Joe's Journal

Three New Websites

Good Morning,

Did you know that there is a secret to memorizing the Consult, Negotiate, and Oversee Dialogues?

Do you know what the secret is?

The secret is "Picture Pegging".

Picture pegging is using visual images wrapped around your scripts.

It is much easier to show you than to tell you.

Here is what I did for you...

I have created three new Picture Pegs websites for you!

1. I Am Your Consultant

2. I Am Your Negotiator

3. I Am Your Overseer

Go ahead and visit each one of these new websites and listen to the audio files.

You will soon be on your way to memorizing the three most important dialogues in your business.

Enjoy

Joe

Situational Coaching EOS Postcard

Good Morning,

Do you have a business situation that may require some MAGIC WORDS COACHING?

Are you searching for a perfect dialogue for a specific situation?

Maybe you're struggling to find the right words at the right time with the right tone?

Here is my invitation.

Send me your specific situation that you need help with, and I will do my best to guide you in the right direction.

Of course I will post my answers right here at joesjournal.com.

Have a great day.

Joe

Question From Donn Mattusch:

The EOS, as good as they are, do not honestly represent my accomplishments. 

My coach and I have agreed that I should modify the EOS in keeping with my integrity. 

However, it becomes a  letter filled with  "I would have" or "I could have". 

Isn't that missing your whole point? 

Response:

Good question.

Your coach has given you stellar advice.

To start with the EOS is not about you.  It's all about the problem the person had
and how they solved their problem.

Here is an example of how to modifying the EOS to fit your situation.

*********

Dear Friends

Just a note to remind you of how I can help the people you care about.

A few weeks ago a couple met with their CPA.  After reviewing their
taxes they discovered they had to pay $5,690.  They were shocked, upset and
determined not to let that happen to them again.

Their CPA recommended that they consider buying a home so they could take
full advantage of the tax deduction for the interest on the mortgage
loan.

This young couple took the CPA's advice and decided to buy a
three-bedroom home on a nice lot in a great neighborhood.

The sales price was $450,000.  They decided to buy the home with no
money down and they got a 7-year interest only loan.  Their payment is
slightly more than what they were paying in rent and with the tax
advantages they will actually get money back on their taxes instead of
paying.

The next time you are in a conversation with a person who is renting and
they mention that they want to reduce their tax liability, please call
me and together we can talk about how you can introduce them to me.

Your Real Estate Consultant

Donn Mattusch

***********

Notice I don't say the word I or me until the very last sentence.

The magic in the EOS postcard is, it's all about them.

If you have a situation that you need dialogue or scripting let me know.

Joe

The Over Priced Listing

Good Morning,

Last week I was driving around my neighborhood. I spotted a For Sale sign that I know has been in front of this house at least 4 months.

My first thought was " I wonder what is wrong with the house since things in my neighborhood sell pretty fast."

Sure enough on Sunday on my way home from church I noticed that the agent was holding an open house.

I stopped in.

The first question I asked was, "how long as it been on the market?"

He said, "5 months."

I said, " what wrong with it?”

He said, "it is overpriced by $100,000."

I chuckled and I thought I wonder if the seller knows.

I imagine you care enough about your client to tell them the truth.

What I’m not sure about is weather you have a stronger desire to please others then you have a desire to tell the truth?

I ‘m not going to tell you that it is easy to please a seller by taking an over priced listing because you already know that, what I would like to suggest is that you use this simple Magic Words Dialogue the next time a seller suggest you list their home in a price range that is way to high.

Magic Words

Mr. and Mrs. Seller everyone has opinion about price.

The bank will have an opinion.
The appraiser will have an opinion.
The buyer has an opinion.
The other agents will have an opinion
You and I have an opinion of price.

Experience shows that if you choose to overprice your home and it sits on the market for more then 100 days what do you think potential buyers, agents, appraiser and the banks may think?

Of course, they are thinking something must be wrong with that home.

Mr. and Mrs. Seller I care enough about you to tell you the truth.

I don’t want anyone to think there is something wrong with your lovely home.

Lets but it on the market at a price that reflects the range that it is most likely going to sell in the next 60 days.

********

I wonder if anyone has had this conversation with my neighbor who's home did not sell over the weekend.

