Joe's Journal

MAGIC WORDS Wisdom Wednesday #2

In today’s training I demonstrate the advanced questioning sequence for the Ultimate Scenario.

See if you can notice the 8 questions that I ask Adriana during this demonstration.

1.    What is important about _______to you?
2.    Specifically what’s important about _______to you?
3.    What happens when you imagine _______?
4.    What would happen if you didn’t get ________?
5.    What would _______do for you?
6.    How would it feel for you to ________?
7.    What's important in a _______to you?
8.    What do you really want?

Starting in Chicago at the Main Event I will be demonstrating how to interview your buyers, sellers and borrowers using this powerful my new MAGIC WORDS.

   

I Was Thinking About You Today When I Was Standing In Line at the Post Office...

Dear Jan,

Did you know that it now costs 41 cents to send a first class letter?

You, like me, probably have a bunch of 39-cent stamps that are no good unless you have
the new 2-cent stamp sticking next to it.

So to help you out until you get a chance to get to the post office I decided to send you 20 of the new 2 cent stamps.

I hope this saves you a little time and trouble.

Respectfully
Joe Stumpf

P.S.  Jan, I was wondering if you were aware that right now, because of the abundant supply of homes on the market, that it may be a great time for a family member, friend or neighbor to move up to their dream home.

Enclosed are a few of my business cards.  The next time you're in a conversation with someone and they mention that they would like to move into the home of their dreams, please feel free to send them to me for the help they deserve.

Nothing Succeeds Like Success.

Good Morning,

Monday 11AM
4-30-2007

Thoughts From My Journal

Nothing gives me a clearer stronger sense of purpose then installing a system in my business.

Experience shows that my major obstacle to creating a systematic business is my temptation to do too many things at one time and force accomplishments too quickly.

Imagine a high jumper who wishes she could clear a height of six feet.
She knows from experience she can regularly clear five feet, but six feet seems far beyond her current abilities – only a wish, a dream.

But she is determined to make this change in her abilities.

She intends to use her willpower and to accomplish her goal.

How then does she proceed?

One option is set the bar at six feet.

Then practice every day trying to clear six feet.

She will continually fail, but she hopes she will eventually succeed and she may.

Another option is to set little goals that progressively move her towards her ultimate goal.

First she would set the high jump bar at five feet one inch.

She would work to clear that height consistently and in doing so build up her feeling of success and confidence.  Inch by inch, she would work her way up.

Each new goal would be a small step requiring more strength and skill.

These small reachable, incremental gains would give her the confidence she will need to get to her ultimate goal of six feet.

The analogy is pertinent when you’re installing the BY REFERRAL ONLY Systems in your business.

When we joined your team we provided you with seven great new tools to systematize your Before, During and After Units.

1-    MyClients Relationship Management System
2-    MyPhoneleads System
3-    MyWebleads System
4-    During Touch Point Systems
5-    The 2-Minute Newsletter
6-    The Letter From The Heart
7-    The Evidence of Success

Create for yourself the daily experience of successfully working with one system at a time.

So, for example, start with the MyClients Relationship Management System.

1-    Import all your data into the system.
2-    Call our tech support team to help you get it done.
3-    Clean out all your old data.
4-    Work only on this one project until you are complete.

It is better to be working on only one project at a time that you’re 100% committed to completing, than it is to be working on 10 projects that you are only 10% committed to completing.

Build and develop the mental muscles of starting something and completing it.

Only when you’re 100% complete, then move onto the next project.

You will feel great about finishing what you start.

It takes a lot of willpower and discipline to work on only one thing at a time, but once you master this way of thinking, you will soon be doing bigger and bigger projects.

Call your coach today and start progressively moving towards your goals one step at a time.

Joe

the dip

Do you choose to be the best in the world at Consulting, Negotiating and Overseeing the transactional details?

Seth Godin has a great new idea; Quit whatever you cannot be or do not want to be the best in the world at.

What does that mean?

When it is time to buy, sell or borrow, people like you and me want their agent or lender to be the BEST in their world.

Ask yourself, do the people in your client base consider you to be the best in their world at helping them achieve their goals.

Seth outlines a great plan for you to be the best. This book or audio is essential learning for all By Referral Only consultants who hate mediocrity and will only settle for being the best. Get it now!

The Dip: A Little Book That Teaches You When to Quit (and When to Stick)

WOW!

