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?

Email Raymond to get your DISC profile...

This is one of the most important tools you will ever use when hiring and leading your team.

Raymond@TheMoerlerTeam.com

Spin - Release - Blow Up !

Several years ago, a coach and friend Richard, asked me to try this. It really worked well for me. After I did exactly what he told me to do, I felt much more confidant and more self-assured.

As a matter of fact, I liked how I felt so much I thought, I’m going to write a blog about this and see if you want to try it.

Here is what Richard asked me to do.

First, he asked me to remember the last prospect that rejected me.

I had to think pretty hard about that!

He said to me, “Joe, if you can’t remember being rejected, it might mean that you’re not prospecting enough!”

I chuckled…

I thought, “Gee, I wonder if that is possible? Then, I thought every time I do a Main Event, I’m prospecting for new coaching club members.”

Is your head nodding up and down right now?

Richard asked to specifically remember a time when a person said ‘no’ to my offer of joining the coaching program.

Then I remembered a woman who came up to me at a Main Event and said, “I really do not think your program is good for me and I have decided not to join.”

The more I think about it now, the clearer the memory becomes.

I mean, right now I can close my eyes and get a very clear image of her. I can hear her voice. I can feel her energy as I fully recall this actual memory.

Go ahead and try it.

Remember a person who decided to list their home with another agent.

Remember a person who told you that they were going to get a loan from a different lender.

As you recall these past memories, just notice what happens to your attitude.

Notice what you see when you remember a negative experience.

Notice what happens when you close your eyes and dwell on this memory of rejection.

Does the picture of the moment get brighter? Does it get louder, and do you feel the pain of rejection more intensely?

Go ahead and dwell on the moment you got rejected.

Replay the picture over and over again.

What I have noticed as I replayed the picture of the woman walking up to me and telling me she was not going to join, was that I was reliving the experience over and over.

So, in fact, she only rejected me once, but then I had her do it at least a dozen more times to make sure that I really felt bad.

Try it.

Keep replaying your rejection over and over.

If you’re like me, you are starting to notice how exhausted you’re getting holding this negative memory.

Richard said to me, “Joe, what you are experiencing right now, is what most people are doing every day; they are living out of their memory.”

As a result, they continue to get more of what they don’t want, because they are automatically replaying old memories, like the repeat button on the stereo is stuck, playing the same song over and over and over!

Can you relate to this at all?

Then Richard said to try this.

Would you like to try this with me? I think you’ll feel much better when we’re done – go ahead, give it a try with me.

Richard asked me to take the image of the woman rejecting me and place her on a record disc in my mind.

He said, “Like one of those old vinyl records, place the image of the woman walking up to you and saying she is not going to join on the front of the record.” It took me a few minutes, but I focused long enough to create a picture in my mind of her walking up to me and rejecting me as if it was the record label.

See if you can do it for your rejection memory.

Then he said, “Now, start to spin the album clockwise, slowly at first, so you can actually see the woman spinning around in your head.”

So I did, and then he said, “Speed it up now.”

So I did.

Faster and faster.

Then Richard yelled, “Stop! Now reverse the spinning motion counter clockwise.”

So I did.

Faster and faster, I spun the image counter clockwise.

Then he said, “Reverse it.”

Go clockwise again.

Then he said, “Stop. Go counter clockwise, again.”

So I did.

Then he said, “Now release the image into the air and imagine you’re skeet shooting and you have a rifle in your hands. As the record flies out into the air, it becomes your target and you take aim and shoot and the image blows into pieces and falls to the ground.”

So I did.

It was amazing -- the memory shattered instantly.

Then Richard said one of the most profound things I have ever heard, he said, “Joe, from this day forward let’s live out of our imagination, not our memory.”

He instructed me to imagine the same woman walking up to me and spinning around on a record and she is spinning as she is talking to me. I begin to laugh and she blows up.

What Richard was doing was giving me a tool to rewire my neuro network with a pattern interrupt.

He was giving me a tool to take control of my automated memory and rewire the memory so it had little or no effect on my current reality.

I must say this one tool has helped me immensely in my life.

Today, when I have an experience that I want to remove from memory, I spin, release and blow it up.

The results have been more confidence and more self-assurance, and today I live out of the unlimited possibilities of my imagination vs. the old, patterned, limited memory of the past.

Give it try.

Magic Words Language Pattern #2

I’m not going to tell you that your buyers, sellers and borrowers feel fear from time to time, because you already know that, but I will suggest that you better learn to ask profound, insightful questions that help them get out of their fear.

After all, that is what a skilled consultant would do!

Now, imagine what it would feel like to have two powerful questions in your arsenal of Magic Words that you could ask anytime you sense your client is in fear.

Imagine having two questions that instantly get your client to change their perspective from one of limited options to unlimited opportunity; fear to fearless!

I first learned these questions from my friend and mentor Brian Tracy.

Here is my story.

Back in 1985, I was promoting seminars for Brian Tracy. After a few years of working for Brian, I decided that I wanted to be the speaker more than I wanted to be the promoter.

I had to tell Brian what I was planning.

Because I admire and love Brian, I wanted his advice and his blessing.

I called Brian and asked him if he would give me some much-needed advice.
We met in the backyard of his mansion in Solana Beach.

I told Brian that I was ready to move on from being a promoter to being a speaker/trainer like him. He smiled and said, “Well, what is stopping you from doing what you dream of doing?”

I said, “Fear!”

Brian asked me this very profound question. He asked, “Joe, what would you do if you knew you could not fail?”

The question put me into a trance.

I stalled for a minute and he asked me the question again in a different way. Brian said,     “What would you do if it was OK if you fail?”

It was these two questions that opened up my mind to possibilities. For the next hour, I described to Brian that my intention was to teach real estate and mortgage lenders how to build referral business.

Brian smiled after listening vigilantly to me for over an hour and said, “Joe, go for it. I totally support and encourage you to live your dream.”

As I reflect back on that critical moment, it was these two questions Brian asked me that gave me freedom to dream bigger then ever before.

Sometimes all we need is someone permission to dream big!

1. What would you do if you knew you could not fail?

2. What would you do if it was OK to fail?

I now give you permission to ask your clients the same question when they are in fear or confused about what to do next.

How Well Do You Score On These 12 Habits

By now, you have already started to notice that changing a well-developed habit takes a significant commitment to change.

You might even notice that underestimating the amount of determination and Herculean strength that is required to change an old habit, might be your biggest obstacle to success.

Well, a few weeks ago at the Strategic Forum Conference, a long time member Barbara asked me what I thought were the most important habits a person must develop if they want to fully embrace the By Referral Only way of living and doing business.

As you may or may not know, that when I’m asked a question like that, I see, hear and feel a blog coming on.

Well, after about a few weeks of journaling and observing the most referable people in the BRO System, I made a list of 12 habits.

My original list was 52, and then I realized that I am developing the habit of saying more with fewer words, so I whittled it down to a dozen.

That is a good thing for you, is it not?

I would love to see what you have to say about the list that I have created.

Maybe you can add to the list or embellish on some of the points that I have made.

Try rating yourself on a scale of 1 low to 5 high to discover what habits you may want to strengthen to become more referable.

1.  I have developed the habit of thinking about and talking about the one word purpose for my business – Referral!

2.  I have developed the habit of asking for and expecting referrals only after I have delivered value to my client.

3.  I have developed the habit of communicating to my clients that the most valuable skills I provide them are my consulting, negotiating and the overseeing of the transactional details.

4.  I have developed the habit of asking my clients what value they have received from me.  I know at a very deep level, that the only way my clients have actually received value is I must hear them talk specifically about a behavior that I performed for them that they perceive or judge to be of value to them.

5.  I have developed the habit of sharing what I have written on the back on my business card as my vision to each person I give my card to.

6.  I have developed the habit of using the By Referral Only dialogues during my initial consultation. (Join me on the November 29th 10:30am Teleclass).

7.  I have developed the habit of only giving advice to my clients after I have discovered their 5, 6 and 7.

8.  I have developed the habit of orchestrating referral moments using the BRAG formula. (B=Blow it up; R=Resolve it; A=Acknowledge it; G=Go Green)

9.  I have developed the habit of using the “Referral Rejection Dialogue” after clients say they don’t know anyone they can refer to me.

(Thank you for thinking about it. The next time you’re in a conversation with a person and they mention (define your referral request), please call me immediately and let me know how I can help them.)

10.  I have developed the habit of asking for referrals using the ACTS formula. (Ask for Awareness; Ask for Comfort; Ask for Time; Ask for Specific People)

11.  I have developed the habit of following through completely after receiving referrals by using the Referral Follow-Through Formula.

12.  I have developed the habit of keeping what I learn about a client confidential, and at the same time, following up with the referring person to update them on my progress with the person they referred.

Well how did you do?

It might be a good idea to join on the Art of Asking Teleclass on November 29th at 10:30am.

I will be teaching you Level Two of the By Referral Only Initial Consultation.

Have a nice day.

Joe

What Will I Teach On The Next Art of Asking Call

Just wondering if you will be on the next tele-class with me.

It's on November 29th at 10:30am PT.

Here watch this quick video to get all the details.

Get Your Phone Number In Their Cell Phone Directory

Who can you share this video blog with right now?
Pass it on to one agent or lender that you like and respect.

The Letter I Wrote Gale To Send To Her Friends, Family and Neighbors

Dear Joe,

As you may or may not know, for the last 20 years I’ve been a lighting specialist, learning how to ask insightful, open-ended questions to help people clarify what’s important to them, learning the technical knowledge that is necessary for the most sophisticated projects, and locating and building networks of service providers.

Recently, I made a decision to change careers. And Joe, before I made that decision I thought, 'how would my skills best serve you? What industry could I enter that would serve you best?’

Since I’m so good at asking questions, understanding technical complexity and building networks of people, I chose the real estate business.

The real estate industry does not need another real estate agent, but what it does need is somebody who knows how to ask the right questions at the right time, a person who really understands how technology can help people reach their goals, and a person who can build a network of people to provide the service when it’s time for them to buy, sell or borrow.

Isn’t it nice to know you now have a friend in the real estate business, prepared to offer those services to you or any of your friends, family or neighbors?

So, when you need somebody who’s great at asking questions, technically savvy, and somebody who can really build a great network to serve you, please feel free to give me a call.

Gale

My Three Key Books

A few days ago a friend asked me what three books have had the biggest impact on my business life.

I had to think about it long and hard. I went into my library, then I pulled out my old journals and here is what I came up with.

Discovering and Exploring Habits of Mind
by Arthur L. Costa and Bena Kallick                                  

A deep look at the 16 most important habits a child can learn to live a full and happy life.

If they are not learned by the age of 10 they become the the adults life mission. It is much easier to learn them before ten then it is between 10 and 50. At the Strategic Forum I will share the 16 habits.

Synchronicity:
The Inner Path of Leadership by Joseph Jaworski

Profoundly changed my point of view of what it mean to be a leader.
I will show you how I  create the space in my life to make my vision come true through the power of thought, agreement and following my instincts.
I have used the 5 key insights from this book to build By Referral Only to be the best training company in North America.

The War of Art:
Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield

This is the kind of book you read everyday. It gave me the awareness to overcome my resistance to write. My work is my art and my business is my gallery. I will show you how I overcome the natural resistance to produce huge volumes of content daily.

Terry Moerler Card System Video #1

Good Morning,

Well, I sure had a great weekend. I had the pleasure of spending time with my good friends Terry and Ray.

The Secret: It's a well organized Card System.

Watch these two videos and copy what she does and you will love the results it creates in the quality of your relationships.

Terry Moeler Card System Video #2

This is Part 2 of a great training on how to use personal cards to build a referral business. You can also check out Terry's new blog that we set up for her this weekend: Terrysblog.

Your Referral Business Card

By Referral Only member, Gary Klassen, uses this incredibly effective method to generate calls to his MyPhone Leads Systems – he prints a message on the back of his business card that points to a script on his Hotline!

The Business Card Message:

"By Referral Only"... a philosophy and a commitment!
...but what does it mean to YOU?

I am totally committed to providing to my clients a world-class level of real estate service that is above and beyond expectation. In turn, I offer the same commitment to your friends, family and coworkers who you are willing to refer to me whenever possible.

By choosing to work by referral, instead of spending the majority of my time constantly looking for business from the general public, I can focus on giving you the special level of care and consideration that you deserve. It's a great way to do business...and you'll appreciate the difference!

For a FREE, recorded message that explains the secret key behind "By Referral Only"...and all it can mean to you and to those you refer to me, call my Information Hotline at (905) 555-1234, ext. 201.
My Toll-Free Referral number is 1-877-555-1234 (Canada/U.S.A.)

The Script:

Hi. This is Garry Klassen, and on behalf of myself and my Klassen & Associates Team, I want to thank you for taking the time to call this message.

