Let’s Tell Your Past Clients – And Everyone They Know – How The Home Buyer Tax Credit Extension May Benefit Them
Posted On: Thursday November 19, 2009
I know that you know that earlier this month, the U.S. government extended the first-time home buyer $8,000 tax credit. Plus, this program has expanded to include a credit of up to $6,500 for many current homeowners.
News headlines come and go very quickly, and it’s likely that people in your database missed this piece of news. I want to help you let them know so they – or someone they know – will call and ask for your help.
I believe there has never been a better time to act than – now.
I’ve put together a postcard for you to mail to everyone in your database – today if possible, tomorrow at the latest.
Here’s my coaching for you to get quick results:
1. Become absolutely familiar with all the guidelines of this tax credit extension -- who’s qualified, limits, and deadlines -- so you can answer questions when people call.
2. Download the postcard. There are Realtor and Lender versions available in both Publisher and Word, just like your Evidence of Success postcard.
3. Personalize the postcard, print it on yellow cardstock, and apply your mailing labels and first-class postage.
4. Mail the postcard today, tomorrow at the latest.
5. On Monday, November 30, commit one Hour of Power to following up your postcard with calls to the Top 10 in your Top 150 to reiterate your offer of a free one-hour consultation for them or someone they know.
The December Specialist TeleClasses Are Now Available
Posted On: Wednesday November 18, 2009
We've just added the schedule of December Specialist TeleClasses, so if you haven't registered for these laser-focused trainings, right now is a great time to do it. Or grab one of the few remaining seats in November and get results even sooner!
These TeleClasses are short (one hour or less), simple, 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.
This morning Joe asked us to keep a journal of the stories of the clients we help. I wanted to share that this was my practice in my former life's work.
For 20 years I worked with families attending births as a Doula- a woman who provides emotional, educational and physical support before, during and after childbirth. I began the practice early on of writing their stories and giving them a copy with photos from the birth- I have a collection of 165 of these stories and with their permission, I would share them in classes I taught-
They were not only powerful in gaining credibility and trust, but they are precious to me still- one of the 5 things I would rescue in a fire.
Beginning real estate almost 5 years ago- I knew the skills I had developed as a doula would be put to good use- active listening, calming presence, advocacy, careful non-judgemental education of options- etc. I did not know though that emotional support would be so much a part of this work.
But in this difficult market, those counseling, encouragement and emotional support skills have been called upon. This has helped to form deeper relationships and a richer experience for both of us.
Thank you Joe for bringing this idea back into my life- why didn't I think of it before? I will begin the practice today! See You Tomorrow-
Ask yourself a few easy questions. What do you want? A more profitable business? A better education for yourself or children? A new and bigger home? Better health? More vitality? Recognition? Fame? Success?
Whatever it is you want, you can have it. Whether it's more money or a greater spiritual level of awareness, whether the goal is near at hand or seems impossibly far away -- you will have it.
Here Is My Goal-Achieving Philosophy:
IN ORDER TO ACHIEVE WHATEVER YOU WANT, YOU MUST BE WILLING TO DO WHATEVER IT TAKES TO ACHIEVE IT
Listen carefully to every word of this profound philosophy.
YOU MUST BE WILLING TO DO WHATEVER IT TAKES.
The philosophy does not say that you must do whatever it takes, it says you must be willing to do whatever it takes; there is a huge, significant and meaningful distinction that I will fully explain.
By the way, this is the part of my philosophy most of my associates fail to grasp... they believe physical doing is the ticket -- to work harder, to try harder. It's not. Most agents in our business think the key to mastery is to work harder. For many people the belief is to achieve, to do.
Of course, the doing is critical, but only to a certain point. That point is where and when pure physical performance no longer can and will affect a goal. Let's say you want to be happy and cheerful -- that's an admirable goal.
What can you do to be happy and cheerful? Make a sale, get a commission check, price a listing to sell -- unfortunately not.
Many agents list homes but they are not happy and cheerful.
How about make more money?
No. I know a lot of people in my own industry who make huge sums of money and the last word you would ever use to describe them would be "cheerful." Maybe you can now hear that the implication I'm making is that there is nothing you can do to be cheerful, you can only be cheerful.
People who are cheerful, who are optimists, who are alert, who are happy, who are alive often realize with refreshing surprise that they have somehow achieved cheerfulness without doing a thing to get it. Cheerfulness, happiness, alertness and awareness come only from our willingness to be happy and cheerful. Be happy, be alert, be alive!