I just got off the phone with the panelist who will be at the Strategic Forum on May 22 in Fort Lauderdale. 

WOW!

This is going to be a great conference ....check it out.

Our Best Business Building Money Making Conference Ever!

 

Happy Anniversary

Good Morning,

We did it!

 

Today you and I celebrate our one year anniversary.

One year ago today I launched JoesJournal.com!

In our first year 101,431 visitors have taken time to read joesjournal.com!

In a few weeks joesjournal will be making a major announcement. We are making some great changes so we can serve you better then ever.

Thanks Again

Joe Stumpf

1014 lbs. of Food!

The San Diego Main Event participants contributed 1014 lbs. of food to the local San Diego Food Bank.

Watch Maureen the head of the San Diego Fund Raising thank By Referral Only and the students of the Main Event for their generosity.

The next time you attend a Main Event, bring a can a food and feed a family in your community.

 

 

My Two Favorite Blogs

#1 Seth Godin

#2 Dean Jackson

I'm curious, what are your two favorite blogs?

Joe

What's Happening At The Main Event

Welcome to the Strategic Forum Monthly Training .

Good Morning,

8AM
Thursday, March 29th

First, have you reserved your seat for the May 22nd, 23rd and 24th Strategic Forum in Ft. Lauderdale, Florida?

Click Here For All The Details On The May Strategic Forum Conference.

Notes For Today's Training

Levels of Perspectives

Vision

Mental Models - Reflective

Systemic Thinking - Creative

Patterns - Adaptive

Events - Reactive

How To Create a Plan

Here are 13 questions that will help you gain the focus you must achieve to prosper in today’s market place.

1.    What can I do to make the most significant difference in my business in my lifetime?

2.    What is the single best measurable indicator that I am making progress towards my dream?

3.    If I could accomplish only three measurable priorities in my business before I die, what would I accomplish?

4.    If I could accomplish only three measurable systemic priorities in the next ten years that would make a 50% difference in my lifelong quest for building a significant business, what would I accomplish?

5.    What single word best captures the focus of my next year?

6.    In my business where were my greatest unexpected successes last year?

Why? What three steps could I take now to take full advantage of this “Window of Opportunity” this coming year?

7.    What three land mines or roadblocks need my immediate attention?

8.    If I could only accomplish three measurable priorities in the next 12 months that would make a 50% difference in my business quest for significance in the next 10 years, which three things would I most want to accomplish?

9.    What three measurable priorities could I accomplish in the next 90 days to make a 50% difference in the results I see by the end of the year?

10.    What three changes could I make to see a 50% difference in our morale as a team?

11.    If I had to cut my budget 21%, what would be the first three things to go? If I got a surprise gift of 21% of my budget, what three things would I do immediately?

12.    What three changes could improve the quality of my work by 50% in the next 12 months?

13.    What three dis-empowering habits can I replace with empowering habits that would most raise my frequency so that I am more consistent?

When You Use The Four Options To Close, Charge It Neutral

Good Morning,

How have you been doing using the 4 options?

Here is a new distinction.

The next time you're with a client, anchor everything you want them to avoid with the word 'decide' and everything you want them to move towards with the word 'choose'.

Of course, charge every word neutral.

Example:

Mr./Mrs. Client, when we are complete with the consultation, you will notice that you have four different options.

Option #1 – You can decide to do nothing at all.
Option #2 – You can decide to do it all on your own.
Option #3 – You can decide to do it with a 'traditional' Broker.
Option #4 – You can choose me.

At the close when you say, "I'm curious, what's it going to be - 1, 2, 3, or me?" and the client says “We choose you."

You say, "So what I hear you saying is you want my to help you, is that correct?"

Charge Everything Neutral

What does charge neutral mean?

Charge neutral describes the tone of voice that has no edge or high or low energy to it. It's a useful communication style when you are asking for anything.

Charge neutral has an almost blase' feel, kind of like describing a boring weather day.

"Oh, it's nice today, isn't it?"

"Oh, your life's a mess, isn't it?"

One can be charge neutral and still be very passionate.

One becomes charge neutral (rather than charge neutral being a technique), when they are comfortable with themselves, aren't performing, see that the universe is perfect, and so on.

Charge up (loud, reactionary, edge in voice, hyper, concerned, problem-oriented) and charge down (patronizing, parenting, diminishing, downing, passive) are what a person shifts from to become charge neutral.

Your Super Servant,

Joe

What Is The Difference Between A Center of Influence (COI) vs. A Network?

