Good Morning,

Keep a close eye on your mailbox because the third Magic Words Card Deck and CD will arrive in mid-September!

This is the “yellow deck,” the Magic Words That Motivate Me Card Deck and CD.

As you know, the card decks, CDs, and Magic Words Dojo are components of the language learning system we’ve designed to help you:

* Learn to influence yourself.
* Make postive self suggestions.    
* Overcome all inner resistance.    
* Change your state of mind with powerful inner language.    
* Learn the nuances of advanced inner communication.

You will be amazed at how fast you will change the way you talk to yourself.

It is an honor to be on your team,

Joe

Happy Labor Day!

Last week we had an interview with Tim Ferriss about his fantastic book "The 4-Hour Work Week" -- and this week, we're going to talk about some simple strategies to apply the ideas to your daily life.

Click play to listen...or click here for an MP3 and transcript.

Good Morning,

The day my oldest daughter Traci was born, September 10th 1986, my best friend and mentor Milton Merrill said to me, “Today is the day you start the jar for the car.”

I said, “What do you mean?”  He said, “Get a couple of empty five-gallon Sparklett’s jugs and put them in your closet.  Every time you have loose change, throw it in the jar because in 16 years you will need to buy her a car, and hopefully you will have your jar full and it will be the ‘jar for the car.’”

I did what he said and 16 years later I’d saved $7,200 in pennies, nickels, dimes and quarters. 

A smart man once said to me, “Joe, when it comes to money most people overestimate what they can achieve in one year and underestimate what they can achieve in five years.”  But when you commit to the long term, amazing things start to happen.  Saving $1.25 a day doesn’t amount to much over a month, but over 16 years it’s $7,200 and it bought half a car.

What sort of life do you want to have in five years, 10 years, 20 years?

Go to the Web site http://www.ingyournumber.com and discover how much money you need in the future to create a vision of the future you desire, then become willing to do whatever it takes to bring it into being.

As you focus each day on the future you’re creating and keep taking action to continue bringing it into being, you’ll be amazed at how much you can accomplish

As you continue to deepen your moneymaking mindset, you may choose to further embrace the wisdom of Woody Allen when he said, “Money is better than poverty, if only for financial reasons.” 

Today ask yourself, “What can I start saving for today that will have a big effect in the long term?”

On Your Team

Joe

In observance of Labor Day, the By Referral Only offices are closed Monday, September 1st.

Wishing you and your family a happy and peaceful holiday weekend.

Good Morning,

I was wondering if you have begun to notice that without focus, it is difficult to succeed?

Yet, in my experience, I believe that no matter who you are, you lose your focus.

Is that true for you?

Also, in my experience, I have noticed that what separates the Pro from the Amateur is the Amateur will lose focus for days, even weeks; maybe even a month at a time.

While the Pro never loses focus for more than a day, maybe two, because the Pro has mastered the skill of refocusing.

I imagine you may want to know how to get refocused when you seem out of focus.

I’m not going to tell you that it is easy to turn Pro because you already know how to be Amateurs, but may I suggest these three habits be woven into the fabric of your life, so you can enjoy the benefit that Pros receive that Amateurs only dream about.

Three Pro Habits That Get You Refocused

#1. Recovery Time.
Once a year, get away for at least 3 days to redefine your dream and revisit your 3 major life projects.

#2. Remodel Time.
Each week, take 3 to 5 uninterrupted hours focusing on what projects and activities will give you the most significant thrust towards the accomplishment of your 3 major life projects.

#3. Results Time.
Pick one project at a time and invest 75% working on it until it is complete.

So for example, you want to get 3 listings or loans this month, upload all of your data from your database system to myclients, and you want to hire an assistant.

The secret is to pick just one of those three projects and pour 75% of all your time and energy into that one project until it is complete, instead of 25% on listings and loans, 25% on data transfer, 25% on hiring an assistant.

When you focus your energy on one thing, you get it done faster and better.

Those are three simple and easy tools to help you get focused and stay focused.

