The Seven Levels of Communication: Go from Relationships to Referrals by Michael J. Maher
The Seven Levels of Communication by Michael J. Maher reveals how relationship-based communication can transform business growth. It promotes influence over marketing and referrals over cold sales. Through a storytelling approach, Maher teaches how genuine connections, strategic communication, and generosity can build lasting success.
Who May Benefit from the Book
- Real estate agents, financial planners, and service-based professionals
- Entrepreneurs who rely on referrals and networking
- Salespeople aiming for better client engagement
- Coaches, consultants, and personal brand builders
- Anyone tired of cold outreach and ready to build lasting relationships
Top 3 Key Insights
- Relationships drive referrals more than marketing. Build trust, not just promotions.
- Communication methods vary in influence. Prioritize personal over impersonal contact.
- Time is your greatest asset. Plan every minute with intention.
4 More Lessons and Takeaways
- Generosity creates success. Give without expecting, and trust will follow.
- Handwritten notes stand out. In a digital world, personal touches matter.
- Your purpose fuels action. A strong “why” gives you direction and resilience.
- Use the Upward Spiral of L.I.F.E. Learn, implement, fail, evaluate — then repeat.
The Book in 1 Sentence
Build a business fueled by trust, generosity, and influence by mastering meaningful communication, not marketing gimmicks.
The Book Summary in 1 Minute
Michael Maher’s The Seven Levels of Communication offers a clear roadmap to building a business based on trust, relationships, and referrals. Instead of chasing cold leads, Maher emphasizes generosity, personal interaction, and consistent routines. He introduces a communication pyramid that ranks different forms of contact by their impact, urging readers to focus on high-touch strategies like phone calls and one-on-one meetings. Using personal rituals, a structured approach to time, and a genuine sense of purpose, professionals can shift from hard-selling to meaningful connection and sustained success.
The Book Summary in 7 Minutes
The heart of The Seven Levels of Communication lies in its core belief: relationships matter more than traditional marketing. Michael Maher introduces a communication pyramid that helps readers identify which types of interaction build the most trust and lead to the most referrals.
From Relationships to Referrals
The book’s main idea is simple: stop pushing sales and start building real relationships. Most people prefer to work with professionals they know, like, and trust. Instead of spending money on ads, invest in time with people who matter.
Referrals are more effective than cold calls. A satisfied client can become your biggest promoter. Trust leads to word-of-mouth growth, which is more sustainable than paid marketing.
The Communication Pyramid
Maher outlines seven levels of communication arranged in a pyramid. Lower levels have less impact. Higher levels are more personal and effective.
| Level | Type of Communication | Zone | Impact |
|---|---|---|---|
| 1 | Advertising | Informational | Very low |
| 2 | Direct mail / postcards | Informational | Low |
| 3 | Informational | Medium-low | |
| 4 | Handwritten notes | Influential | Medium |
| 5 | Phone calls | Influential | High |
| 6 | Events and seminars | Influential | Very high |
| 7 | One-on-one meetings | Influential | Highest |
To influence behavior and decisions, professionals must spend more time in the top levels—especially one-on-one interactions.
Time is Your Most Valuable Asset
Time management is key. Maher emphasizes that your calendar shows what you value. He recommends:
- Time blocking: Schedule key activities like calls and meetings.
- The Hour of Power: Dedicate time each day for outreach.
- The Networking Stack: Book back-to-back meetings at the same place to save time.
- Four Rituals: Morning, Pre-leave, Pre-sleep, and Sunday night rituals improve consistency.
The Power of the Phone Call
Phone calls remain one of the most effective tools. Maher suggests using them not just to sell, but to connect.
- Prepare your list in advance.
- Be authentic and focused on helping.
- Use the “1st & 10” rule: start your day with ten meaningful calls.
These calls deepen relationships, nurture leads, and often lead to referrals.
Electronic Communication Is Just a Start
Emails and texts are low-touch. Use them to confirm, follow up, or deliver updates—but not to persuade. Email is best used as a bridge to higher-level communication.
Use tools like Google Alerts to stay informed about your network. Send personalized, relevant updates when you find something useful. Social media also plays a role, but only as a way to support offline connections.
Handwritten Notes: The Forgotten Art
A handwritten note shows thought and effort. It cuts through the digital noise. Maher shares a 7-step POWER note format:
- Use unbranded cards
- Write in blue ink
- Focus on “you,” not “I”
- Be specific with praise
- Stay positive
- Tilt writing slightly upward
- Use a strong P.S. for action
This simple practice strengthens bonds and keeps you top of mind.
The Generosity Generation
Maher introduces the concept of the Generosity Generation—a mindset of giving without expectations. When you help others first, they naturally want to help you back. This builds goodwill and trust.
- Offer referrals.
- Share your time and knowledge.
- Focus on the long game.
This shift builds deep loyalty and a constant stream of referrals.
The Importance of “Why”
Your “why” is your internal drive. Knowing it gives you clarity and motivation.
- Define your values.
- Tie your business goals to your personal purpose.
- Use your “why” to stay grounded in tough times.
Purposeful professionals perform better and are more consistent in their actions.
The Upward Spiral of L.I.F.E.
Maher offers a framework for ongoing improvement:
| Step | Description |
|---|---|
| Learn | Absorb new skills and ideas |
| Implement | Apply them in your work |
| Fail | Accept and learn from setbacks |
| Evaluate | Reflect and adjust based on outcomes |
This spiral leads to growth. Don’t fear failure—use it as fuel to learn and evolve.
Triangle of Trust
Trust grows faster when it comes from a third party. This is the Triangle of Trust.
Let others speak about you. Ask satisfied clients to introduce you to their network. One glowing recommendation can open many doors.
Use the “Spokes to Hub” method—get multiple people to mention you to one key connector. That one person becomes your hub to more referrals.
The First Consultation Sets the Stage
The initial consultation is your chance to build a strong impression. Use a “Spectrum of Solutions” document to outline how you can help. Focus on listening, not selling.
A clear voicemail greeting also helps. Speak clearly, show your personality, and invite follow-up.
About the Author
Michael J. Maher is a real estate expert, speaker, and coach who built a referral-based business from scratch. After surviving a near-death experience, he redefined success by focusing on meaningful relationships and giving value first. Maher is the founder of the “Generosity Generation” movement, helping professionals grow their businesses by giving, connecting, and inspiring. His book blends practical strategies with real-life examples, making it a favorite in relationship-driven industries.
How to Get the Best of the Book
Read with a notebook to capture ideas. Apply one concept each week. Start with phone calls and handwritten notes.
Conclusion
The Seven Levels of Communication teaches us that success grows from connection. Relationships, not ads, build trust and referrals. Simple actions—like a call, a note, or a thoughtful meeting—make the biggest difference. Focus on people, give first, and grow through purpose.