selling opportunities?7. Thoughts on the Guaranteed Response E-mail.BONUS: What is this book’s stance on social media? Do you agree or disagree?

Chapter 9: Transformation1.2.3.4.What makes Maher name this chapter Transformation?What are your thoughts on Coach’s advice for getting an assistant?Do you do consultations for your clients? If so, what are some keys to a great consultation?Maher says, “As lifelong learners, it is our duty to be lifelong teachers.” “Each One, Teach One” isan integral component to the Generosity Generation. How is “each one, teach one” an act ofgenerosity? How does it benefit you to teach another? What are the one or two strategies youfeel most passionate or prepared to teach from (7L)?5. How does the Each One, Teach One philosophy mesh with the philosophy of helping others first- rather than looking for business first?6. How can you use the materials in this book to give value to others?7. Share your thoughts on the Re-Trace the Referral Tree Strategy.BONUS: Comment on The Confession. (Also, at the end, what did Rick decide to do instead of e-mailingDon?)Chapter 10: Jay Michaels Speaks Again1. What did the receptionist do? Do you think she had other options there? Why did she choosethe option she chose?2. How is Rick’s decision-making different?3. How is Rick’s communication different?4. How does he show humility in this chapter?Chapter 11: Another Lunch of a Lifetime1. Why does Maher title this chapter “Another Lunch of a Lifetime”?Chapter 12: Epilogue: The Generosity Generation & Glossary1. What concept had Rick taught Smitty?2. Did Don follow the rules of the 7 Steps to a POWER Note in his note to Rick?3. Did you go to the Web site to get the Forgotten Strategy? Why or why not? How can you usewhat you learned in your business?4. Did you review the Glossary? What did you notice about the Glossary that made it different thanany other book you’ve ever read?BONUS: Re-read Chapter 1: Lunch of a Lifetime. What strategies, tactics, and systems did Michelleutilize in that chapter?Learn more at: www.REFERCO.com