I was asked at the San Francisco Main Event what my thoughts were on business networking.

The way I see it, a COI is a person who can bring you at least 10% of your business this year.

A COI is well connected, likes or respects you and comes in contact with enough people to be able to feed you referrals or put you in touch with the right people.

You heard it said "it’s not what you know, it’s who knows you that counts." Read Vital Friends -- it will help you deeply understand the importance of the people you choose to allow to influence you.

A Business Network is a collection of colleagues who may or may not send you business. When you join a network of people, each person is angling for the same thing, more business.

Both COI's and networks are valuable, but COI's make you a lot of money without requiring the maintenance of a large network, which can be exhausting and fraught with seduction.

Anabels Reconnect Letter

Good Morning My New Friends,

I loved training you at the Main Event.

Each of you were powerful, positive, willing learners.

Thank you for showing up and playing so BIG.

As I promised here is the letter that Anabel transcribed for us. Thank you Anabel fro keeping your word.

Joe

Anabel Reconnect Letter

Dear Joe:

For the past 15 years, I have been in the profession of analyzing businesses. 

With some recent economic turnaround and the nature of our industry to outsource our type of work, it has caused me to reflect on where I can bring my skills to better serve the people I care about. 

I have been contemplating what I could do with my two key skills. 

One is my ability to systematize and organize structure.  I am very keen on asking profound questions, listening to what people are saying, going back, reflecting and designing systems and structures to make their work a lot easier. 

I am very skilled at working with all different types of people at all different levels; managers, front line people and executives.

I was thinking Joe about you. 

What profession would be best for me to best serve you knowing what my skills are? 

After contemplating at this for a while, I have chosen the Real Estate industry.  Now of course the Real Estate industry does not another real estate agent.  There are plenty of them.

But what it needs is a person who knows how to systematize and organize so a seller or a buyer, when they are going through that experience, can really enjoy that process.  And of course it needs someone who can manage people because there are 15 to 18 different people in a real estate transaction.  Somebody has to be inspiring, motivating and encouraging them. 

So Joe I am writing today to let you know that I am bringing my two skills, systems and people, to the real estate industry for you, your friends, family members, and neighbors that you care about most.

I will be staying in touch with you regularly.

Have a wonderful day.

Anabel         

How Do I Get My Team To Ask?

Good Monring,

Before you teach your team how to ask, make this commitment: 

If you want your team to ask for referrals, reward their behavior when they ask.  Not when they receive a referral, but when they ask. 

That requires a mindset in the company that you – the team leader – puts in place.  That mindset is delivering service that makes you referable and earns you the right to ask for referrals. 

And then – asking!

Let’s say you have a staff member who’s at a computer all day long, doesn’t interact with the clients much.  You walk in one morning and he says, “I asked my neighbor, Mrs. Johnson for a referral yesterday.  They don’t know anyone right now, but they promise they’re going to refer someone to you.” 

That’s rewardable behavior. 

You need a way of tracking who’s asking, and then, who’s bringing in referrals, and rewarding both behaviors.  The culture has to be one of a reward system.  If you’re thinking, “I’m paying their salary,” that’s not a reward system. 

You’re paying them to handle transactions, not bring in more business. 

Money doesn’t change attitude but it does change behavior. 

When you put a reward system in place for asking for referrals and getting referrals, people are going to get more interested.  After a few rewards they’ll be saying, “Okay, tell me how to do this more effectively.” 

Have You Been Called To Serve?

Good Morning,

One of my clients asked me this thought provoking questions.

What characteristics can I hone in myself that will keep me thinking at a higher level of nurturing relationships?

My Response

First decide, is this a job, a career, or a calling?

If it’s a job, it’s probably going to be difficult to spend the time, energy and effort needed to nurture relationships.  At the job level you’re in survival mode, and all you’re focused on is finding the next transaction to pay your bills.

If it’s a career, it becomes a little easier because you’re seeing the lifetime value of the client.  You understand that the way you deal with this client is going to reflect on your business in the long term.  The client is going to be connected to you forever because of the people they refer. 

At this point you have systems in place to serve your clients, your business has stability, and you’re moving toward success.

If it’s a calling, your role is to nurture people, be present for them and care about them whether or not they buy, sell or borrow with you. 

Your mindset is, “How can I serve you?  What do you need?  Can I answer a question about your water bill?  Did you receive your monthly payment book?  Oh, you need a chiropractor?  A dentist?  I know a great one.” 