In the next five minutes or so I want to share with you both why my team and I are firm believers in the philosophy of doing business By Referral Only, and the commitment that results from that    philosophy. And at the end, I'll disclose the secret KEY.

By Referral Only is based on the concept of delivering an extraordinary level of service that results in clients being more than satisfied with the job done for them. As a result, they want their friends, relatives and business associates to have the same satisfying experience when they buy or sell their next property, too. It's a way of doing business where everyone wins.

The fundamental concept is often referred to in today's business world as the "law of reciprocity," or you get what you give. Some have simply called it, "what goes around, comes around."

Almost 2,000 years ago, on the shores of the sea of Galilee, a young man taught the same fundamental principle to his first twelve customers, and since then it has become known as the Golden Rule.

You are no doubt familiar with the words, "Do unto others as you would have them do unto you." As a principle of doing business, it has certainly been proven valid by the test of time, since some 2,000 years later he is still getting referrals! Rather than being a Super Star, he concentrated on living the life of a Super Servant and became famous for "washing their feet."

While I do not profess to measure up to the lofty ideals of the Golden Rule 100% of the time, I am 100% committed to trying to do so. And, whether I am helping you to sell or buy a property or arrange mortgage financing, you can trust in the fact that my goal is to have you so pleased with both the result and the experience of having selected me as your Realtor, that you will be ready to refer others to me whenever you have the opportunity.

And that's the commitment end of the program. You see, I am committed to delivering the finest level of real estate services I can to those clients who have been referred to me, and who, in turn, are willing to refer to me their friends, family and coworkers. All will benefit from the experience and expertise I have gained in helping families just like yours to optimize their real estate situations for over 26 years.

With a business built "By Referral Only", I can afford to commit the vast majority of my time to providing that superior level of service that you and your referrals deserve, instead of spending hours every day looking for cold business from the general public. You'll appreciate the difference that that makes to our business relationship.

The truth is that most salespeople see their customers as a one-time transactional value only. They make no long-term commitment to their customer's well being. They are after the quick sale, then on to the next.

In contrast, I take the time to be your real estate and mortgage consultant.

I'll give to you, and to those you refer to me, the guidance and direction needed to move confidently through each step of the process, always knowing that you are making decisions that are in your best interests and those of your family. As I said, it's a great way to do business...and everyone wins.

I hope by now that you are starting to share some of my excitement about the "By Referral Only" concept and the philosophy behind it, because there is one final, very important aspect I haven't mentioned yet. That is, how important YOU are to the equation.

You see, for me to be able to commit those extra hours to giving you the world-class service you deserve, I really do NEED your REFERRALS. In fact, YOU are the secret KEY to making it all happen.

Without you on my team, the whole system falls apart! But, if I can I count on your support, we're both going to be winners in the long run! Thank you again for taking the time from your important schedule to listen to this message. If you are ready to make your next move, or could use some assistance with your mortgage financing, you have my commitment to provide you with the finest service I can.

If, like me, you operate a business where the level of service you give to your customers is critical to your success, I'd be happy to talk with you some time about how you can employ these sound principles in your business too. Your customers will be happy that you did!

If you're ready to make your next move, or you have any questions or comments about the By Referral Only concept, feel free to call me at 905-555-1234 or call my TOLL FREE Referral Hotline at 1-800-555-1234-K.

I hope to hear from you soon! 'Bye for now

How to Hire!

30,000 Page Views Today

That's a lot.

Thank you for sharing Joe's Journal with your friends, family and colleagues.

My intention going forward is to create as much helpful content that will support you in being the highest version of yourself.

That means, strategies to get more referral business, methods to give more referrals, ways to improve your systems and structures, deepen your spiritual awareness, improve yourself physically and of course, give you the magic words that will make what you say 5 times more interesting.

So please continue to share Joe's Journal with everyone you care about and as you do, I will continue to share all I know and learn about living the highest version of yourself.

Please comment, ask questions and involve yourself in this journey with me.

Your Friend and Coach,

Joe Stumpf

How To Work Expired Listings The By Referrral Only Way Part 1

Why An Adjustable Rate Product Is A Good Loan Today

Good Morning,

Last night after a full day at the Main Event, Jim and I sat down and had a chat about the adjustable loan product.

Since there is so much negativity in the mass media about adjustable rates, we thought it would be important for you to know how to re-educate your clients who have that type of loan.

Jim shares with you his dialogue, why an adjustable rate product is a good loan today.

Jim MCQuaig will be one of 18 different speakers at the upcoming Strategic Forum in San Diego on October 24th - 25th. Call your coach today and get registered.

What I See From Stage At The Main Event

Hello!

We are in Reston, Virginia, with 500+ agents and lenders attending the Main Event. We just finished day one and here is what I see from stage that you don't see.

Tomorrow, I will have a special video blog interview with Jim McQuaig on what lenders can say when they call their past clients.

Have a great day!

22,000 Pages Viewed as of Today

The day that I conceptualized joesjournal.com, my intention was to have a creative outlet for all good stuff that I am thinking.

My thought was, if I could share my insight, wisdom and passion for building a referral business, that there must be a person who would benefit from my gifts.

I'm humbled at the remarkable reception of joesjournal.com

In 90 days, over 22,000 pages have been viewed.

My intention remains the same -- each day, share with you from my heart, my gifts.

What I want for you is more freedom, more prosperity, greater health and a deeper spiritual awareness.

I believe that I can give you the critical knowledge, the proven strategies, and powerful techniques to help you get from where you are to where you want to be.

So, thank you for referring joesjournal.com to the people in your life that you really care about.

The Best Is Yet To Come,

Joe Stumpf

Magic Word Video Training Week #1

Welcome to "Magic Words That Get Referrals".

This is a weekly training series on how to ask for referrals using proven referral generating dialogues.

Dialogue #1: Next Time Ask Them To Call The Free Recorded Message

Magic Words:

"The next time you are in a conversation with someone who mentions they are going to be buying a larger, more spacious home, would you give them this business card and ask them to call and listen to the free-recorded message?"

Using a free-recorded message can improve your response rate as much as ten times. On day one of the Main Event, Dean Jackson and Terry Hunefeld, teach a variety of ways to use your free-recorded message system to find five-star prospects.
Because you want more referrals right now, watch this great video so you can learn how to create this specific referral generating system.

Selma Wants To Know What To Say On The Free-Recorded Message

Joe, That is phenomenal. :)

Now, as far as the message to be recorded in the 800# extension, what message would you advise recording?

Would the general message about our VIP Buyer's Search Service be approriate for this specific strategy, or you would advise us to record something specific to the 'larger more spacious home' topic?

Selma

Selma Instead Of Writing To You...I Choose To 'You Tube' You!

Selma, Thanks For Transcribing the Message
Note: Areas within ( ) are to be personalized.

“Hi, this is (Selma Santos)."

"Thank you for calling extension (ext. number). Somebody thinks highly enough of you to give you one of my business cards because they believe that a larger, more spacious home, a family size home in a great school district, on a nice quiet tree-lined street, might be something that you desire. In this brief message, I would like to tell you who I am, what I do, how I do it, and what makes me different from the traditional real estate agent."

"First of all, who I am is (Selma Santos) and I am a (passionate purposeful) real estate consultant serving homeowners in the (Tampa Bay) and surrounding areas. For (4 absolutely incredible years) I have helped people move into the homes of their dreams."

"If they are moving from a smaller home into a larger, more spacious home, if they are buying their first home, or if they are buying their dream trophy home, I specialize in helping people in all three of those areas. I have a team of dedicated, committed professionals, who work out of our (cozy office in the West side of Tampa)."

"What I do is I consult, I negotiate and I oversee the transaction details for each one of my clients. The person who gave you my business cards believes that I probably could ask you some really profound, insightful questions to find out what’s really important to you and as I find out what is important to you, what I can do is listen very attentively and then put together a strategic plan to help your dreams come true of maybe moving into a larger, more spacious home in a nice neighborhood, keeping your house payments somewhere equivalent to what you are paying right now either for rent or the home that you live in now."

"I also negotiate and I represent your money like it is my money. When it’s time to make you money or save you money, I am like a warrior and the people that referred you to me will tell you that my negotiating skills alone are worth every penny that you pay me."

"Then, I oversee the transactional details with my team of dedicated professionals. Each one of them is committed to making the experience so outrageously happy for you, that all you will want to do is refer people to me just like the person who gave you the business card referred you to me."

"So, I am a consultant, I am a negotiator, and I am the person who oversees all the transactional details. We put together a 7-step system when we first sit down to find the most successful experience for you. We search by asking you intelligent, thought provoking questions, and then we unleash a full campaign, a campaign that is dedicated to finding the home of your dreams. Then we contract with homeowners, we negotiate with them, we communicate with you every step along the way, keeping you informed and updated. We then establish a date when we will celebrate and we set up a date when you will move into your home. We then have a system for lifetime relationships and we call that plan our S-U-C-C-E-S-S, our success program."

"What makes us different is our business is built by referrals and the person who gave you this business card has referred you to me and they believe that the level of service that I provide is worthy of telling the people that they care about most."

"So, that is a little bit about me. I’d love to meet with you either at your home or in your office. If you call my direct extension, it is (813.766.7668). That rings directly to my cell phone and I know when that number rings, it’s a person who has been referred to me by a current or past client. So, thank you for listening to this voicemail message. Have a wonderful day!"

Three Ways To Grow Your Business

Early in my career, I partnered with Jay Abraham to form a company called The Insiders Club.

We had about 1,000 real estate agents and lenders meet once a month on a conference call, and Jay and I would address their marketing, advertising and referral strategies.

One of the things we taught back then was that there are three ways to grow your business.

Understanding the power of this principal is what helped shape my belief system and also influenced me in changing the name of my company from Joe Stumpf Star Performance Seminars to By Referral Only.

Read this carefully. Maybe read it several times until the magnitude of what I am saying strikes you at the core of your business being.

There are three ways to grow your business and only three ways.

1. Increase your number of customers through marketing, advertising and promotions.

This is where almost every real estate and mortgage salesperson focuses most of their attention. While a consultant, like a true By Referral Only trainee consultant, focuses on the second and third way where you will have the greatest potential for sustained growth.

2. Increase your average transaction value.

This simply means increasing the amount of money you make per transaction. You can charge more for your services, sell higher priced homes or loans, have more transactions fees, or lower your cost per acquisition.

For example, charge a reasonable team transaction coordination fee, or only do transactions where you don’t pay a referral fee, or focus on only doing both ends of a transaction, meaning you help people who want to buy a home only if they sell their home with you, or you set a goal and create a plan to improve your average sales amount or loan amount by 30% by doing 20% of your transaction in a price range that is 50% higher then your current average.

So, if you are doing 20 transactions this year with an average sales price of $200,000, create a plan to do 4 transitions at $300,000 and 16 at $200,000. It’s like doing two extra transactions for the same amount of work. I am sure you can brainstorm dozens of other ideas that would allow you to increase the value of a transaction. You can own a title company, a carpet cleaning company, a moving company, and any service that people will need that is related to buying, selling or borrowing.

3. Increase the frequency of repurchases or get more residual value out of each customer through a deliberate, organized referral process. Hence “By Referral Only”.

How To Sell Your Referral Business

Joes Mailbag!

Do you have a question that you would like to get my thought on?

Just ask in the comment section and I will do my best to give you the support you need to get you from where you are to where you want to go.

Grandpa Wants To Spend More Time With Grand Kids

Joe, you may remember, I am currently in a ‘we’ business and am looking to ‘retire’ to be near the grandchildren in about 3 years.

You made it very clear that I must never tell my clients I intend to do that and I have been working hard to bring my partner, Nancy, to whom I intend to sell my book of business, into my business, more and more daily.

My question today is, foreseeing a time when clients will call to arrange a listing appointment, showings etc. in the future, I need a system and script response that introduces Nancy to them, without the client feeling slighted, and at the same time giving no indication that I have left the business.

Your thoughts?

Love, Grandpa

Magic Words that Get Referrals

Grandpa,

Yes, Grandpa I remember you well. You have built a business that is making your dreams come true.

Congratulations, I’m very proud of you.

Here are my thoughts…

Of course you know you have no control over how people feel. Part of the risk as a business owner is that people want to deal with you and only you.

The fact is, that that number is a much smaller percentage then you think.

The truth is, people want to sell their house or buy a house that meets their needs first.

They want their outcome, and who does it for them is secondary.

Grandpa, here are three things I would suggest you start doing right now.

1.    Get testimonial letters from clients about how great Nancy is.

Start singing her praise everywhere. Have you seen how I have been able to transfer the Half-Day division to Todd and Spencer? Since then our business has grown by 3%.

For years, I thought I was the only one that could provide that service. It’s amazing when you discover that the client wants the benefit you give, more than they want you the person, giving it to them.

2.    Start introducing Nancy now, as your equally skilled partner.

I would start a blog, just as I have, with video and have it mostly feature Nancy and her talents.