On Your Team,

Joe

Good Morning,

Here's another "oldie but goodie", enjoy!

What would it feel like to be a mature consultant?

When a referral opportunity appears, whatever happens next determines the maturity level of a consultant.

I've heard it said, "A typical underdeveloped, untrained immature salesperson has no gap between the opportunity and decision."

What the heck does that mean?

Here is a great example:

Client says, “I have a friend who is thinking about selling his home.” That is the opportunity.
The typical underdeveloped, untrained immature salesperson says, “I can help him, what his name?”
They have already made a decision that they can help the person.

What does the mature By Referral Only consultant do differently?

The mature referable consultant has mastered using questions in-between the opportunity and decision.

Many of our graduates have said," I became aware of my maturity level when I was at the Main Event, because I learned how to ask more insightful questions in the referral moment."

Notice, in the next example, the mature consultant asks questions to determine what level of commitment they can make to the referring party.

*****
Magic Words

Client says, “I have a friend who is thinking about selling his home.”
The opportunity.

The mature referable consultant says, “I don’t know if I can help your friend, but if I can ask you a few questions about your friend, I can listen to your answers, and if I am not the right consultant to serve them I will let you know. If I can help him, we can explore different ways to get the two of us into a conversation.”

Now the referable consultant has a series of questions.

The answers determine the decision he will make about serving the referred person.

Five Sample Questions

1.    Would you recommend my services to your friend?

2.    What would you say to him about me?

3.    What is the nature of your relationship?

4.    Has your friend asked you to refer him to me, and how would they feel if they knew you were giving me their name?

5.    The easy part is telling me about you friend; the hard part is getting the two of us into a conversation – If you were me, what do you think the best approach would be to make sure your friend and I have a conversation?

*****

What would it be like to have the skills of a mature consultant?

You just learned five great questions that each answer leads to the next question.

As you listen actively, you will have what I call is a "referral conversation."

As you now become aware of this new skill you know during a referral conversation you determine what level of commitment you can make to following up with this referred lead.

Because reading this a few times will make this skill unconscious then the next time a person says, “I have a friend thinking about refinancing, selling or buying,” choose the path of the mature referable consultant and ask the great questions before you commit.

On Your Team

Joe

We’ve received a number of calls from members who didn’t receive their Magic Words card decks in the mail.  When we check to see if we have the correct mailing address in our database, sometimes we don’t.

It takes just a minute to update your mailing address, email and other information.  On your By Referral Only Dashboard, just scroll to the bottom of the screen and click Manage My Profile, or click here.

Our mailings and emails bring you important information that can bring you bankable results, so don’t miss out – update your information now!

Join me on the Art of Asking call today at 10:30am PST and I'll be talking about how to implement the new 30/30 Program to get 30 Referrals from 30 Touchpoints.

Click here or look under the "Live Events" link at the top of the toolbar on your Dashboard for teleclass details...

See you there!

Good Morning,

Here is another "Best of JoesJournal.com", enjoy!

I was looking through some of my old journals last night. I found this gem from September, 1993.

It was an entry I made right after I met Jay Abraham. Jay introduced me to an Australian dentist named Paddy Lund.

Someday, I will tell you the Jay Abraham story and the full Paddy Lund story. For now, I want you to benefit from this great referral dialogue.

Paddy told us how he grew his dental practice to be one of the largest in his country with a simple shift in attitude.

His shift was one of hoping people would provide referrals, to making it an expectation that his patients would refer someone to him.

Here is a referral dialogue I found in my journal dated 09/12/93.

*****

Magic Words 

Mr. and Mrs. Client, my purpose is for you to be so outrageously happy with the level of service I provide you, that you will gladly refer two people to me before your transaction is closed.

--or--

I know you are going to be so thrilled with how we will serve you, that part of your responsibility in this relationship is for you refer at least 2 people to me who would like to do exactly what you’re doing.

*****
Do you have the courage to speak into existence your desire?

I have taught this dialogue to thousands of agents and lenders.

Now, you be the judge.

On Your Team,

Joe