You’re coming from total service instead of, “I’m here for you only if it has something to do with real estate or doing a loan.”  At this point you’ve moved from success to significance and your career has become a calling.

When you believe you have a calling, that you’re here to be of service to others, then you’re thinking and acting at that higher level of nurturing relationships.

Called To Serve
Joe

How Can I Get More Consistent Referrals?

Good Morning,

The secret to getting more consistent referrals is by providing more consistent service. 

When you say, “We’re going to call to update you every Wednesday at 2pm,” it’s got to happen every Wednesday at 2pm. 

Even if there’s nothing to say, the telephone call happens Wednesday at 2pm. 

If you do eight Wednesdays in a row and miss the ninth one, they forgot you did it for the first eight. 

That’s why you put systems in place – so it doesn’t rely on your feelings or your personality.

Do not start a system, like World-Class Update or Turbulence Letter or Ultimate Scenario, unless you’re going to do it forever. 

You can’t “try” a system, you must commit to it permanently. 

Suppose someone refers a friend and tells them, “Wow, wait until you get this Popcorn letter in the mail with the movie tickets.”  If the friend doesn’t receive the Popcorn letter, the referring client thinks, “Oh, you don’t do that for everyone.” 

You lose referability points because your system is unreliable.

People will refer you because of who you are and what you do. 

If you begin with the right mindset and then consistently deliver quality service, you will reap the benefit of more consistent referrals. 

How Can I Change My Mindset To Work Only With Referred People?

Good Morning,

Think about your top five clients you helped in the last 12 months?

What does it feel like when you think of each one of them?
What was it that you liked about working with them?
How did you meet these clients?

Most people who do this exercise discover that their top five clients are referred or repeat clients. 

These referred clients are easy to work with because they enter their working relationship with a higher level of trust than unrefereed clients. 

Once you can imagine working with these clients who know you, like you and trust you, imagine working only with clients who know you, like you and trust you.  Your entire outlook toward your business will be different and your relationship with your clients will improve remarkably.

Have a Wonderful Weekend

Joe

myWebleads Is Here

Good Morning

I have been watching Dean Jackson teach you how to use the Internet effectively for the past 5 years.

One day while sitting at the back table watching Dean perform his magic, I thought to myself “why doesn’t everyone do exactly what Dean is teaching?

So I started asking members what would we have to do to support them in using the proven Internet strategies that we are teaching?

The answer was, “do it for us”.

So Dean Jackson began testing his Internet strategies with agents and lender around North America.

He figured out exactly what was needed and how the Internet is best used to generate buyer and seller leads.

After 4 years of testing “ eyeballs + emails+ hearts = faces he perfected a model that we could provide all the member of By Referral Only.

Now after 4 years of field testing with hundreds of agents and lenders we are now ready to provide you with the new By Referral Only ‘ Mywebleads”.

Mywebleads is a single webpage connected to an auto responder preloaded with proven emails.

It is simple elegant solutions to helping you use the Internet with clear intention, which is generating leads.

Go ahead take a look.

It’s as simple as clicking the link below and following the instructions.

myWebLeads.com
 

Put Some Conscious Magic In Your Purpose

Are you passionate about communicating your business purpose?

Imagine using the script below when you are in dialogue with a current client.

Magic Words

Mr. and Mrs. Client, my purpose is for you to be so outrageously happy with the help I provide you that you’ll gladly introduce me to at least two people you really care about before I even sell your home, or help you buy a new home or close on your loan.

Three Things To Learn From My Dialouge

1. Outrageously Happy Not Satisfied.

When you use the word outrageously you are raising the frequency of your communication to a level of attraction. Just say the word outrageously 3 times loud and notice how much better you feel.

2. Help Not Service.

As you may or may not know service is a wimp word. Help means someone is in trouble and they need and want you. Every time you are about to say the word service, stop and think how can you say the same thing using the word help.

3. You’ll Gladly Introduce Me Not Refer Me.

As Dean says at the Main Event, “the word referral is a soft meaningless word,” However it’s a great in the name of a company - By Referral Only, and it's weak word when your asking people for help.

You are far better off asking for people to introduce you to their friends, family and neighbors that they believe could benefit from your wisdom and real estate and mortgage strategies.

Here to help.