3.    Practice these words: Client calls in…

“Hi, is Grandpa available? We want to buy or sell a home.”

“Thanks for calling. This is Nancy, Grandpa’s partner, may I ask who is calling?”

“This is Dave Johnson.”

“Hello Mr. Johnson, Grandpa has told me so much about you.”

Go into my client’s database)

Use the FORD conversation skills. “Grandpa is not in right now, but he has asked me to make sure you get everything you need when you called.

How can I help you?”

I would seriously start calling yourself ‘Grandpa’, so when people ask where you are, Nancy can say, “He is being Grandpa.”

Sounds and feels better then “He sold me the business.”

Hope these thoughts expand your awareness or confirm what you are already doing.

Joe – Your Business Coach

3 Big Secrets Video

Three Big Secrets To Getting Referrals

Secret #1: Always create a valuable client experience before you expect or ask for referrals.

What is a valuable experience? Here is part of a dialogue I teach at the Main Event on day two.

A valuable client experience has three parts to it.

1. Inspired Intelligent Consulting. That means asking profound questions and crafting specific strategic advice that simply wows your clients.

2.Powerful Purposeful Negotiating. That means treating their money like it’s yours. It is really being a "warrior” when it comes to making them and saving them money.

3.Obsession With Overseeing The Transactional Detail. That means every I must be dotted and every T crossed. Every transaction has hundreds of pieces of paper and dozens of signatures that require explaining and understanding. As their trusted advisor, you help them make sense of it all.

Now, when you do those three things, you have created a valuable experience that is worth referring to.

Is it time for you to improve your consulting, negotiating, and overseeing the details skills?

Secret #2: Always keep your mind on what you are giving, not on what you aren't getting.

Maybe you have heard me say this thousands of times,“Lead with a giving hand.”

The easiest thing to give is a referral. If you want referrals, then give referrals. Play a game with yourself and see if you can give a referral every time you talk to someone.  Here are some examples of how you might do it.

*****
Magic Word That Get Referrals

Joe:  Last night I had dinner at Panera Bread. They have a soup and salad combination that is a great value. When you are in the area of the Forum and you want a great meal at a great value, give Panera a try.

Joe: Yesterday, I got my car washed at Steve’s Detailing in Orange County. I have been to a lot of car washing places in my life, but never any like this one. These guys are like me - obsessed with the details.

Joe: My blog software is called typepad.com. There are a lot of choices out there to use as blog software, but Typepad sure seems to have the most functions for the investment. Go to typepad.com and find out more.

*****
The point I want to make is that every time you are in a conversation, give to others what you want them to give to you.

Play my game, “10 to 1,” which is don't even expect a referral until you have referred 10 people to them.

Secret #3: Always let your intentions determine what gets your attention.

If you are a student of mine, By Referral Only, what I want for you is a constant steady stream of 5-Star referred prospects seeking you because of your inspired intelligent consulting, powerful purposeful negotiating and obsessed nature of overseeing the transactional details for them.

I teach that the purpose of your business is to be referred.

It's not a marketing strategy; it is much more than that. It is the purpose of your business.

If your intention is to create referrals, then are you giving all you attention to your purpose?

That is why coming to the Main Event to learn the systems, methods and processes to create a deliberate, organized referral system is the intention of the purposeful lender and real estate consultant.

A Day In New Jersey

Long time By Referral Only member Chris Stanton arranged for me to fly to New Jersey to share my marketing and referral generating strategies.

It was a great day.

Opteum Financial Services was founded by industry veterans Peter Norden and Martin Levine in 1999.

Today, Opteum employs 1,000+ mortgage professionals across the nation, all empowered to exceed the expectations of their customers, partners and shareholders.

Opteum Financial Services is headquartered in Paramus, N.J.

Strengthening Your Referral Mindset

Always Work Harder On Strengthening Your Referral Mindset, Rather Than Trying To Make A Name For Yourself.

You know that mindset is more important than technique.

You can have all the magic words in the world and if you don’t have the referral mindset, you will only tap into a very small percentage of your referral opportunity.

The referral mindset is made up of three key concepts.
1-    Purpose
2-    Boundaries
3-    Integrity

Purpose

I like to ask the agents and lenders I teach, what is the single word focus for their business?

The words I hear most frequently are ‘service’ and ‘profit’.

Then I like to suggest that a word that better encompasses everything they want is ‘referral’.

I would like to suggest to you that if you were to define your business purpose with one best word, that word would be ‘referral’.

Think about it.

If you have a plumbing problem, would you rather look in the yellow pages or contact a plumber that you are referred to?

If profitability is important to you, then realize building a referral business costs you literally nothing in marketing, since the marketing is done by people who like you, know you and trust you.

If service is important to you, then realize that in order for people to refer you, they must receive value that is remarkable.

The word ‘remarkable’ means they are willing to remark about what they received to others in a positive, powerful way.

So would you consider that the  reason you’re in business is to create an experience that people are so outrageously happy with that all they want to do is refer you to the people they care about?

Boundaries

Just like countries have borders, you have boundaries.
Imagine that boundaries are invisible lines you draw around yourself that shape your interactions with others. Just like countries have borders to shape their values and culture.

Borders and boundaries are similar because they are necessary in order to structure and unify the way you run your business or your country.

You can encourage collaborative, respectful behavior when a person enters into your life.

You communicate clearly before a person enters into relationship with you how you define healthy, supportive relationships.

It starts with the simplicity of a five-star prospect -- open, friendly, knows what they want, will do it soon, will work with you, and then goes deeper into your core values of how you choose to treat each other while in relationship.

Strong boundaries will help sustain your energy by tempering the interruptions that cause you to lose focus.

I am not going to tell you to begin to educate your colleagues, manager and the other professionals who have a stake in your success about your boundaries, because you already know how important it is to teach people how to treat you.

I will tell you that if you don’t communicate clearly your boundaries, don’t expect them to know what they are. You’ve heard me say that the only place you can read minds is in marriage and sometimes that doesn’t work very well either.

People who have already decided that the By Referral Only way of life is what fits them, naturally agree that removing all the   tolerations that ‘cost’ you in terms of time, money, energy, and inner peace, will become a higher priority the more you embrace the mindset of healthy boundaries.

Integrity

The final part of the BY REFERRAL ONLY mindset is integrity. 

Your integrity defines how you stand up for your values, morals, and ethics.

Your integrity demonstrates how your boundaries ‘translate’ into actions.

It’s important to be a person of integrity, is it not?

I wonder whether you are aware of the fact that your business practices and the behavior that you display in the process will identify you either as referable – or not?

I wouldn’t advise you to expect or ask for referrals until you have a few basic positive behaviors that support referrability.

Referrability is...being on time, because this indicates how you will behave during the transaction and throughout the relationship. 

When you respect the value of another’s time, you are also modeling your expectations of their behavior regarding your time.

Referrabilty is...telling the truth – always -- even when it’s more convenient not to.

Referrability is...doing what you say you’re going to do.

Sooner or later your outward behavior indicates the kind of person you are on the inside.

Some people say to me the clearer you become about how and with whom you choose to work, the more you’ll attract the type of high-quality, compatible clients you seek. I know that this means that when your boundaries, purpose and integrity are in alignment and demonstrated during your day-to-day consulting, you’re referable!

Integrity is really being who you appear to be because you’re authentic.

Integrity is honoring your commitment to build the kind of business and life you choose for yourself and your family.

When your purpose and boundaries are clear, it’s easier to make good decisions, because your integrity guides (and simplifies) your choices, like the point of True North, on a compass.

15,000 Visitors To Joes Journal

Thank you for letting the people you care about know about Joe's Journal.

Next time you're in a conversation with an agent or lender that you care about and they mention they would like to have more great insight on how to grow their referral business, please don't keep me a secret!

Inspired By Serving You,

Joseph Stumpf
joesjournal.com

Here Are Those Magic Words I Promised You For The Neighborhood Alert Marketing Campaign

Here are those two scripts I promised you for the Neighborhood Alert Marketing Campaign. The first script is the APS script after the endorsement letter is sent to the neighborhood.

The second script it the APS script after the property is sold recorded by the seller.

*****

Magic Words That Get Referrals

APS Script for Listing Endorsement Letter:

Hello, this is ( Your Name)  Real Estate Help Line.

Thanks for calling about the home at 12900 Willow Creek Road, a quiet cul-de-sac street of $180,000 to $250,000 luxury homes in Kentwood directly adjacent to the Rudy Kramer Nature Center. I have arranged special home loans for this home so that you can own it for zero down payment.

This extraordinary three-bedroom, four-bath home is surrounded by more than an acre of beautifully landscaped, private grounds nestled in among huge maples and evergreens, and flower gardens complete with a lighted waterfall and fishpond. The home is decorated in the best of taste — like new in every respect — and meticulously maintained. Features include two fireplaces, three oversize, heated and air-conditioned garages, and a separate workshop.

12900 Willow Creek is listed for $189,000. It's an exceptional value, in that many homes in the area have sold for well over $200,000. If you would like a computer printout showing what other homes have sold for in the area, just give me a call and I'll be happy to put one in the mail to you.

I have arranged for several different types of home loans for Willow Creek. Three loans require zero down payment. Other loans feature very low monthly payments. Still other loans have extremely low interest rates.

12900 Willow Creek is located at <Give directions>

We'll be showing the inside of 12900 Willow Creek at <time> sharp on <day>. If you would like to see the inside of this beautiful home, receive a computer printout of other homes for sale in the area and receive a printout with the details of homes in the area that have already sold, stop by my showing at <time><day>.

(The following paragraph tells them who you are again, as they may not have gotten it the first time. Speak slowly.)

Again, this is ( Your Name)  and thanks for calling my Real Estate Help Line.

If you'd like to reach me directly for more details, my phone number is 555-1212.

Thanks for calling, and best wishes in your home search.

*****

This is the script that the seller would record after you send out or hand deliver the “Neighborhood Alert Flyer”.

Magic Words That Get Referrals

Hi, this is ________, I have never done anything like this in the past and I don’t know if I will ever do anything like this again.

As you may or may not know, I sold my home at (address).

My real estate agent that represented me was (your name).

Let me tell you a little bit about my experience working with (your name).

First, I would highly recommend (your name) when it is time to sell your home because (your name) always did what he said he would do, was always on time, always finished what he started and acted in a very professional manner.

(Your name) served as a great consultant, (he/she) asked great questions and listened to everything that was important to me.

He also negotiated a great sales price for my home – his negotiation skills alone are worth every penny I paid (him/her). (

Your name) also managed all the details of my transaction. With hundreds of phone calls and over one hundred pages of documentation, he made sure every ‘i’ was dotted and every ‘t’ was crossed.

I/we loved living in the neighborhood and I/we will miss you. We are moving to (new area).

So, thanks for listening to the message and have a great day.

******

This would be the ideal script to ask your seller to record after the house sells because it creates a great impression of you.

I would recommend you walk the neighborhood after a most of the people have listened to it.

Be the hero.

Full House In Vegas!

We are at the Green Valley Ranch Resort in Henderson, Nevada - Over 500 agents and lenders from all over the United States are here to learn and have fun.

The resort is spectacular and is only 20 minutes from downtown Las Vegas - it's like being in Vegas without the noise!

The next Main Event is in Reston, Virginia. Have you made plans to be there? Do it now -- it is filling up fast.                                                                                                                                                                                                                                                            

Nice Words From Jeni

Hi Joe – Thank you for a fantastic main event in Las Vegas!! 

The new scripts you gave are so valuable – I must use them with my clients.  I love to listen to your wisdom, You bring a lot of things into focus for me – and for that I am a better person. 

Thank you for giving of yourself so freely.  You are a true blessing to me and I know our relationship will only get stronger.

With heart felt thanks,

Your personal photographer of the Main Event.

Jeni Stahly Van Ornum
Key Real Estate Group, LLC

The true measure of your education is not what you know, but how much you share what you know with others. - Kent Nerburn

 

Thoughtful Words From Judith

Dear Joe,

I want to thank you. Deeply. You have shared so much with me and with everyone around me in these past three days at the Las Vegas Main Event. I am so grateful that I found someone whose gift is so great and whose passion is so much greater.

You inspire.

You  impassion.

You make the cynical feel brand new.

And now, because I am new, and relatively unitiated, this simple and heartfelt thank you email will have to suffice.

Most warmly,

Judith O'Hara

P.S.  Enjoy your Alaska adventures with your nephew and friends this next week..I can't wait to hear what stories may come from this...!!!

Judith O'Hara, ABR, GRI
Your Personal Real Estate Consultant for Life
West USA Realty

"Ogres Are Like Onions So Are Main Events - Nice THoughts From Bill and Fran Jenkins

Joe,

This is my second Main Event and first for my wife and as Shrek said "Ogres are like onions". So are Main Events for me. There are so many layers within the business units of Before, During, and After that it can be overwhelming. Your analogy of a kid in a candy store really hit home for me. We sent out our reconnect letters to past clients and have already received favorable response. Tomorrow we are going to call to ask permission to send printed items twice a month and check back by phone in 60 days.  I can see the value of attending a minimum of two Main Events a year if only for the benefit of eating one piece of candy at a time.  Thank you again for your commitment to excellence. You are truly an inspiration.