When will they be told the truth?

I think I’ll take a walk by the house tonight.

Joe

San Diego Reconnect Letter

It was my commitment to you and the 800 participants at that event to transcribe the Reconnect Letter you helped me compose, so here it is:

Dear Joe,

After two collective years of passionately teaching kindergarten and first grade children, I have made a choice on a new career.

In making the choice of what I wanted to do next, I thought about you and what skills I have that would best serve you. 

My two greatest skills are my ability to prepare thoroughly so I have the integrity to create boundaries and structures for people.  In working with children in these primary grades, the greatest I could give them would be consistency and predictability. 

My second greatest skill is my determination, persistence and that 'never quit' attitude.  This determination, I learned, is important to model for them.

So, while I was considering what career would be best with these two skills, I chose the real estate industry. 

Not that the real estate industry needs another real estate agent, because there are plenty of them; but what I have discovered is that there are not enough with the skills of integrity, preparation, boundary setting, guidance in modeling great behavior, plus persistence, and determination.

So the next time you, your family members, or your friends are going to buy or sell a home, or just need some advise or counsel, you now know you have a friend who is structured with integrity and guidelines and boundaries, and a lot of experience working in an environment where it requires a lot of determination and persistence. 

And that is the way that I would show up for you or, any of your family and friends that you introduce me to.

Thank you very much. I look forward to talking with you.

Eileen Loyola

A Simple Reframe Dialogue When A Seller Asks You To Cut Your Commission

Seller says, "We interviewed an agent who said they would charge me x%, would you cut your commission?"

"Mr. and Mrs. Seller, I’m curious did you say that agent will list it for x% or sell it for x%?"

"I'm not going to tell you that some people will tell you whatever you want to hear to get your listing because you already know that, however, I would like to suggest that you understand what happens when you decide to cut into the commission."

"Here, let me show you what happens when an agent cuts their commission."

Now show the seller a list of all the expired listings in the local market that were listed at a low commission. Explain how agents get paid and how they prefer to show homes they get paid a full commission on.

This is one of many ways to help your sellers understand the unintended consequences of their decision to ask you to cut your commission.

Situational Coaching

Mei Mei wanted some fresh dialogue when working with a Buyer who was hesitating when it came time to make an offer on a home they really liked.

She asked me what would I say in a situation like that.

Here is my situational coaching:

Magic Words

Mr. and Mrs. Buyer, I'm your consultant, and my responsibility is to ask you thoughtful questions so you can gain greater clarity and make easier choices.

As your consultant, experience tells me that when you choose to procrastinate, delay or hesitate  making a decision, it may be you have some level of uncertainty.

To help you gain greater clarity let me ask you four, simple questions:

1.    What will happen if you do buy this home?

2.    What will happen if you don’t buy this home?

3.    What won’t happen if you do buy this home?

4.    What won’t happen if you don’t buy this home?

These four, simple questions help your client get unstuck and move through their procrastination and hesitation, quickly and happily.

Ask each question independently.

Experience shows me that when you take the time to deeply understand your client from these four points of view, your client loosens up and makes better choices.

Give the four questions a try and let me know how they work for you.

Do you have a situation that you want some fresh dialogues for?

Email me and I will respond here at Joesjournal.com in a timely fashion.

Joe

Magic Words To Describe What A Mortgage Planner Is!

A person who helps their client successfully manage their home equity to increase liquidity, safety and rate of return and tax deductions.

Unlike the traditional loan officer, our role is to help our client integrate the loan that they select, into their over-all, long term and short term financial and investment plan, to help minimize taxes, improve cash flow and minimize interest expense.

Two Simple Ways To Use Magic Words To Build Rapport With Email

As you know, it's human nature for people to like people who are most like them.

If that is true, then here are two simple, yet effective, Magic Words Technologies to build rapport when you respond to emails.

#1 Use Matching Sensory Words. (See, Hear, Feel)

Here are some examples with rapport enhancing responses.

Example: Auditory Language (Hear)

Let's get together for coffee. I want to talk to you about making an offer on the Highland property.
Response: I’m looking forward to getting together to talk about your offer on the Highland property.