Joe Stumpf

P.S. Have you heard that over 900 people have signed up for the Las Vegas Main Event.
Come and join us for the worlds most specific training on How To Build A Referral Business available any where, including on this planet!

Strategic Forum Conference

Good Morning,

We're getting ready for our Strategic Forum Conference on May 21st, 22nd and 23rd.

We have scheduled five, remarkable breakout sessions.

Here is an audio recording from the the October Strategic Forum. When you listen to this breakout session, you'll learn how to apply "Strategic Equity Consulting".

CLick Here:
Really Cool Stuff On How To Be A Super Effective Strategic Equity Consultant

The By Referral Only speakers are Jim McQuaig, Spencer Reynolds, Jeannette Hartman and Dawn Lind.

Enjoy,

Joe Stumpf

Bingo Top 33

How do you creatively service your Top 33 Clients?

Scott Asbell has Bingo Night.

Check out how he communicates with his Top 33 Clients in a low-cost, effective way.

Click Here: Bingo Night

The Ultimate Question Blog

Good Morning,

I have been talking about the concept of Net Promotion Score at recent Main Events.

Check out Fred's blog, I think you'll like it.

Click Here To Order:

The Ultimate Question: Driving Good Profits and True Growth

Why Did She Leave?

Good Morning,

Just a few weeks ago I met a local real estate agent who told me she was member of another local coaching program.

She told me she was visiting joesjournal regularly and that she felt that what I gave away for free was more valuable to her then what she was getting for a few hundred dollars a month.

I chuckled, and said, "if you think JoesJournal has value then you ought to check out the "Total Solution."

She never heard of the "Total Solution" so I listed a few things for her to take a closer look at.

* MyClients a complete integrated web based data base management system.
* MyPhone Leads which is complete phone system.
* MyWeb Leads which is the single most powerful web based system for generating hot leads.
* The By Referral Only Newsletter system.
* The Real Time Referral Network .
* The More Library.
* One on One Coaching.

She said, "Joe what you offer is 25 times more valuable then what I'm receiving now."

This morning one of my coaches informed me that she is now a member of By Referral Only.

Hurrah, one for good guys.

The three lessons that I received from that experience are;

1. That I must always lead with a giving hand.
2. That I must always give away for free what others are charging hundred of dollars for.
3. That I must have the best tools to help agents and lenders make the most money in the shortest period of time possible.

So with that in mind take a look at this great marketing sample from the By Referral Only MORE library.

It's one of the 5,000 different tools available to members 24 hours a day 7 days a week.

This is a simple strategy to generate leads, and with the myphone lead system included in the "Total Solution" you could run this ad today and have dozens of leads tomorrow!

Information Hotline Script for Realtors

Hi, this is Bob Johnson with ABC Realty. Thanks for calling my free Information Hotline.

I started this service because many consumers think they need tens of thousands of dollars to buy a $120,000 to $240,000 home these days. You may have talked with Realtors or Lenders who have told you that you need $15,000, $20,000 or even $25,000 to buy a home in Grand Rapids.

Five years ago that may have been the case, but it is no longer true. As a matter of fact, right now there are four government-backed home loans that enable you to buy a $120,000 to $240,000 home for absolutely zero down payment.

It's easy to learn what homes and home loans are available with my new HomeFinder Service. Each night my HomeFinder computers access the Grand Rapids area Multiple Listing Service and search through all the information on every home listed in the entire area by every real estate company.

The computers sift and sort through all of the new listings, automatically finding and matching the homes that meet your exact specifications. The system then mails, or if you prefer, automatically faxes or e-mails you that information on a daily, weekly or twice-weekly basis… your choice.

The HomeFinder Service gives you access to inside information normally available only to real estate agents. From the privacy of your home, on a daily basis, you receive information about every single home available in the area of your choice, and you receive this information even before many other real estate agents have seen it!

As you receive information about homes you're interested in, you can study, compare, and drive by the properties on your own. When you find a home you'd like to see, all you need to do is give us a call and we'll make arrangements to get you inside the home at your convenience.

My HomeFinder team is totally service oriented. We're not salespeople. At no time will you ever be made to feel under any pressure to buy a home. When you find the perfect home, you'll know it. And then you'll tell us.

In addition to the HomeFinder Service, the HomeLoanFinder computer network searches through 436 home loan programs throughout the United States to find the best home loan programs for you. This allows us to find the very best loan to meet your personal objectives — be it low interest rate, low monthly payments or zero down payment.