Best wishes,

Bill & Fran Jenkins
By Referral Only Real Estate Consultants

Do You Want To Listen To A Good Interview?

         

             Click Here and Enjoy: Broker Agent News             
                     

Enjoy The Brilliance of Dean Jackson

Thought you would enjoy reading todays' blog from mybyreferralonly.com. It was written by Dean Jackson.

You can find out more about Dean and his brilliance at deanjackson.com

The More Conversational You Are, The Better.

There are two keys to this. First, it's important to have a conversation with people instead of an interrogation.

The more conversational you are, the better. I suspect a lot of people go through the qualification process as if they have a list of questions they have to get through, and they're checking off the answers as they go.

The Five-Star Prospect elements are a guideline for what you're silently looking to find out during the conversation.

The more personal, caring, and helpful you can be during that conversation, the better.

Second, try to go one level beyond their transactional needs and connect with them as 'a friend in Winter Haven' – that’s a much more powerful goal for the conversation.

Joe Stumpf talks about this as a crucial conversation, and it’s absolutely true. This conversation will set the tone for the entire relationship.

Don't make it a race to get through as many topics as you can. When you actually connect with someone, take all the time you need to connect authentically with them.

*****

I imagine by now you have already looked at the new “Total Solution” website, if not, call 800-950-7325 and schedule a one-on-one, hands-on tour.

How You Can Use The Open Letter As A Template

Is it possible for you to use the "Open Letter To Joe's Journal Readers" as a template to help you write a letter to your clients?

Read it and then decide how you want to use it.

It could be a letter after buyers, sellers or borrowers agree to work with you or simply as a letter from the heart sent to your entire relationship base.

Either way, my intention is to model a possible client communication you can use.

Send me your drafts and I will help you wordsmith them, then post as samples for others to learn from.

Joe

Open Letter To Joes Journal Readers…

I Want You To Know Who I Am And What I Believe Our Relationship Is All About

Dear Joes Journal Reader,

I have a set of 'Guiding Principles' by which I would like to conduct my life and have a relationship with you.

I hold my 'Guiding Principles' as a very important part of my daily experience.

Since you and I are now entering into a relationship where I serve as your advisor, guide and teacher, I believe it is important you know where I am coming from.

Especially since you are taking advice from me.
It is important you know what my 'Guiding Principals' are.

As you become more familiar with my work and you feel more comfortable communicating with me, I would invite you to email me your thoughts on what guides you in your life.

Here are my beliefs that guide my life and can also guide our new relationship.

Being An Advisor Is For Life

I believe you are seeking advice and counsel that will best serve your life. Therefore, I conduct myself as your Trusted Advisor for life, rather than as writer, author, speaker and trainer who is sending you emails or blogging daily.

I believe you read my blog for my energy, my insight, my wisdom and my advice. I do not take that role lightly. I am honored that I can contribute at this important level in your life.

I believe that only when I provide you with what you need and have earned your trust, then and only then, will you invest in my CD/DVD programs and attend my live events.

Connecting With The Heart Is Essential

I believe that the only way genuine communication can be given is when it comes from love.

Love is the best-kept secret of all.

I seek to come from the ‘heart’, which means I really care about you and I am willing to set aside my own agenda for you.

I will share things about my life with you.

You will get to know where my heart is and when you are comfortable, I invite you to share with me where your heart is.

I would love to know who you are and how I can best serve you through my daily writing.

Close Relationships Are Best

I believe that relationship bonding is how I best create lifelong relationships.

When I bond with you, you will then tell me everything I need to know to be successful inside our relationship.

However, if I just serve you as another reader of my blog, you will stick around as long as it is convenient, but will feel no loyalty. Therefore, with Joes Journal I choose to create a good, strong bond with you and remain professional.

Great Decisions Are Values Based

I believe that my decisions are easy when my values are clear.

Therefore, I will do my best to get clear on my values before I give you advice and insight.

I have experience in my 23 years of coaching that when I focus on my values I gain clarity, which gives me certainty, which ultimately provides me with the trust that I need to take action.

Speaking The Truth, I Become Trustworthy

I believe you have a hierarchy of trust within every relationship you’re in.

Therefore, for you to trust me, I have to extend myself by being available, by volunteering information, by sharing my personal experiences, and by making connections with my experiences and aspirations of you.

I believe that trusting you encourages you to trust me; distrusting you makes you lose confidence in me.

Building Competencies And Wisdom Is Crucial

I believe that when I combine my competency with common sense, good judgment, and lots of experience, I know you get my best expertise.

Therefore, I am constantly building on my core competencies and my inner wisdom, becoming a lifelong learner, so I can better serve you with daily insight and wisdom to help you become more referable.

These principles have been evolving since 1988, when I started the company By Referral Only.

They have been tested and challenged and continually prove to create enjoyable, healthful businesses and joyful personal lives.

In closing

I read a passage from Marian Williamson's book, “Return To Love”. I have reprinted this and give everyone who comes to my 3-day event a copy.

Each time I read it, it inspires me to be the highest version of myself. I now give you a copy and invite you to pass it on.

Play Big

Our deepest fear is not that we are inadequate.

Our deepest fear is that we are powerful beyond measure.
It is our light, not our darkness that frightens us.

We ask ourselves, who am I to be—brilliant, gorgeous, talented, fabulous?
Actually, who are you not to be? You are a child of God.

Your playing small doesn’t serve the world. There’s nothing enlightened about shrinking so that other people won’t feel insecure around you.

We were born to manifest the glory of God that is within us. It’s not just in some of us, it’s in everyone.

And as we let our own light shine, we unconsciously give other people permission to do the same.
As we are liberated from our own fear, our presence automatically liberates others.
~Marian Williamson

I look forward to writing to you daily for as long as you find value. I invite your questions and comments and will respond to each one of them in the timeliest manner possible.

Go For It

Joe Stumpf

CLick Here Now To Get More Listings or More Loans Now!

               

I Want More Clients Now

 

          

10,000 Page Views in 65 Days

Good morning,

Amazing!

joesjournal.com just had it's 10,190 page viewed.

Imagine that in only 65 days!

What do you think the reason so many people world-wide are reading joesjournal daily?

I would love to hear your comments.

Joe Stumpf

What Makes A Super Servant Is Highly Referable

Use these seven powerful distinctions between Super Star and Super Servant on both the personal and business level, as a guide in creating the life you want.

1. Character vs. Persona

Character is our true essence.

Persona is our false sense of ourselves. Persona is temporary, while character is lasting.

When you align your true essence with the 'self' you project to the world, then you demonstrate character.

Our character is why others refer us to people they care about. If you prefer to spend your time in relationships, rather than on deals, you build a business based on character. People will do business with you because of what you offer.

People will refer business to you because of who you are inside

2. Service vs. Sales

To be of service is to seek joy in adding value to other people’s lives.

To sell is to conquer. The focus in selling is on getting the outcome you want, while the focus of serving is to find the outcome that is best for all.

The unconscious salesperson sells people what everyone else is selling.

The conscious consultant provides what the client wants. Your service becomes a system that creates referrals.

3. Commitment vs. Obsession

A commitment is a mission to make a difference in your own life and the lives of others. An obsession is unresolved issues that you are trying to avoid by burying yourself in work.

Your power as a Servant Leader comes from your commitment to the client, not from an obsession to be #1.

Clients recognize the difference and gravitate to the service provider who demonstrates a healthier approach to life and business.

4. Relationships vs. Deals

Super Servants count relationships, not deals. They know that relationships are the key to building a long-term, stable business. Super Stars count deals and are always focused on the future numbers instead of their current clients.

Super Stars create what we call an 'Adrenaline Lifestyle' – constantly chasing deals at the expense of their clients, their family and their health.

An adrenaline lifestyle attracts others who constantly operate in a crisis mode. Super Servants attract a better caliber of client, who also value relationships and want to be treated like a person, not a number.

5. Values-driven vs. Competition-driven

Our personal values are those aspects that we authentically hold close to ourselves.

Discovering your true values, then orienting your life to express them consistently, is the true essence of BY REFERRAL ONLY.

When your values are clear, your decisions are easy. As a Super Servant, your commitment is to remain true to your values while you help your client express or discover theirs.

When you’re not clear about your values, your motivation is competition – a drive that is usually based in anger, hurt or fear.

Decisions are more difficult and relationship bridges are burned in your wake.

6. Trustworthy vs. Liked

Being trustworthy means you take risks to do what’s right. Being likeable means others take risks. The foundation of trust in business begins with the three referability rules:

1. Do what you say you will do.
2. Finish what you start.
3. Be on time.

To be likeable is to say whatever is convenient in the moment without being accountable for your promise. A trustworthy consultant is a promise maker and a promise keeper.

7. Growth vs. Recognition

The BY REFERRAL ONLY philosophy is that life is great; it’s just life situations that are sometimes not so great. We believe that inner peace is more vital than outer accomplishment.

You can receive recognition externally and still have low- or no self-worth internally.

We believe business growth is having a great life vs. a fancy lifestyle. The purpose of your business is to give you more life, not just to provide you with a method of making enough money to fund a lifestyle.

Super Servants seek to constantly elevate themselves to new levels and in doing so, achieve what is really important to them financially, emotionally, physically and spiritually.

Welcome To All The By Referral Only Members

Dear By Referral Only Members,

Did you just click on the joesjournal.com link at your new By Referral Only, ‘The Total Solution Dashboard’?

Now you’re at joesjournal.com. This is a daily blog that I started about 6 weeks ago for you and the people you would like to refer to us.

Each day, or just about each day, I share a different insight, script, thought or whatever I’m noticing out there that can help you become more referable.

Look around and if you would rather listen, simply click, listen and learn on the audio dials.

Over the next few weeks I plan on making most of the post audio for you to enjoy my voice -- I know how much you’re looking forward to that! ☺

Again, joesjournal is just another way I can add value to your life and make your experience at By Referral Only, even more fulfilling than it already is.

Have a great day and have fun looking, listening and learning!

Oh, one more thing -- before you go to sleep tonight, share joesjournal.com with one of your friends in the business.

Inspired by adding value to your life,

Joe Stumpf

How Do You Know You Have Killer Consulting Skills?

Good Morning… it’s about 5am in San Diego.

Another wonderful day in paradise.

In about 3 hours, I will be going down to the ballroom to train 650 people just like you -- people who want to make a difference in other people’s lives.

But right now, I’m beginning preparation for our newest training. It’s our first ‘Member Only’ event.

You may or may not know, that on October 24th, 25th and 26th, we are conducting our first ‘Continuing Quest for Excellence Training: The Strategic Forum’.

What is most exciting is on day one, I will lead a session on advanced consulting, negotiating and overseeing the transactional detail.

As I was thinking about what I wanted to train on, I looked back into some of my journals and found a very valuable list of skills Thomas Leonard gave to me. Thomas was the founder of CoachU.com. He has passed on, but what he left behind lives on.

If you have been reading joesjournal.com regularly, you know I love words.

I love to teach and train agents and lenders to make money with their words.

Actually, what I train agents and lenders to do better than anyone else, is how to get their mind, heart and hands connected to their tongue.

I believe the most competitive thing you can learn is how to be a superior communicator.

It is a skill that is learned, not something you’re born with.

Have some fun now and take a look at this list of 10 advanced communication skills, then imagine attending our By Referral Only Strategic Forum.

What would it feel like to have the practical applications, along with all the scripting, to make your wildest dreams come true?

Try this. Grade yourself on a scale of 1 to 10, 1 being low and 10 being high, on each of these skills. Then imagine what it would feel like to be a ten in all ten.

You Know How People Hear You.
You are so fully responsible for how you are heard that you feel/get the responses and reactions that the person with whom you are communicating is experiencing. You do more than just speak well. You ask people to tell you what they heard you say, so you can make sure you are communicating clearly.

What You Say Fits Perfectly.
You don't make points just to make points.  Instead, you feel what the other person needs to hear right then and you intuitively phrase the perfect thing to say. You do more than just ‘speak your truth’. To say that ‘it fits’ means it is true, useful and timely.

Everything You Say Expands A Person’s Awareness.
When you respond or give advice, the advice you give speaks both to the client's current situation or problem, but also expands their awareness without overwhelming them. You do more than just give good advice.

You Have a Highly Flexible Style.
You have access to the full range of communication styles, tones of voice, and can immediately move along the continuum in a way that serves the person you're communicating with.

You do more than just ‘be’ your personality. You can be a curious consultant, a pit bull negotiator and observant overseer of the transaction.