I've discovered the ultimate key to getting whatever you want in life is simply -- be willing to do whatever it takes!
The meaning of "willingness" is "a frame of mind or a point of view which is free, unrestricted and unencumbered," which means you extract ideas from a great variety of sources without judgment, opinion, reservation, consideration or refusal.
Because willingness is an open frame of mind, it has awesome power -- almost MYSTICAL.
It starts with you taking 100% responsibility for your current reality; whatever your outer world is right now is a reflection of your inner world. That's a tough thing to swallow because it really gives each one of us 100% responsibility whether you want it or not.
Scrutinize carefully any situation in your life. Be aboveboard about it and I promise, you will eventually recognize that, either consciously or unconsciously, you created the circumstance to set it up that way.
Whether you're cognizant of it or not, you've sanctioned the situation, even though you've had the capability to change it at any time. Once you acknowledge that you are the cause of everything which happens in your life, you release your awesome, unlimited personal power.
When you can take responsibility that everything which exists in your life is your creation and no one else's, then you will see that everything which can or will exist in the future is your creation.
This realization that you are the cause of everything in your life puts you consciously behind the steering wheel of your life, a place you've been all along, but perhaps up 'til now, you've been unconscious. If you continue to view your circumstances with the attitude "I didn't create this, it's not my fault," in effect, you're saying, "I'm not in control of my life." As soon as you say, "I create it all, the good, the bad, and the ugly," you take control of your life!
The two simple steps to TAKING CONTROL of your life are:
1. Take 100% responsibility for your current reality, regardless how blissful or how dismal.
2. Become 100% responsible for changing your current reality: "If it's going to be, it's up to me." Examine these 2 steps. Neither of them require any physical work on your part; there is no "doing." They are simply paradigm shifts; they both simply require a change in attitude, a new set of mental rules, a new internal program. When you combine the two steps, you now have the ability to truly create your own destiny.
Again, my philosophy to life and to achievement is YOU CAN GET WHATEVER YOU WANT; ALL YOU MUST DO IS BE WILLING TO DO WHATEVER IT TAKES…
Let's get you started on this journey. First, you need a crystal-clear image of what you want. As we discussed a few days ago, deciding what you want is the critical step in the achievement formula; as soon as you decide what you want for or from your business life and/or personal life, then you commit it to paper. You send strong messages to your subconscious mind, where it gets recorded as the way things are supposed to be. Remember, the clearer the image, the more detailed the goal is, the easier it is for the subconscious to get a sharp, specific image imprinted vividly onto the subconscious mind.
For example, just saying, "I want to make more money" isn't quite good enough. You must say exactly how much, by when do you want it and how will you feel when you have it. "I earned $250,000 this year and I'm truly living up to my potential as a real estate agent."
But what if you're not sure what you want? In that case, state very clearly your intention to discover exactly what you want. For example: "Because of my intense focus, I clearly define my goals in writing by Sunday at 2pm." Again, the philosophy is: In order to achieve whatever you want, you must be willing to do whatever it takes to achieve it...
This principle works, but it can be stopped. Something happens when you become committed to doing whatever it takes. When you become absolutely convinced in your own mind that you are willing to do whatever it takes to achieve your goal, then and only then does the formula begin to work.
Your job today is to ask yourself, "Am I willing to do whatever it takes?"
Your homework assignment is to make a list of the things you want to be, do and have in the areas of family, socially, mentally, personally and physically.
Create compelling consequences if you don't succeed; fabulous rewards when you do.
Clarity is power -- the more clear your goals, the more focused they are and the more powerful they are.
Make sure your goals are things you can control, rather than the things you cannot control.
Most importantly, remember the statement: I am willing to do whatever it takes!
Are You Attracting Clients Who Willingly Negotiate?
Posted On: Thursday November 12, 2009
Good Morning,
I love the thought that David R. Hawkins shares about willingness in his book, "Transcending the Levels of Consciousness."
Willingness is supportive rather than competitive for gain or dominance, and relationships involve service to each other’s growth and goals rather than to just one’s own.
Willingness is therefore harmonious and is expressed as the “win-win” attitude instead of the level that views life as a” win-lose” dichotomy.
Here is a powerful Magic Words language pattern that I was playing around with today.
How can you use this when your prospect says, "I’m going to wait...”
Here's what happened...
I was talking with a BRO member and he said, “I’m going to wait until next month before I do the 30 Day Lead Blitz.”