As you can well imagine, there's just too much to tell you about on this brief recorded message, but it's easy for you to get more information. Just give me, Bob Johnson, a call at ABC Realty weekdays at 456-3948. Or, you may leave your name and number at the beep and I'll return your call weekdays between 10am and noon or evenings between 4:30 and 6pm.

This is the end of this recording. Thanks for calling, and best wishes in your home search! Here comes the beep.

"A Players" Only

I'm part of a team of extraordinary people who are committed to building By Referral Only into the very best providers of tools and training in our industry.

As a leader, I chose to hire the best people.

I call the best, "A Player". Brad Smart wrote a book called Top Grading.

It is a fascinating study on the cost of hiring "C Players".

His research says it cost 10 times the amount of money you pay them in lost revenue.
So, if you have a $2,000 a month "C Player" on your team, it is costing you $20,000 a month in lost opportunity.

Is it possible you hired a "C Player" for $2,000 a month and then did not hire an "A Player" because they wanted $2,500 a month and now your kicking yourself?

You know you've got a "C Player" on your team when you drive up to your office and you see their car in the parking lot and you don't want to go into the office because of them.

So what do you?

Answer: Hire only "A Players".

John Leach Question

How can you always tell if you're hiring an "A Player" and if you perhaps hire say a "B Player", can you not convert them to an "A"?

Love your blog!

Can You Turn A Carrot Into A Banana?

John

Good question.

You are hiring "A Players" Only.

At the up coming Strategic Forum on May 21-23, I will be teaching exactly how I have built an "A Player" Organization. Here is my description of a an "A Player":

1. "A Players" are crystal clear on what they want to achieve in the next 5 years.

2. "A Players" are smart. High I Q.

3. "A Players" have healthy boundaries.

4. "A Players" have high self-esteem.

5. "A Players" are tech savvy.

6. "A Players" are left brain logical (no drama).

7. "A Players" love to be part of a growing business.

Check Out By Referral Only New Site

Good Morning,

With the help of Dean Jacksons marketing brilliance we now have a new By Referral Only website fro you to refer all your friends and colleagues too.

Check it out.

Joe

Back From My Fast

Good Morning,

I'm back from my 7-day fast and meditation retreat.

I feel my energy flowing through every cell of my being.

I choose to provide you, (joejournal.com readers), my highest level of love, compassion, wisdom and meaning in 2007.

If you are a BRO member, feel good about what you are learning from By Referral Only.

This new report from the Florida Real Estate Association confirms that you are on the right path using my strategies to build your profitable, productive business.

A Message From Paula Hellenbrand, GRI

Hi Joe,

I know this is just Florida specific, but I thought if it was at all helpful to you and Dean, I would pass it on.  This is an article from the daily Florida Association of Realtors newsletter.  Their new buyer/seller profile found:

--43% of sellers hired the Realtor of a “friend, neighbor or relative”—just as you said on the Feb. SS of the month! 

--72% of sellers contacted only ONE agent — great argument for 'my phone leads and other BRO 'Before' unit systems! 

--34% repeated with their previous Realtor.

Keep up the awesome work you and your organization provide!

LOOK CLOSER

Think you know the typical Florida home buyer or seller? Well, here's a chance to see if you're right. The 2006 Profile of Home Buyers and Sellers Florida Report, now available on floridarealtors.org, finds that the median age of a Florida home-buyer is 46 years; among first-time buyers, it's 34 years.

Seventy-one percent of homes purchased were detached single family homes within 18 miles of a previous residence; and the typical price paid, including all forms of housing, was $217,600 for a 1,729-square foot home.

The buyers searched for eight weeks and visited eight listings. Looking at Florida home sellers, a full 72 percent contacted only one real estate associate before selecting one to assist in the sale of their home, and 43 percent based their choice on a recommendation from a friend, neighbor or relative. Of the sellers, 34 percent used the same associate for their home purchase too.

Want to learn more? The complete 20-page, 2006 Profile of Home Buyers and Sellers Florida Report can be downloaded in PDF format.

Find it at floridarealtors.org by clicking on ''Legislature'' and then ''Research.''

Blessings,

Paula

Confidence!

What does it mean to be confident?

Have you ever lost your confidence?

I’m not going to tell you that I’m always confident, but I will suggest that my confidence is always highest when things around me are happening in a predictable manner.

Have you noticed when things loose their predictability and become more random and chaotic, your confidence wanes?