You’re a Weaver.
You can remember what a client has said 10 minutes ago and weave in the point you are making right now to include that, and to include what they said the last time you spoke with them.

You do more than respond to what the client is saying. You know the FORD conversation style trained at By Referral Only.

You’re Not Driven To Talk or Help.
You naturally seek to understand far more than needing to advise. You do more than try to make a difference.

You Don’t Babble; You’re Not Know as a Talker.
You speak very little, but when you do, it makes so much sense. You do more than talk. You give profound, insightful advice and ask thought-provoking questions.

You Have A Special Style.
You are warm and inclusive, but not effusive or loud.  You are not flat or charged-up. You do more than speak clearly. You speak the truth.

You Can Listen and Speak At The Same Time.You are so able to immediately hear when the other person has heard what you're talking about, that you instantly stop speaking and get that they got it. You do more than complete a sentence.

You’re Not Trying To Get Your Needs Met.
You add to the space instead of consuming or displacing it. You do more than try to be special.

Go ahead; give yourself a grade in these areas.

Then click here to find out about the Strategic Forum.

Inspired By Adding Value To Your Life

Joe

Imagine Advancing Your Language Skills to a New Level of Competency!

Good morning…

Because I'm getting ready for the big San Diego Main Event this week I got up extra early today and started pulling through some of my old journals. I love to add new content to each Main Event to keep you fresh!

Anyway I came across these 10 communication ideas that I presented at a Mastery class about 4 years ago.

You may or may not know I have been spending more time during the Main Events training you on language skills, that is why I thought what a great time to post this at joesjournal.com.

What's it feel like to imagine advancing your language skills to a new level of competency.

Here is a good start. These are ten distinctions on what a skilled advanced consultant understands about the power of language.

Study it and if you have questions, let me know in the comment section.

Phrasing vs. Vocabulary
Vocabulary has to do with the number and quality of the words we use to communicate. 
Phrasing is the ability to communicate ideas and deeper concepts.
An example of a great phrase would be; " I will represent your money like it is mine, and when it comes to to make you money or save you money I'm like a pit bull".

How Well You Come Across vs. What You Are Saying
How well you come across is as important as what you are saying.
Your tone of voice, pace, authenticity, energy, style and attitude matter.
Many folks try to have better things to say, but until they work on how they come across, they are less likely to be listened to.

Experiencing vs. Listening to the Other Person
Listening is a fairly passive process. 
They talk, you listen.
There is a level beyond listening and it is called experiencing the other person.
When you ‘feel’ or sense what they are saying, not saying and what's going on over there, over here and in between, then you're truly listening because you are noticing and absorbing the entire interaction, not just the words.

Synthesizes vs. Mimics/Repeats
You know how some people speak in cliches or platitudes?  Or that they say the same thing to everyone they chat with?  They are called mimics or repeaters.They learn a good phrase and they use it!
Better to be prompted to say something based on whom you are talking with.
Let them influence you and evoke a customized vs. a stock response.

Awareness vs. Ignorance
This is pretty obvious.  But you'll need to understand if the person you're speaking with is someone who even knows what awareness is or is sensitive to their environment.
If not, then adapt how you communicate to fit them, because they likely won't hear your more sophisticated approach.

Full Communicator vs. Appropriate
It's important to say all that needs to be said, yet say it appropriately.
This is quite different from saying only what's appropriate to say.  Again, say what there is to say and find an appropriate way to say it.
Don't hide behind the ‘appropriateness curtain’.

English vs. Jargon
English refers to using simple words to make your point.
Jargon refers to using special or sophisticated words to make your point.  Keep your jargon for use between similarly trained colleagues and be sensitive enough to adapt the jargon to English when working with clients or the public.
You can effortlessly switch from one to the other, if you're willing to. For example, you would not tell your clients they are about to ‘Go Green’ -- that is By Referral Only jargon.

Who vs. What
Consulting focuses on the who and the what.  The ‘who’ refers to the client's values, innermost wants, and the complete self.
The what’ refers to linear goals, shoulds and needs.  The typical salesperson works primarily on the what and so can the consultant, but only if the consultant comes from the who first.

Fully Respond vs. Partially Respond
When someone says something to you that rings true (whether you like it or not), take the time to really listen and discuss it.
Learn in that moment what there is to learn; don't just hear it, deflect it and figure you'll get it later.
Take the time to learn now.

Light vs. Significant
Do you come across light or heavy?
Do things matter a LOT to you or do you have faith?
Light speakers are listened to because what they are saying has little packaging or baggage.

Here is A List Of 20 People You Will Want To Have!

What would it be like for you if every time you listed a property, the seller gave you a list of the names, addresses and phone numbers of the 20 people they know, like and trust?

Imagine a seller saying to you, “Here is a list of the 20 people that we love and care about. Would you please notify them that we will be selling our home?”

Imagine a seller saying to you, “Please let my friends know that we are selling our home and ask them if they know of anyone who might be interested in owning our home.”

Imagine that!

Notice how you feel when you imagine a seller giving you their list of people they care about, because they want you to contact them and introduce yourself.

What would be the benefit to you if every seller you worked with, gave you a list of the 20 people in their second circle of life – with a letter of introduction?

Wow!

Since many times a seller moves out of the local market, and when they move they leave behind their network of people, those are the people they would refer to you if they stayed in the local area.

Here is some great dialogue you can use to encourage the seller to gladly give you their list.

*****

Magic Words That Get Referrals

“Now that you have chosen me to market your home, you will want me to use every possible vehicle I can, don’t you?”

“Here is a unique, advanced marketing method that can help you quickly find a great buyer for the house, and because you want me to quickly find you a qualified buyer, you maybe very interested in doing it and you may not.”

“What I do know is that the sellers that have used this method have been very pleased with the outcome. Let me explain it to you, and then you tell me if you want to use this more advance marketing method to assist you in getting your home sold.”

“The NAR – National Association of REALTORS, have discovered within their research, that 11% of all homes are sold through direct and indirect referrals.”

“What that means is, someone finds out that your home is for sale, then they tell another person who is interested in living in your neighborhood, about your home.”

“So it might happen that someone drives by, sees your sign, then tells a brother or sister or cousin or friend at work about your home. Then that person contacts me or their agent and 11% of the time, that is how your home gets sold.”

“So what I would like to do is unleash our full 100% marketing effort to get your home sold using my Direct and Indirect Marketing Strategy. Here is how it works.”

“In your life you know several hundred people. You have close friends, family members, and business colleagues. When you think about if you were to have a wedding today, you would invite a certain group of people to the wedding.”

“One of the things I’d like you to do is give me a list of just 20 of those people.”

“What I will do is let them know you’re moving, because they may know someone who might know someone, who might know someone.”

“I’ll write the letter as if it’s coming from you, put a feature sheet inside, pay for the postage and do the whole mailing.”

“The good thing about this is, we are now doing everything we can to expose your house to the most people who would be most likely to buy it, so lets give that a try.”

*****

Now imagine walking out the door of the seller’s home with a list of 20 or more names of people who they like, know and trust.

The next step may not be so obvious, so let me explain how you treat that list with the reverence and respect your client would expect from you.

Step One. Draft a letter coming from the seller.

Would you like me to write you a letter? If you would, simply click on ‘Comments’ and request the letter. When I get more than 10 requests from 10 different people, I will post a great letter that you can use as a template for your sellers to sign, so you can send it out to their list.

Step Two. With the seller’s permission, you want to call each one of the people on the list and use the following dialogue:

*****

Magic Words That Get Referrals

“Hi, my name is Joe Stumpf. Recently you received a letter from your friend and my client, Mr. and Mrs. Johnson. In the letter, they mentioned I was going to give you a quick call and let you know when we will be holding a special Open House for those special people they know and the people they may know. This Open House will be on June 12th, from 1:00 to 2:30pm.”

“You are welcome to bring as many friends as you like and we will be serving a light lunch, so do bring your appetite. We look forward to seeing you there.”

*****

Then, answer any questions they may have about the home or the special Open House.

This is such a powerful strategy. It takes guts and courage to ask for the list, but if you don’t get it before they move out of the area, you loose your referral base and you’re stuck marketing to new people all the time.

Try it! Oh yeah -- 10 of you must request the letter, so refer some people to joesjournal.com and have them request the letter too.

Always Adding More Value To Your Life,

Joe Stumpf

A Great Letter To Send To Your List of 20!

     

     We’ve Never Written a Letter Like This Before,
         And We Will Probably Never Do It Again!

Dear Bob and Sandy,

You may or may not know this, but we’ve decided to move to Kansas because of a great opportunity with a new company. We wanted you to hear it directly from us before you heard it through the grapevine. We have loved being your neighbor for the past 4 years.

We will miss seeing you and the kids. Luke and I plan to write, call and stay in touch and we hope you’ll do the same. Here is our new address: 2321 Hampton Hill, Salina, KS, 38728.

The reason I’m writing to you now is that our real estate consultant, Joseph Stumpf with BRO Realty, explained how people buy homes.

It was very interesting.

Listen to this.

Did you realize that 11% of all the homes sold in Jackson Creek are sold by word of mouth? That means somebody hears that our home is for sale and they tell someone who tells someone and so on, until finally the news connects with the purchaser.

Joseph asked us if we would let you know that our home is for sale. We’ve included a flyer with all the details.

I also gave Joseph your phone number and permission to call you and tell you when we are having an Open House for all our friends. It will be like a goodbye gathering. If you have any objection to him calling you, let me know and I will inform him.

Thanks for your help and if you want to post the flyer at work, or make copies and give out to friends, all the help you can give us would be greatly appreciated.

Your friends,

Mindy and Luke Evans

When Does STOP mean SOLD?

I was walking through my neighborhood the other day and I spotted this.

This 2,000 square foot townhome sold for $1,600,000.

My question is... where will Southern California home prices STOP?

What Are Your Clients Really Thinking

Sue Kalou included this survey with a recent client newsletter. This highly effective strategy gives her accurate feedback on how her past clients really feel about their real estate transaction.

Sue is on a quest to find out what qualities are most important to her clients, so that she can better understand their wants and needs.

As a result of this survey, Sue will gain a much better understanding from her past clients and from others on her mailing list about what their past experience was, and what they feel is truly important. To boost response, Sue offers a free ice cream at Baskin-Robbins as a reward for taking the time to fill out and mail in the survey.

"Who’s the Next Person You Know..."

When you’re talking to a client, or a friend, or a family member, and your conversation is almost complete, ask this powerful question.

*****
Magic Words That Get Referrals

Shawn: "Okay Joe, thanks for calling me. Have a great day." And I say, "Thank you, Shawn. Oh, by the way, I was wondering – who’s the next person you know that is most likely to buy, sell or borrow?"

*****

That’s very powerful.
The secret to this strategy is in the transition words, "Oh, by the way." Those words, "Oh, by the way," are very similar to what the detective Colombo might do.
Do you remember the TV show Colombo?

After saying, "Oh, by the way," the next words are critical. "Who is the next person you know that is most likely to buy, sell or borrow?"

I remember when I was having lunch with a high producing, By Referral Only Super Servant in 1994. We were practicing this strategy in a restaurant with the waiter and the waitress, and I demonstrated the wrong way to ask, and then I gave them the right way to ask. (By the way, this is how I have fun and keep my sanity when I’m on the road. I practice my techniques on every waiter and waitress!).

The first waiter walked in and I said, "Oh, by the way, do you know anyone who wants to buy or sell a house?" And the waiter said, "No, I don’t." We laughed a little bit and I said,

"Now, watch what I do next time." And I encouraged everyone at the table to listen to the subtle way that I changed a few words. And I promised them that they would witness a huge difference in the way that the next waiter or waitress responded.

A few moments later, a waitress walked over to our table and I asked for a cup of coffee. This was the first time she’d come over. She poured me a cup of coffee and told me that she was going to return to the kitchen.

And I said, "Oh, by the way," and she turned to me and made real good, clear eye contact. And I firmly said, "The people at this table are some of the best real estate agents and lenders in the entire Dayton, Ohio area. And we were wondering who is the next person you know that is most likely to sell their home?"

And the waitress paused and looked up to the left, as if she was searching her memory bank for a name, and then responded,

"The next person I know that would most likely be… that would be my father. He’ll be retiring soon and he’s been saying for years that he wanted to sell his house."

Everybody at the lunch table just gasped. Again, the keywords are, "Who is the next person you know that is most likely to buy, sell or borrow?"

These words are so powerful. I hope you polish and perfect them and practice and drill and rehearse them.

Go for it!

Take The Referral Challenge - Right Now!

Take a piece of paper and draw a vertical line down the center.

On the left side, write the word ‘Referral’. 

On the right side, write the word ‘Un-referred’. 

On the left side, make a list of the last five people you served, that were direct referrals.

Lenders, in your case, I want you to think of referrals not from real estate agents, but from clients. 

