As you saw in my earlier blog, longtime By Referral Only community member Steven Marshall has invited me to speak at a private breakfast (www.PrivateBreakfast.com) for a group of Washington's most influential Realtors and Mortgage Planners in Bellevue, Washington on Tuesday, November 17 from 8:30 to 2:00 pm.

Since so many of you expressed an interest, I’m delighted to confirm that I'll conduct a free live training just for members of the community while I’m in Bellevue.  Here's the information:

Date:  Tuesday, November 17
Time:  2 to 5pm
Location:  Maggiano's Little Italy, 10455 NE 8th Street, Bellevue, WA  Click here for directions.

Please go to this Message Board thread to confirm that you'll be there.

See you there!

On your team,

Joe

P.S. If you’d also like to attend the private breakfast in the morning, register at www.PrivateBreakfast.com.

Here's what member Cherie Tiscareno told me in July:

"Right now I have an additional $75,000 in gross commissions thanks to short sales.  I have no doubt that my income will increase by an additional $100,000 in just this first year of my embracing short sales into my business."

Because I want you to have the same opportunities that Cherie has, I recently videotaped a TeleClass with Alex Charfen, CEO of the Distressed Property Institute and creator of the industry's fastest-growing designation:  CDPE, Certified Distressed Property Expert.  We've added this video to our Short Sales Web page, and you can access it by clicking here.

Check out all the resources on our Short Sales page including how to save $100 on your CDPE designation!

On Your Team,
Joe

I know that you know that expert negotiation is a critical skill for converting leads into appointments, appointments into contracts, and contracts into closings and commission checks.

Now, more than ever, you need the Magic Words That Negotiate Agreements, and the coaching that will help you master this critical skill.

That coaching is now available in the Magic Words Dojo where we’ve just launched my entire video training for the Magic Words That Negotiate Agreements card deck. You’ll find a video for every card, including the Four of Clubs, which Lender Paul Dolan recently found so effective:

“I called a client who’s been ‘on the fence’ for two months, waiting for the rates to drop.  I took the opportunity to remind her of her 5, 6, and 7, and used the Magic Words That Negotiate Agreements Four of Clubs (I modified the language for a lender rather than seller) to help her see that her next best step was locking the loan and moving past her fears.

“I locked the loan, and 10 minutes later the rates bumped up, so this saved her $1,500. What I’m most excited about is the thought that she’ll be saving over $150 a month, which is half of her food budget!

“Thank you, Joe, for helping me to help these clients achieve their dreams.

"And for the $3,400 commission!”

Reminder: To make it easy for you to find the exact Magic Words dialogue you need, the Dojo has both “Search” and “Advanced Search” options so you can search by the dialogue title, the topic, or by your client’s situation.  And if you’re new to the Dojo, be sure to check out the introduction video I created to get you started using these dialogues today. 

Spend time with me in the Dojo mastering the Magic Words That Negotiate Agreements and start generating consistent, predictable reliable income in today’s market – and any market.

On Your Team,
Joe

By now you should have received (and read) my October On Your Team Newsletter -- if you haven't you can download it here.

Be sure to check out the tips on page two for some low-cost touchpoints you can use to plant referral seeds during the holidays.

And the Realtor And Lender Strategy Of The Month on page four is inexpensive, powerful, and creates a "WOW!" every time.

You still have time to answer the quiz question -- and be entered into a drawing for The Main Event Live CD Set!

Happy Reading,

Joe

If you haven't registered for the Specialist TeleClasses, right now is a great time to do it.

These TeleClasses are short (one hour or less), simple, laser-focused, and specifically designed to give you what you need right now to generate a consistent, predictable, reliable income.  This is your opportunity for expert coaching on how to set up myClients, use craigslist to generate leads, sell more of your own listings, implement your Hour of Power, and much more.

To participate in your Specialist TeleClass:

1. Click the Boot Camp icon on your Dashboard.
2. Scroll down to "Specialist TeleClasses" and click “Choose.”
3. You’ll receive a confirmation email with a link containing the telephone number and Web access options.
4. Schedule one hour of uninterrupted Remodel Time to attend the class.
5. Connect to the call by telephone or Web two to three minutes prior to the TeleClass start time. 

Or just click here.

On Your Team,
Joe

Theresa Deakins Posted: Today @ 07:14 PM NEW              'Ole' video was beautiful, though I search within myself for that creative thread I always know that is only my awareness of a higher power that I can access it. I loved her willingness to acknowledge the power in just showing up and keep trying. Is that not what I do as I make my referral calls every day..

What I want for you is to get more done in less time.

What I want for you is to communicate more effectively.

What I want for you is to motivate others faster and better.

What I want for you is to ask better questions.

What I want for you is to respond better in the moment.

On Your Team

Your Power Productivity Leader

Joe

Here are 5 ways you can earn and speed up the process of trust with a person who sends you a referral:
 

T - Timely.  Everyone knows another agent or lender.  When you receive an introduction, act immediately.

R - Respect.  Everyone wants to feel important.  Let the referring client know how much you respect their introduction, even if the prospect chooses not to work with you.

U - Update your referring client regularly.  Get permission from the new client to tell their friend that you will be updating them.

S - Starbucks.  Send a gift card immediately after you receive a referral.  Send the gift card before you contact the referral to reinforce the referring behavior.

T - Thank them after the transaction closes with a personal gift that is unique to them.

On Your Team, Trusting You To Do Your Part

Joe