It’s true for me.

I have seen very bright, intelligent men and women come to The Main Event with very low levels of confidence.

When I probe to discover what is going on, 9 out 10 times it’s because they don’t have a consistent predictable system for getting them transactions.

Which leads me to the conclusion that when you don’t have predictability, you give birth to self-doubt.

The fastest way to create confidence is predictability.

So are you like me, do you believe that confidence is a by-product of predictability?

So here is how I create predictability in my life so my confidence stays high.

1.    I know my unique ability is speaking, writing, coaching and thinking about ways to teach you, and provide for you, the tools you want so you can generate more referrals.

That is my greatest strength in life.

When I get involved in running my company, planning an event, or any activity that is not my greatest strength, I start to loose my confidence.

Notice that life becomes unpredictable when you are over-involved in activities that are outside your unique ability.

2.    When I notice that my confidence is low, I like to ask this simple question:

What three things can I do in the next 90 days that would get me 50% closer to the achievement of my life priorities?

This one question gets me refocused on my strengths.

3.    I love the thought 'progress, not perfection'.

When my confidence is low, I take out my journal and make a list of 10 things I have achieved in my lifetime that I’m consistent with.

By the time I get to item 6 or 7, my confidence is soaring.

So staying confident keeps things predictable.

Joe

What You Learn On Day 2 Of The Main Event

Six Step System To Getting 50% Referral Rate In The During Unit of Your Business.

1.    Create A Fabulous First Impression
2.    Plant Referral Seeds
3.    Deliver World Class Service
4.    Orchestrate Referral Moments
5.    Ask For Referrals Using Magic Words
6.    Follow Up Systematically With Each Referral

Each one of these steps is a part of the overall integrated referral process taught on Day 2 of the Main Event. Go to ByReferralOnly.com for dates times and locations.

Here is A Great Christmas Gift

Wondering what you can give all the agents and lender in your office as a Christmas gift?

Here is a good idea!

Imagine giving the gift of inspiration, insight, scripts, videos. audio trainings, and book reviews.

This year give the people you care about the awareness they want so they can be more effective as real estate or mortgage consultant.

Go ahead, feel comfortable giving Joes Journal to the friends and colleagues you care about.

Thanks

Joe

Notes From Strategic Fourm Call This Morning

The Gallup Poll Research

Do your team members answer yes passionately to each of these 12 questions?

1.    Do I know what is expected of me at work?

2.    Do I have the materials and equipment I need to do my work right?

3.    At work, do I have the opportunity o do what I do best every day?

4.    In the last seven days, have I received recognition or praise for doing good work?

5.    Does my supervisor, or someone at work, seem to care about me as a person?

6.    Is there someone at work who encourages my development?

7.    At work, do my opinions seem to count?

8.    Does the mission/purpose of my company make me feel my job is important/?

9.    Are my co-workers committed to doing high-quality work?

10.    Do I have a best friend at work?

11.    In the last six months, has someone at work talked to me about my progress?

12.    This last year, have I had opportunities a work to learn and grow?

Simple Strategies To Help You Get 3 Transactions In The Next 60 Days

Good Morning,

Not long ago  I a recorded an 87 minute training program called...

"Simple Strategies To Get 3 Extra Transactions In The Next 60 Days" 

Here is a good idea!

Schedule a 87 minute chunk of time to work on your business and as you sit and listen take lots of notes, this may be the most important 87 minutes of your career!

#1 Click Here: How To Build A Business Development System

#2 Click Here: How To Build A Before Unit

#3 Click Here: How To Build A During Unit

#4 Click Here: How To Build An After Unit

#5 Click Here: How To Get A $25,000 Guarantee!

Find Out About: The Main Event

I can't thank you enough!

Joe:  Your 87 minute presentation is wonderful.  I remember when I first went to a half day session in 2003, I was 8 months new to real estate, not making any money and couldn't afford the $798.  I came up to you after your talk and spoke with you privately and you again reiterated your money back guarantee. 

That $798 was the best money I ever invested in my future, because working with you and the other people of the By Referral Only Community has been what has enabled me to develop the skills and confidence to make a successful career of real estate.   

I shared at the Dallas Main Event awhile back telling those in attendance how much By Referral Only has helped me.   I continue to learn and grow from you, others in your organization and members of the By Referral Only community.

I can't thank you enough!

Debbie Geavaras
Baird & Warner Real Estate
President's Club
Phone 847 394 6031 Fax 847 259 0814

What Are They Saying...