On the right side of the page, under the heading ‘Un-referred’, make a list of the last five people you worked with who came from advertising, flyers, rate calls, your Automatic Prospecting System, websites, direct response marketing – any type of marketing where you had to spend money to attract someone you didn’t know.

Now, make a check mark next to each ‘Referral’ name or ‘Un-referred’ name that best describes the clients in the ten questions.

1.    Which clients were most profitable?
2.    Which clients did you really enjoy following up with?
3.    Which clients treated you more like a trusted advisor versus a salesperson?
4.    Which clients have already referred others to you?
5.    Which clients respected your personal time most?
6.    Which clients would you invite to your home for dinner with your family?
7.    Which clients took the least amount of time to serve?
8.    Which clients thanked you sincerely for what you did for them?
9.    Which clients listened most intensely and took your advice most readily?
10.    Which clients do you share similar values with?

If you’re like thousands of lenders and agents all over North America, more than likely, the clients you favor most come from the referral side. 

There may be an exception or two, but that’s exactly what it is – the exception. When you work with people who are referred, you get people who:
•    Pay you what you are worth.
•    Make working with you a pleasurable experience. 
•    Trust you. 
•    Refer you. 
•    Respect you. 
•    Thank you. 
•    Listen to you. 
•    And they share your same values. 

I would say those are some darn good reasons to work By Referral Only!

Wouldn't you?

Rely On Reflex, Not Recall

The secret to Referral Mastery, is to be prepared for any type of situation in advance, because you choose to rely on your referral reflex, not recall under pressure.

I’m curious -- have you noticed that your brain is better at processing, not storage?

You may have noticed what a poor filing cabinet your brain is. That is why it’s essential you read now, yesterdays’ posting on ‘Referral Reflex’!

Now, for today’s Power Referral Dialogue training.

Has it ever occurred to you, that people may be referring others to you and the people they are referring are not calling you for one reason or another?

I wonder if you know what that is all about?

What would it be like to have a Power Referral Dialogue for when you hear this?

"I'm telling people about you. I am surprised not one has called you," or something like that.

If you’ve been in business for more than five minutes, you have probably heard that more than a few times.

So how do you respond when you hear that?

Try this.

*****
Magic Words That Get Referrals

Client: “I’m telling people about you.”

You: “Thank you! I really appreciate you being an advocate for me. May I ask who specifically you have told about me?”

Client: “My sister, Jean. I told her all about you.”

You:  “That was so nice of you. Now, I haven’t heard from your sister Jean yet. I imagine you still want me to help her, do you not?”

Client: “Yes, I do want you to talk to her.”

You: “Imagine if you were me and you wanted to get into a conversation with your sister Jean, because you wanted to make sure she gets the right advice and counsel she needs. What would you do right now?”

Client: “I would call her now.”

You: “Because you want to make sure she gets the right advice and counsel, let’s do that now!”

*****

Any time you get a question or are in a situation that you don’t have a response to, write it down and send it to me. I will consider it for a future blog.

In the meantime, have you seen the new changes at By Referral Only?

Over the last year, we have spent one million dollars reinventing our company to better serve our fast growing membership.

Check it out today.

As one of the old members just told me, “The new ‘Total Solution Center’ is by far, the most advanced technology I have ever seen to run a real estate or mortgage business with ease and grace”.

I like those words…‘run your business with ease and grace’!

Go check it out right now.

See Tom and Sally Cooks New Blog

Here is a great example of how to use your Real Estate or Lending blog. Check out how Tom and Sally Cook are communicationg with their local market.

Why Can't You See Real Estate Signs At Night?

It's pretty simple... often, there is no street light right where you'd like it and running a spotlight and extension cord from the house seems pretty crude.

I've often given some thought as to how to light up my For Sale signs at night to give my Toronto Real Estate seller clients more exposure for their homes and to make it obvious to people driving by after dusk, that there are full-color feature sheets mounted in a box on that signpost.

Finally, there seems to be a solution... a California company recently came up with a portable lighting system that sits up on the top of the sign and has two LED light arms extending out to both sides of the sign.

I just installed the first three of them last night... what do you think?

There's a bit of ongoing 'battery' maintenance with them but I think the result is terrific.

Imagine Only Working With People Who Are Referred To You!

What is important about the mindset to ‘only work with people who are referred to you?’

Imagine that!

Who would you be, if you could not run an ad, or have a website, or do an open house for one year?

What would you do, if you could only work with people who are referred to you?

What happens when you imagine that your rights to run ads were evoked right now?

Imagine you need a license to run ads and to work with the general public.

Now imagine today, right now, your license is revoked and you cannot do any more marketing, and if you are caught, you go to jail for 6 months?

Can you bear the thought?

Maybe someday you will get to the point that your business is 100% referral and you are reaching all of your money goals!

What does that feel like when you imagine that?

Could you imagine only working with people who are referred to you?

What would be important about that to you?

Try this.

What happens when you think about your favorite past client that was referred to you?

I wonder if you can remember their name?

As you think of that person now, what qualities of character do you respect most about that person?

What did you like about working with them?

How did you meet that person?

What was the sequence of events that led to you serving them?

Maybe you are like me, and you notice that the person you are thinking of, is either a friend, or a person who was referred to you by a friend or past client. Chances are pretty good they were, don’t you agree?

Good people like you and like me who do this exercise, usually discover that this person was easy to work with because they entered their working relationship with a higher level of trust than unreferred clients.

Once you 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.

Whoever makes this shift, becomes a true By Referral Only consultant.

By the way, were you referred to joesjournal.com by someone you like and trust? How do I know? Because I do no marketing at all – to find joesjournal.com you must be referred.

Try this.

Today, what would it be like to refer one person you know, like, and trust to joesjournal.com?

Try it now and get that feeling!

Thanks,
Joe

How To Get Past My Fear Of Asking

If You Had To Teach Me How To Get Past My Fear Of Asking For Referrals, How Would You Do It?

If you’re like me, you want to be accepted.

I believe that is at the core of most of us.

I want you to accept me.

I want you to like me. Now I don’t need you to like me, but I don’t want you to reject me either.

Have you noticed that an easy way to get people to accept you and not reject you, is just to avoid asking for anything?

Experts have told me that that is the little child in us. Maybe it’s the 10-year old girl or boy in you, who learned early, that you risk rejection when you put yourself in the position of asking someone for something.

If there was a miracle tonight and you no longer feared asking for referrals, how would you know?

Would you recognize that your child has grown up, because you would know real estate and lending is an adult business?

What would it feel like if you knew that, when you ask for a referral and the person says they don’t know anyone, they’re not saying they don’t know anyone forever?

They’re saying, “I don’t know anyone right now.”

What’s it feel like to know it’s not a personal attack or rejection?

Along with the Power Referral Dialogues taught at By Referral Only, you may have to do some inner work along with the outer work of implementing systems and strategies.

Try this.

Today, focus on gaining your acceptance from yourself, not from others.

Notice that growing your confidence and self-esteem, is a lot of little victories over a long period of time, which add to an internal bank account.

Eventually, you’ll take bigger risks because you’ve got something to withdraw from.

The fastest way to drain your confidence account is to set unrealistic outcome goals.

What’s important is to not get attached to the outcome when you ask for a referral. Instead, attach yourself to changing your behavior around asking.

The behavior of planting a referral seed or asking for a referral is what you call victory.

Let the victory be about the behavior and not about the results.

If you work on your behavior, the results will follow.

Here is a quick bonus script when someone says they don’t know anyone.

*****
Magic Words That Get Referrals

“I don’t know anyone.”

“Thank you for taking the time to think about it. The next time you are in a conversation with someone and they mention they are looking to buy a larger, more spacious home, please don’t keep me a secret.”

“Would you be comfortable if I check back with you in a few months to see if anyone comes to mind?”

*****

One more thing.

You can do this, because thousands of agents and lenders all over North America are using my Power Referral Dialogues very successfully to build high, six-figure referral businesses and you can too.

Check out all the new systems we have at By Referral Only to guide you toward your six-figure income.

I'm Just Wondering, Wondering Out Loud!

Last night I went to a late movie, 'The Da Vinci Code'.

As I got out of my car, I noticed this cart in the area adjacent to the parking lot.

I had to take pictures of it because, it is an example of the complete opposite of what I teach.

I am sure this agent is a terrific person and more than likely a great agent.

Maybe you're like me and you see these cart ads in almost every city you go. What I am wondering, is what is the cost of this marketing? Do you ever wonder about that?

I am also wondering if the people who do this type of marketing spend as much of their marketing dollars on their friends, family and past clients, as they do on their carts.

I am just wondering -- wondering out loud!

A Message From Mandy

Hi Joe,

I wanted to share with you how powerful this 10-point initial consultation really is for me.

I really learned to identify with the new scripts and then lean toward the importance of credibility before approachability.

And, I had to face my demons...I have been a member of By Referral Only for years. I have a fantastic ‘During’ unit with touch points (like congratulations gifts dropped off at my clients’ office the day they go into escrow, 11 fantastic letters with goodies sent to the clients through the timeline, housewarming parties for every client, moving day buckets on front steps on moving day, etc.)  I had a strong ‘After’ unit - monthly newsletter, monthly Letter from the Heart, monthly Evidence of Success postcards, and an annual Client Appreciation BBQ.

I even have a great ‘Before’ unit - with an APS system, ugly yellow signs, and more.  I was REALLY working it...but I was getting very few referrals.  I had a lot of repeat business.  And, let's face it, the By Referral Only mindset alone, is worth the coaching club costs.   

The mindset of By Referral Only has made me a better consultant, a better mom, a better wife, and, frankly, a better person.  But, WHERE WERE THE REFERRALS?

I know now that the referrals were lost in the fact that I hadn't even ONE TIME, done the initial consultation.

I would have stood up and told the entire world that I was By Referral Only to the core...I would have sworn it!  And yet, without an initial consultation, I was never even comfortable asking for a referral.

It was time I made a change with you!

I took a few days at first to really get my teeth around the structure of the new initial consultation.

I outlined it.

I read it over and over.

I wrote it out in my words.

Then...I got to work.  And, I just started memorizing.  After memorizing, I slowed it down and made it truer to myself.   

Today, I stood to share the Consult, Negotiate, and Oversee section with our group.

Afterward, you thanked me for standing up and sharing and I looked to you to tell you "Thank you!"

Point #5 of the initial consultation is probably the most important...but it is just one part of an incredible 10-point consultation that I thank you from the bottom of my heart for bringing to me.

It has given me the strength to embrace and run TO a consultation (instead of away from it).

And, more importantly, it has given me the power to ask for referrals throughout the transaction with comfort and ease.

Thank you!  Thank you!  Thank you!

If you should ever want me to share the 10-point initial consultation with a group of consultants, I would be happy to do so.  I want our entire community to know that it seems much bigger and harder than it really is, once you just commit to it. And, committing to it is nothing short of priceless.

Warmest Regards,
Mandy Tanberg
RE/MAX Woodland

Consultant.Negotiator.Overseer of the Transactional Details.

Can you imagine people being five times more interested in what you have to say?

I wouldn’t tell you that it’s essential that you improve your ability to get people more interested in what you’re saying unless it was true.

I don’t know if you have already begun to notice that people have more options then ever before when it comes time to sell their house, buy a house or borrow money.

Wouldn’t you agree with that fact?

In the days and weeks ahead, you will begin to notice if your language skills have the power to get people interested in you as their option, when it’s time to buy, sell or borrow.

How would it feel to have the exact language that causes people to choose you as their lender or agent, because when they listen to what you say, they know by your language skills, that you have so much more value to offer then any other option?

You would like that, would you not?

Again, think of what it would be like to have people five times more interested in what you have to say.

You are probably already aware of the fact that I have created “The Ideal 10 Step Presentation Consultation".

As you consider the benefits of learning “The 10 Step Presentation Consultation”, you might like to look at the posting “The 6th Step In The 10 Step Presentation Consultation”.

Because I am obsessed with teaching you how to get people five times more interested in what you are saying, I will show you the 7th step today. Eventually, you will come to my 3-day training called 'The Main Event', so you can get all 10 Steps and truly get people five times more interested in what you are saying.

Step 7 In The 10 Step Ideal Presentation Consultation

The 7th Step answers the question, “What do you do?” Your answer to this question determines how valuable you are to them. When people do not perceive your value, they ask you to reduce your fees or cut your commission. Has that ever happened to you? Imagine how good it will feel when you never hear people ask you to do that again.

I’d like to show you how the 7th Step works.

There are three roles you play in your client’s life as a lender or real estate agent.

Role 1. You’re their Consultant.
Role 2. You’re their Negotiator.
Role 3. You’re their Overseer of the Transactional Details.

With these three roles in mind, here are three scripts to describe what you do.

As you read through them, you may or may not know that all three scripts have been time tested and proven in the field by some of the best agents and lenders in North America, and that is important for you to know, is it not?

******
Magic Words That Get Referrals

1.  I am your Consultant.

As your consultant, I will ask you profound insightful questions.