I said…"How is it possible that the future is going to be easier than the past? Because as a person who knows that opportunities to really help people who need help now can be fleeting, and if that’s true, isn’t waiting the thing you need to avoid?"
He said, “ You're right, I’m going to get started right now.”
Check out this recent thread from the BRO message board.
It's members helping members get from where they are to where they want to be...see you inside!
Joe
Initial Consultation - 2 Page vs. Full Version?
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Craig JonesPosted: Nov 6, 2009 09:44 AM
Hello All, I've been a member for almost a year and have not been using the I.C. I have recently been inspired through the Power Productivity program and the member breakthroughs to get my consultation down.
I've been working on getting the full I.C. down and it is slow going, so just today with a Do Group partner we decided to focus on the 2 page version.
Do most find the 2 page version works well? Has anyone gone from the 2 page to the full version and seen noticeable differences?
Thanks in advance for any feedback!!
Craig Jones
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Chuck Charlton Posted: Nov 6, 2009 10:43 AM
Hi Craig,
The 2-page version is incredible.
You might see a slightly better result with all of the dialogues back-to-back, but really concentrate on getting the 2-page version installed in long-term memory first. When you master the dialogues, you'll find they're like arrows in the quiver.
For some clients, you use all... and for others, you might only use 1 or 2.
The most important ones, in my opinion, are:
Permission to reject - Four option opener - My purpose - My three roles - consult, negotiate, oversee details (+ turbulence) - Taxi/limo
I use those just about every time I meet with someone.
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Shawn Wade Posted: Nov 6, 2009 11:43 AM
Hi Craig,
How funny, we had the initial consultation conversation in our Do Group today as well.
I have been using the 2 page version since June when I left The Main Event.
I love it, I have been able to successfully ground my clients with it and I even teach at my corporate offices to new agents and use this very thing to help them get started. I absolutely love the 2 page and it is so easy to go through.
The other thing that I did was like Mandy T did at The Main Event is put an agenda to it so the client would not feel like I was going to be talking to them all day.
That seemed to really work great!
Can anyone tell us if that agenda is on the website anywhere?
Good Luck!
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Craig Jones Posted: Nov 6, 2009 11:55 AM
Thanks Chuck and Shawn!
I also see the value in using an agenda. I'm putting together a pre-listing package with the agenda in it.
John's agenda example is on the website under member breakthroughs and then the initical consultation.
Cheers, Craig
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Bev Dutchak Posted: Nov 6, 2009 11:43 PM
Hi Shawn For the 2 page version - go to dashboard, initial consultation.
Halfway down on the right hand side there is a box with click here highlighted. It will give you the 2 page version.
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Rich Iacovetta Posted: Nov 7, 2009 07:10 AM
Hi Craig, I agree with Chuck that the 2 page IC is the perfect way to learn the IC.
Then when you have mastered it, I would add the taxi/limo dialogue because it really shows how a "typical" Realtor or Lender works vs. how you the professional work.
I would also recommend adding the turbulence script too so that you can prepare them, and they wont feel surprised later on during the transaction, because we all know in this day and age, there WILL be turbulence.
You'll be surprised as you begin to master the IC, that you can arrive to the 5,6,7 portion within 8-9 minutes, so really the remaining 50 minutes of your 1 hour consultation is all about them, and they will appreciate that. Good luck! Rich
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Chuck Charlton Posted: Nov 7, 2009 01:55 PM
Click on it to get it!
You could make each one in a matter of minutes.
Chuck
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Terry Newman Posted: Nov 9, 2009 05:40 AM
Excellent layout Chuck.
Also I print off an extra sheet for me at my presentatons and find the summary to be a great memory aid. It keeps me on topic and on my game. Cheers
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Phyllis Wilson Posted: Nov 9, 2009 11:10 AM
What great advice---from everyone!
Chuck--those are wonderful pieces that you add...just great looking.
Thanks to all
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Chuck Charlton Posted: Nov 9, 2009 02:00 PM
It's just a company logo and Georgia bold font. Easy. :)
The world is full of distraction -- so many things pulling and pushing at us from outside and in. There are so many alleys to walk down that lead us away from our destination.
Some people call it multi-tasking; I call it "distraction" like white noise or the confetti that I see watching the weak television signal.
The most challenging thing is to keep your eye on the prize and then to keep on taking steps towards it every day, staying focused. Today I will stay focused.