Click Here and Find Out What People Just Like You Are Saying About The New Strategic Forum Conference

Great calls the past two days!

Hi Joe,

I wanted to share with the community a great success we had from a BRO

system in hiring an assistant before we had a good pool of past clients
to choose from (which is how we now hire).

In the MORE library was a program that utilized the APS
system to record a script for applicants to hear a prerecorded message.

This was a great system as the ads are LOW COST compared to your
typical help wanted ad and the candidates were HIGHER QUALITY because
the APS system screened out the duds!

The candidates really appreciated the unique way we went about hiring.

Second, in my life before real estate I was a Human Resource manager
for several years. I created a tool screening candidates was a simple
Excel spreadsheet that weighted important factors for the position I
was hiring for and then after interviewing a candidate I would rank the
candidate in each category in the spreadsheet.

The spreadsheet showed me who was the strongest category based on my predetermined priorities
& weights.  Sometimes a strong personality will lure you in the wrong
direction because it "feels good".  A really good interview or a strong
personality trait can sometimes get in the way of a good hiring
decision.

I would be happy to send you a sample to share with the community if
you like.

Thanks again to you and Terry for a great call!

Blessings,
Paula

Questions for New Team Member

-- Tell me about your experience for helping a highly, motivated, creative person to be more productive?

-- How would I be able to tell that you like your environment neat, organized and efficient?

-- How would you help me have a neat, organized and efficient environment?

-- What kind of time/task management system would you use? How would I be able to tell that you are truly skilled at using it?

-- What kind of project management systems do you use? How would I be able to tell that you are skilled at using them?

-- If you could design an ideal office/work environment for us to be highly productive in together, what would it look like? How would it feel?

-- The following are a few typical situations that are illustrative of my life. I would like to hear your thoughts about how you would handle them.

1. You know that I am trying to stay focused to be more productive every day. You are aware what my goals are for the day and you understand the high priority projects and tasks for the day. How do you make sure I stay on track to produce the desired results?

2.  When I take a Free Day(s), I am completely and totally unavailable. I do not call the office, nor do I take calls from clients. What would you say to a client who thinks I ought to personally respond to their needs even on my day off?

3. Give me an example of what you would say or do if you notice that I’m distracting myself or getting off track?

4. One of my clients wants me to do something that you are absolutely certain I will not agree to do, no matter how persuasive they try to be or how good our relationship is. What do you say to this client so I don’t have to get on the phone and tell him/her what you know I would say anyway?

5. Sometimes my staff gets frustrated because they know I am busy working on high payoff projects and client commitments, but there is still some detail stuff that has to get done in order for them to complete their tasks and projects that only I can do. How do you get these things squeezed in so I don’t become the bottleneck? What do you say to me so these things get taken care of?

6.  My objective is to only have in my possession what I need to be working on right now to produce the highest priority results. Part of your job is to know what I’ll be working on and get what I need just in time. How do you envision doing that?

Current Leadership responsibilities – How are they demonstrated?

-- Why are you interested in this position?

-- Thinking about your current leadership responsibilities, how are they demonstrated?

-- What can you bring to the job/department/company?

-- How do you keep current with the aspects of your industry? What groups, associations are you involved in?

-- Thinking about a work project that was very successful, what was it and why was it a success for you?

-- Thinking about a work project that did not go the way you’d hoped, what was it and how did you handle it?

-- Thinking about your last manager, what qualities did you admire most? What qualities did you not like?

-- What kind of person are you? Name three characteristics:

-- Name three areas you would like to improve upon:

-- When are you most productive during the day?

-- With your permission, what were some of the biggest challenges you had to get through?

-- What are some of the defining points of your life?

On the Professional Front

1.    Who was your best employer and why?

2.    What do you think are essential success ingredients for a team or a company?

3.    Who was your worst employer and why?

4.    What do I need to know about you if I want you to excel?

5.    What should I never do that might frustrate you or cause you to lose heart?

6.    Define success for me.

7.    What do you see yourself doing 5 years from now?

8.    If you had all the money in the world, what would you do with your time?

9.    What makes you unique?

10.    If you could go back to school now, what would you want to learn and why?

-- What do you like about this opportunity?

-- Why are you the right person for the job?

-- What opportunities do you see here for yourself?

-- What concerns do you have?

-- If I were to hire you, how would the team and I be positively impacted?