Maybe you’ll notice they are the type of questions that the typical agent or lender might not ever take the risk of asking you.

Experience shows that a skilled consultant like me will ask you probing, intelligent questions because discovering what is really important to you, is really important to me.

It is important as your consultant, that I lead you through the process of clarifying your values, because when your values are clear, your decisions are easy and you want to make good, easy decisions, do you not?

You might also notice, consulting is listening vigilantly to your answers.

What you may not know, is that only when you have confirmed that I have heard you, then and only then, will I craft a very specific strategic process to make sure you get the best loan, best home or the best price for your home.

Also, as your consultant, one of the things I do for you is appropriately define the problems we encounter during our transaction because you need to differentiate essential objectives from less relevant concerns.

Experience also shows me how to anticipate likely obstacles to achieving your objectives and then identify sensible means to circumvent them.

Imagine how good you’ll feel knowing your consultant is recognizing and balancing the different needs of all the relevant people impacted by the decisions you make.

Listen carefully. As your consultant, I will recognize when serious flaws in my own ideas require my swift, public acknowledgement.

I make mistakes and I am willing to make dramatic changes in new directions when required.

I will consistently demonstrate my ability to recognize my own personal biases and I will use this awareness to constantly be improving my thinking, because it’s important to you that you realize your dreams.

2.  I am your Negotiator.

Because I treat your money like it is mine, when it is time to save you or make you money, I am like a 'Pit Bull'.

You, like me, know that money is an emotional issue and to represent your own self is like performing surgery on yourself. You would never do that, would you?

If being healthy is important to you, then you delegate that to a person you trust and respect.

Like me, you probably believe it’s in your best interest to have a skilled, experienced and focused negotiator on your team.

Imagine what it will be like to have a person who deals with your money, to critically examine the accuracy of the underlying assumptions being relied on.

While negotiating for you, I will skillfully articulate the strengths and weaknesses of the suggestions other agents or lenders propose.

Sooner or later, you will become aware that my negotiating skills alone are worth every penny you pay me.

Because, as your negotiator, I recognize the likely underlying agendas and motivations of individuals that are involved in your transaction.

You’ll also notice how quickly I anticipate the likely emotional reactions of individuals to actions or communications.

As your negotiator, I will appropriately articulate the essential flaws in the arguments of others, and reiterate the strengths of our positions.

I will recognize when it’s appropriate to resist the objection of others and remain committed to a sound course of action.

3.  I Oversee The Details

I oversee all the transactional details because every transition has 100 to 150 phone calls alone, and each one of them is loaded with critical details.

As you can imagine, every ‘I’ most be dotted and every ‘T’ must be crossed, because there are 100 pieces of paper requiring upward to 43 signatures and initials, and making a mistake can be very costly to you.

Did you know that there are 43 different people from 14 different industries that get involved during the 7 stages of your transaction?

Imagine that selling/buying/borrowing is like flying an airplane across the country. My role is to be your pilot and you are my passenger. We may or may not run into turbulence. Have you ever been a passenger in a plane? Have you ever been in turbulence? Then you know!

To make it easy for you to see everything that I do that you don’t see from the passenger seat, I created a list of 88 different types of turbulence. (Show list and explain 8 to 10 of them).

It’s good to have a pilot like me, because my role is to oversee all these details.

You will also notice that, as your pilot, I will always recognize what is known about an issue, what more needs to be known, and how to best obtain the relevant and accurate information needed.

As a matter of fact, one of my greatest skills is to see things from multiple perspectives so I can identify likely, unintended consequences of our decisions.

As the person who oversees all of the details on your transaction, I recognize the conclusions that can and cannot be drawn from a particular exchange with all the different people involved.

I will appropriately consider the probable effects and likely, unintended consequences that may result from taking a particular course of action.

As the person who oversees all of the details on your transaction, I will pursue and encourage feedback that may reveal an error in my judgment and then make appropriate adjustments.

*****

How I Organize My Top 150 List

By now you are aware of my concept called your Top 150 list. I teach this powerful organizing system on day three of ‘The Main Event’.

What you may not know, is that when you organize your Top 150 list into a series of four concentric circles, then you will become even more aware of how each of the 150 people contribute to the growth of your business.

Perhaps you now know someone who is now ready to grow his or her business -- maybe it’s you!

As you consider the benefits of investing the time to organize your Top 150 into four groups so your business grows and grows, keep in mind, that if you continue to do what you have always done, you will continue to get what you already got – you’ve got to do something different, if you want something different.

I call this referral concept “The Concentric Circle Of Referral.”

Try this.                                                                              

Get a poster board.

Draw four concentric circles.

Now imagine your circle of influence in the shape of concentric circles.

The Inner Circle Contains 5 People.

Your closest, intimate friends form our innermost circle, usually 5 people. These are the five individuals you feel a close, emotional connection to. These five people share common interests, values and opinions.

I have noticed I am happiest when I am fully investing time, love and energy with my core group of five. Lets call this core your ‘support group’.

Take a minute and write the initials of the five people who are in your innermost circle.

The Next Circle Holds 20 People.

Circle two contains the 20 people whom we have strong relationships with, yet under pressure, we would turn to the innermost circle first for assistance.

My relationship with the people at circle two is less strong then the inner group, but I maintain caring, mutual interests with them. I speak with them weekly on the phone and respond to all of their emails instantly.

Who are the people in your life that are in this circle? Write down their initials in the circle. These people could be a golfing buddy, co-workers, relatives, even a brother or sister, maybe even parents, grandmothers and grandfathers.
.

The Next Circle Has 40 People.

My attachment to the people in this circle is considerably looser, though I still have regular contact with them. This might be your hairdresser, clients you repeat with frequently, a trainer, people at the Chamber, Rotary Club, your broker, manager, or attorney.

The Next Circle Has 85 People.

My fourth circle contains clients that I would invite to a ‘Joe Day’. For me, these are the people who, in my business life, have crossed over into my personal life. I have a great deal of respect and admiration for who they are, even though I may only see them or talk to them quarterly and sometimes bi-annually. This group you connect with at least quarterly through common interest, like your kids, golf, tennis, or work.

In military terms, a battle unit is 10 to 12 soldiers, a platoon is 35 and a company is 120 to 150.

This is the magical maximum of your Top 150.

At By Referral Only, we have designed a specific system to guide you in strategically identifying your Concentric Referral Circle, and then communicate with them in a dynamic, effective way to all four levels to maximize your referral and repeat business opportunity.

Standing Room Only At The Chicago Main Event!

The Skehen Team                 Tom Cook #1 Canada    David Pickard Sue's boy!

A Letter From Nate After The Main Event

Joe,

I attended your recent Chicago Main Event.  I've never been in the real
Estate or Lending business.  In fact, I'm just getting started as a financial
advisor.

But one thing was completely clear to me from the conference.

It's not "the systems" you provide that make the Main Event so powerful, as
some were saying.  It's that those systems transform the consultants into
humans. 

With the Main Event's message and systems, we're humans again.  It's the
golden rule.

Nate Ahern

What Makes Me Different?

On Thursday May 11th, 250 BRO members gathered in San Ramon for a one-day training.

By now, you know the most effective way to learn is through modeling. What you’re looking at below is a picture of me modeling the 8th Step in 'The New 10 Step Ideal Presentation Consultation'.

Imagine this. I asked 250 brilliant agents and lenders to tell me what they thought made me different than all the other trainers out there. I wrote down most of their answers for you to see. I then showed them how to use this step in their business to create social proof, because social proof is one of the most powerful, influencing tools in the science of NLP.

Look What Others Are Saying About What Makes Me Different!

The Brilliant People Who Are Saying All These Wonderful Things!

Dear Joe,

You have really wowed me with Joe's Journal. Thank you so much. I am thrilled to get your writings directly from Joe's Journal. I feel that it is easier to take the actions to be referable after reading your teachings online in the journal, it really is coming from your heart and intellect and I am so inspired. I will read and study from the journal often.

I truly value your teachings, so I thought it only appropiate to acknowledge you for being so committed the the real estate industry and to each and everyone that is a member of your company. You are a very skilled teacher.

By the way, it was great to see you again at the San Ramon Remodel Day. I remember you asked what value you brought to us. I thought the members were very clear and honest as they were anxious to shout out to you what is meaningful to them about you (and you took a picture of the white board of all the comments). That was a very nice acknowledgement.

Have a Great Day!

Sincerely,
Elaine

What Is The 6th Step In The 10 Step Presentation?

You may or may not know, that I train my clients (right now, about 4,000 real estate agents and lenders are enrolled in our coaching program), to use my 10 Step Presentation Consultation.

The 6th Step is explaining to your client briefly, why you do what you do. Most of the members call this step their 'Core Belief Statement', because it's such a super powerful step to connect with people’s right brain.

(As you know, I masterfully teach you how to use NLP in all your communications. I am sure you are aware of that by now, if not, you are now.)

What is it like when you do something because you really believe in it?

Experience shows that people sooner or later, will do more business with people who believe in what they do. At least that's what I believe.

The sooner you learn how to communicate what you believe, the sooner you can start finding out just how much more influential you've become.

I am not going to tell you how many more referrals you will receive, because it's obvious you seek to become more referable everyday. What you may not know, is that it is imperative that you learn how to communicate why you do what you do, in a way that connects with your clients at the emotional level.

What's important to you is to clearly and passionately communicate what you believe is in the client’s best interest.

The focus is on what you believe is best for them.

So What Do You Believe?

I asked that question at a recent Community Remodel Day in Baltimore, Maryland.

What I got back was a well thought out, clearly communicated response from David Steinberg of Summit Funding. David has been an active member of By Referral Only for more than 10 years - imagine that!
It's OK to make a decision to write your own statement when you're done reading David’s.

As you sit here listening to David, you might do your best to craft your own statement of belief using the model David has provided us.

You may or may not want assistance. Either way, feel free to call By Referral Only and talk with one of my consultants about becoming a member today... 800-950-7325. Right now, let's look at David’s example.

*****

Magic Words That Get Referrals

I believe that the market offers more mortgage products than ever before.

I believe that even when clients are aware of various mortgage products, they are often unaware of the nature and magnitude of benefits that can be realized by creatively structuring mortgage financing.

I believe that one size does not fit all when it comes to mortgages.

I believe that even sophisticated clients require expert assistance to select the mortgage(s) that best fits their needs.

I believe that successful people are busier then ever before and therefore, require that the mortgage process be made as easy as humanly possible.

I believe that my clients deserve Personal Mortgage Banking Services.

*****

Thanks David for your nice contribution.

At our upcoming Main Event, I will be teaching you how to use the By Referral Only 10 Step Presentation Consultation, so make sure you're sitting in the front row, listening and learning.

Would You Let Me Teach You How To Write A Great Letter?

You might know someone who would like to get more new business.

Below is a letter I received from a new agent asking for advice on how to get started. He just returned from the Main Event and he wanted a great letter to send to his friends and family members.

I asked him what his plan was, he told me.

I didn't want to tell him that if he did what he was planning on doing he would be out of the business in one year, but I had to tell him the truth.

Maybe you will read my advice, maybe you won't, and I am curious what advice you would have given him.

Perhaps you will even share your comments with me - thanks!

His Letter To Me

Hi Joe,

Thanks for your inspiring wisdom and love for life.

The By Referral Only system is a small fraction of the knowledge that I have taken back to Milwaukee, WI.

Your personal stories and ability to eloquently and fluidly speak with a
strong but non-intimidating presence wows me!

Enough about you, we must concentrate on me now.  I need your help.

I just got my real estate license. I’m struggling to get started.

My broker has recommended that he send a letter to all my friends, family and contacts to let them know I’m now licensed to sell real estate.

I have over 250 names, addresses and phone numbers of people to whom he could send his letter. I feel 'funny' about his strategy.  Why does he have to introduce me to people I already know?

There must be a better way.

Last week at the Main Event in Chicago I heard you talk about how to focus on the skills that you have to offer clients instead of promoting yourself as just another real estate agent.

I loved your line, “The world does not need another agent.” In our town there is one agent for every 150 people.

If I tell you a little about my past profession, would you help me write a letter that I could then send out to my list of 250 people?

Obviously your time and expertise are extremely valuable and I promise that I will repay you by referring every agent and lender with whom I come in contact.

Joe, even if you don’t respond to my request, I will be a huge advocate for the Main Event. It was a life-changing experience.

Here is a little background on me. Thank you in advance for helping me.

In my past life, I was in pharmaceutical sales. I did that for 6 years. My strengths are my attention to detail, ability to communicate clearly, and my selling skills. I really know how to influence others effectively.

Joe, I know that is not a lot to work with, but I watched you several times during the Main Event help participants write letters, postcards and emails. From the little I have told you, what kind of letter would you send out?

Thanks for the life changing experience.

D.Y.
Milwaukee, Wisconsin

My Coaching

Dear D.Y.

