It was an honor to have coffee the other day (at Dunkin’ Donuts, of course) with a legend in the real estate profession.
I’d heard of Michael J. Maher but knew little about him. We had some mutual friends from Kansas City, which is where he lives. Due to an intense work week in preparation of the release of John David Mann’s and my newest book, I wasn’t even able to make the 30 minute drive three towns up the road from me where he was speaking at a charity fundraising event. I felt terrible about that but knew I couldn’t be away for that long.
He found himself a car and drove down to meet me, after being stood up by the original person who had promised to drive him down.
Humble as can be, he was absolutely more interested in knowing about me and my work than he was in telling me about his. He asked genuinely inquisitive questions, and kindly shared his philosophy about business, those he works with, and the customers and clients he serves.
I found out from other people I spoke with afterward that he is one of real estate’s heavy hitters, a mega-producer who received over 500 referrals last year and accounted for 216 transactions!
This is in real estate, mind you; not exactly a booming industry these days. And all but three of those sales came by the traditional methods, no shortcuts.
I then heard an interview he did with my friend, Jim Sahnger. Easy to see why he’s so exceptional at what he does.
His business card has one statement on it that captures him and – as far as I’ve ever been able to tell – is the single biggest trait or characteristic that sets people like Michael apart from the rest of the pack. It said:
We’re not #1…YOU are. ®
In Part Two, we’ll dig a bit deeper into this one key factor and look at a few others that would seem to be more significant than they actually are.