You're surely welcome for the 'changing your life' thing.

I’m delighted to help.

Instinctively, you’re right on about your broker sending a letter to your list introducing you as a real estate agent.

Feel good, you decided well. Undoubtedly, it is one of the most ridiculous strategies used in the       real estate and mortgage business. Imagine receiving a letter from a person you don’t know telling you all about a person you already know!

Frankly, it makes no sense at all even though this practice has been used for years in our industry as one more of those 'just do something’ approaches to business.

You made a great decision to ask me to you write your letter. Luckily for you, I will now save you from that huge mistake. Remarkably, it is the type of mistake that could cost you thousands of future dollars and you would not even know how damaging it could be.

I am curious, let me ask you something. What is the purpose of sending a letter to your relationship base?

You might be asking, what do I mean by relationship base?

A relationship base is a list of names, addresses and phone numbers of people who like you, trust you and in many cases love you.

Are you communicating to the people who like you, trust you and love you in a way that says,  “ I like you, I trust you and I love you?”

It’s a good question, is it not?

Maybe you will commit right now that you will never have your broker write some generic letter that is sent out as a mass mailing to your most valuable asset – your relationship base.

Maybe you won't make that committment,if not, consider this.

Since we know there is already built in resistance towards sales professionals, you need to do everything you can to establish, build and maintain a high level of trust throughout your first communication to your relationship base.

What would it be like to feel confident telling your clients what skills you have to serve them.

Because you are a smart man, you know what people are saying when they read a letter from you.

As you sit there reading this letter I am writing to you, you're saying the same thing the people you send a leter too -- people are saying, you are saying  “What value will I get frome reading this letter?"

The reader of your letter is saying, “So what, you’re now in the real estate or mortgage business. What value does that add to my life?”

You must answer that question specifically, clearly, and quickly to establish, build and maintain trust while they read your letter.

Here is what you do.

Since you’re new to the business it means you did something before real estate. I don’t care what you did - you developed skills.

If you were a housewife, a mother, a painter, a mechanic, a postal worker, it does not matter. You have developed unique skills that can benefit the people in your relationship base.

Maybe you were a skilled listener, a compassionate teacher, a focused manager, a loving mother and persuasive insurance agent. List three specific skills you really developed.

Just thinking about this makes you now feel more self-assured, confident and purposeful.

When you are writing your letter of introduction, you choose to write with 'juice' that comes from your most authentic voice. Because you watched me help several agents do this at the Main Event, it tells me that you were smart enough to have three skills.

Let me write you a suggested letter that you can send out to your base of 250 people.

Remember when you write your letter that you are writing as if only one person is receiving it.
You are not sending it to a list of people. You are sending it to 250 people who like, trust and in many cases love you.

*****

Magic Words That Get Referrals

Dear (their first name),

Hello.

It feels good to write to you about the exciting things happening in my career.

After six productive years in the pharmaceutical business, I have made a decision to change industries so I could best serve you.

With you in mind, I consciously examined my unique skill sets and asked myself the question, “How can I use my God given talents to best serve?”

(First name) I have chosen the real estate industry and here are three
extremely important skills that I found in my inventory that will most surely benefit you.

1. Rely On Me To Pay Attention To Details
Definitely in the pharmaceutical industry I had to manage multiple projects and handle many different complex issues simultaneously while making sure every “i” was dotted and every “t” was crossed. 
You’ve heard the old saying, “The devil is in the details.” Luckily for you, I love to make sure that every issue is handled completely and thoroughly. This is certainly a critical skill for you to have representing you in all of your real estate transactions!

2. Feel Good About My Skills To Communicate
I know how to skillfully communicate with a variety of different levels of people. I confidently talk with doctors of many specialties -infectious disease, general surgeons, internal medicine – as well as pharmacists, nurses, and all types of different people in different scenarios and in different situations.
The ability to effectively communicate is absolutely one of the most critical skills you want anyone representing you to have finely honed. It is virtually impossible to succeed as your real estate consultant without this skill.

3. Be Confident That I Influence Others Positively
Rest assured that I have the ability to influence and persuade people.
Actually, you can feel good about how I help others make good decisions.
I am naturally a very good consultant. Frankly, you can trust that I will treat your money like it is my own.

(First Name) I choose to be your real estate consultant for life.

(First name), I looked at my 3 skills: my ability to organize, my ability to communicate, and my ability to influence. I bring my skills to you by being your real estate consultant. You will benefit tremendously when I serve you and meet your real estate needs by using these skills.

I believe the real estate industry does not need another real estate agent, but it does need somebody who is detail orientated, somebody who is a great communicator and somebody who is really strong at influencing others.

The next time you are in a conversation with a friend or family member who is in need of someone who is well organized, somebody who can really communicate in a powerful way and somebody who can get the job done while influencing and persuading people to achieve their outcome, call me!

I will be the person that you would want to recommend for advice on all your local and national real estate needs.  Enclosed is my new business card. I look forward to talking to you soon.

Very truly yours,

Your Real Estate Consultant for life

*****

I have an assignment for you – answer the following questions. What skills do you have that make you a vital contributor to the real estate or mortgage business?

What three skills do you possess that would benefit your friends and family members?

Once you have your three skills, use my template as a way to craft a letter to those people you have never communicated to before and explain why you got into this business.

Remind people of the skills you have that make you a more valuable consultant.

Most importantly, remind yourself of the skills you have that help others.

What would it be like to get personal coaching like this - call 800-950-7325

Don't Call Your Clients To Quickly!

Dear Real Estate or Mortgage Consultant,

When I'm in a situation like yours getting way too much screen time in and not enough client talking time, I just stop and say to yourself " It's time to talk to people about buying, selling and borrowing.”

I wonder whether you are aware of the huge amount of time wasted in front of your computer screen and not enough time talking to your clients?

One of my greatest fears right now, as you make the transition
to letting technology operate our businesses, is that you might get more screen time than client talk time, is that possible for you?

The fact that you’re reading this right now means your getting screen time!

Wait a minute…

I’m not telling you what to do, I’m just wondering out loud if you will start to look forward to talking to your prospect and clients on the phone every day.

I’m just wondering.

I don’t know whether you’ll start calling past clients, friends and family members daily.

Maybe you haven’t noticed the market slow down a bit in your area yet.

Maybe you will, maybe you won’t?

I won’t tell you to invest one hour a day talking to people you know, like and trust  because it goes without saying you will make so much more money when you do.

How would it feel if you actually did more business in this market this month then you did last month?

How quickly can you pick up the phone and call 3 people you have not talked to in 30 days and simply tell them you have time right now to serve them if they have any real estate or mortgage needs?

You may be thinking to your self right now, I could do that, I could call 3 people as soon as I am done reading Joes Journal.

Can you imagine just stopping right now and making 3 calls?

Go ahead, give it a try - do it now!

Of course I will be here for you tomorrow -  see you tomorrow!

- Joe Stumpf

My 3 Worst Mistakes!

I've probably made hundreds of mistakes during the 24 years as we built By Referral Only into a caring community of professional service people.

I’d like to share with you the three worst mistakes, the ones from which I've learned the most. Perhaps you'll learn from them, too, without having to suffer the same pain that I have.

1. Believing That Chaos Is Creative.

Early in my business development, I believed a highly visible business guru who held that "thriving on chaos" was exactly what was needed. My job description at one time was to "put out fires" and I was always living with chaos.

Today, I believe much differently. "Chaos is a killer in business because it inhibits thought, negates planning, ruptures relationships, drains energy, and destroys morale. Far from being purposeful, chaos takes the eye off goals and objectives."

2. Keeping Both Eyes Constantly On The Competition.

This is one of the great ironies of American business. Previously, I was obsessed with what my fellow speakers were doing. I discovered I was becoming a second-rate follower.

I learned about 15 years ago that just because the competition is doing it doesn't make it smart, effective, or correct. Following the competition like a shadow only indicates a lack of conviction and self-confidence.

3. Believing That The Quick Payoff Is Better Than Making An Investment.

By Referral Only is committed to long-term capital improvements, like our website and coaching services. For a long time, all I had to offer was tapes. At first, my primary interest was in making tape sales, with no investment in the future and no commitment to the customer.

in 1991 we shifted to long-term relationships and building a community of life-long learners, I have watched many tape salesmen come and go. Fortunately, business declines and recessions weed these companies out, but By Referral Only is now in its 24th year of business.

So, there are the top three mistakes that have helped me grow. I suspect you have made some mistakes as well. Perhaps you are making them right now. Reflect on these errors I have made and avoid them in your business.

Please share your thoughts and any new awareness you gain after you reflect on them.

Private Training

What would it be like to have me come to your company for a private training?

Here are some pictures I took during the break time at a private training for REMAX Execs and REMAX Palos Verde's.

Gina Blank and Sandra Sanders have invited me to come speak to their agents every May for the last 4 years.

We call it a mental spring cleaning.

Would you like to schedule a private training for your company?

Call Joseph Casey at 760-518-2563 he will give you all the details.

What Is A Joe Day?

Click, Listen and Learn

A few times a month I invite clients (friends) to my Cardiff By The Sea home.

We talk a little business, walk on the beach, eat well, hang out under the JoGlo and enjoy each other’s spirits.

Recently, Terry Moerler and Ray McCarthy from Thousand Oaks, California took the train down and spent a day and half with me. Terry and Ray have one of the most successful real estate businesses in the United States. 

What In The Bleep...          Members Since 1996        Long Long Walk... 

                                    

    Cardiff Home                 The Joglo.............................................

How To Tell People You Moved!

Brandon Owen approached me at the Florida Main Event for some advice on the best way to let his clients know he was changing offices. I quickly drew up a 3 step-marketing program, that included 3 postcards that were to be mailed 3 consecutive weeks in a row. Brandon put me on his mailing list. Brandon congratulations you executed it perfectly.

       Postcard #1                               Postcard #2                           Postcard #3
                                                                            

The Most Important Learned Skill

At the San Francisco Main Event, I was asked what one learned skill would improve a person’s referability most significantly.

I have given it a lot of thought.

My answer is the learned skill of listening.

In my experience, listening is the most powerful force I know for altering the basic personality structure of an individual.

After all, that is what therapy is – listening.

When I am with a client, if I can listen to what he is telling me, if I can understand how it seems to him, if I can hear his personal meaning, if I can feel with my heart the emotional flavor it has for him, then I am being a releasing force of change for him.

Wisdom is the reward you get for a lifetime of listening when you’d rather be talking. Aristotle

What is Joe's Journal.com?

Click, Listen and Learn

Hi I am Joe Stumpf, the Joe in JoesJournal.com.

This is one of my playgrounds.

Here I get to share, create, exchange, collaborate and teach whatever I want that will help you become more referable.

For over 25 years I have been writing my thoughts, concepts, insight and
awareness into my journals.

I have 2,783 pages of stuff, all kinds of stuff that I have observed in my
lifetime.

I have had unprecedented access to the most successful agents and lenders in all of North America.

I have observed and journalized exactly what they do, what they don't do, how they think, and how they out wit, out maneuver and out fox virtually everyone.

I have read over 1,000 books on personal development, business success,
spiritual awareness, health, nutrition, relationships, leadership and
management.

I have interviewed and met with hundreds of authors who are   
experts in a wide variety of disciplines. Everything I have experienced has
been captured in my journals.

From 2002 to 2004, I went through a painful martial breakup. In April of 2004, I took five days (the dark night of the soul) and read everything I had written in the prior 23 years.

It served as a significant piece in my healing process.

It reminded me that I have a rich and active -- sometimes overly active -- mind and  imagination. When I was doubting myself and my value to the world, my writings reminded me that I am a keen observer, a smart and thoughtful loving man who simply loves to teach everything he learns.

   In my prayers I asked for direction for my life and the answer came to me through the advice of my dear friend, Milton Merrill.

Milton told me to open my journals for the world to read. Have you ever had someone say the perfect words at the perfect time? Milton did that for me.

Milton said, Joe I have known you for 20 years and your life is filled with rich and powerful experience and profound learning that must be passed on.

During the past 24 months, I have invested hundreds of hours in personal
development workshops, therapy and self-reflection. I have emerged from
that experienced a much wiser, compassionate and generous man.

What you can expect from me are daily blogs that are excerpts from my past  journals, current thinking that is going into my everyday journals and my latest findings about building a referral business.

Please feel free to comment and participate with me in this creation.

Of course, pass this on to everyone you know who would find value in what I have to share.

Thank You and Enjoy!

What is By Referral Only?

Click, Listen and Learn

By Referral Only is a company that I founded back in 1993.

It has grown to be the largest company in North America that exclusively
coaches Real Estate and Mortgage consultants how to build a by referral only
business.

Our mission is to be the best in the business at teaching the principles,
providing the systems and modeling the behavior of referability.

Find out more by going to ByReferralOnly.com and click on Free Tools.

Go For It!