Example: Visual Language (See)

I saw a sign in front of a home on Highland Street and I would like to see the inside. When can you show me?
Response: Looking at my calendar right now, and it looks like tomorrow at 4pm would be the first time I could show you the home on Highland. How does that look for you?

Example: Kinesthetic Language (Feel)

Mary, it was great to connect with you today. Larry and I would love it if you lined up about 5 homes for us to check out today. How do you feel about that?

Response: I feel great about that. I’m so glad you stayed in touch. I'd be happy to meet with you and check out what's new on the market. Does 3pm on Tuesday feel right?

#2 Match Salutations and Levels of Formality

If you receive an email with 'Dear Mrs. Anderson,' address your reply in the same fashion.

If the writing is casual ('Hey'), adopt that tone.

The same goes for sign-offs.

If they've included professional information after their name, do the same with your reply, and arrange the information in a similar format.

So there you go -- two ways to use Magic Words to build rapport using e-mail.

Rejection

Here is a core belief that I have developed over the past 23 years coaching and training lenders.

If you know how to handle rejection skillfully, you are more likely to put yourself into a position to be rejected. If you do not have adequate skills to handle rejection, you will avoid situations in which you can be rejected.

So if that is true, one of the skills you want is the proper dialogue when you hear the words, “I don’t know anyone right now," or “If I hear of anyone, I will let you know” or “No, I don’t know anyone.”

You would say: "Thank you for thinking about it."

You say: "Would you be comfortable if I check back with you in a few months to see if anyone comes to mind?"

They say: "No that would be fine."

You say: "In the meantime, the next time you're in a conversation with a person who mentions that they want to refinance their home to lower their monthly payment, please don’t keep me a secret."

They say "You can count on me to do that."

How To Create Advocates

“If you want your clients to be an advocate for you, start by being an advocate for them.”  How do I do that?

Adults learn best by example, so the best way to model referral behavior is to help your clients access the high-quality, reliable services they need during their process with you.

A lot of needs arise during the moving process – moving boxes, a new automatic garage door opener, carpet cleaners, lawn care service, and pool service. 

In fact, research shows that 70% of the money people spend on improvements is within the first 90 days of moving.  The best time to refer people with these services to your client is when their need is highest.  If you can be in a position to say, “I have the person for you, don’t worry,” it’s a win for you and big relief for your clients.

And it’s a win-win all the way around, because your client receives great service, you get to model referral behavior to your client and your Team 100 member, and your Team 100 partner is getting better business. 
In short, if you want referrals – refer!

What To Say When Your Client Says....

When someone says, “I’m telling people about you, but they’re just not calling,” it’s often difficult to know how to respond. 

The key is to identify these types of situations in advance and have your response ready. 

In this case the appropriate response is, “Thank you!  I really appreciate your being an advocate for me.”  Acknowledge what people do for you. 

Then have the following dialogue:

You:  May I ask who you’re telling about me?
Client:  My sister.  I told her all about you.

You:  That was so nice of you.  Now, I haven’t heard from your sister, but you know her and I don’t.  If I was going to follow up with her, what would be the best way for me to do that?
Client:  Why don’t you call her on the phone?

You:  Do you want me to call her now or do you want to call her first?
Client:  Let me call her today and you can call her tomorrow at this number.
Instead of feeling bad, you just turned this into a referral moment! 

Anytime you get a question or a situation that you don’t have a response to, write it down and come onto The Art of Asking TeleClass.
 
Click Here :Find Out About the Upcoming Tele Trainings Watch This  Video Now

Lenders How To Handle An Incomming Call System

Good Morning,

Learning how to build a system to handle incoming calls is one of the areas of greatest leverage. Here is a scrip that was constructed with the help of Tane Cabe.

It is best to have it printed, lamented and next to the phone so when a call comes in you never leave to discretion anything at the operating level of your business.

Magic Words

INITIAL CALL TRACK

Possible Initial Response/Questions 
A. What’s your Rate?
B. I got a flier in the mail and …
C:  I was wondering if it would be worth it to refinance?
D:  I am a physician, dentist, attorney and was wondering about your loans?
E.    I was looking at getting a equity line of credit

Follow Up Questions to above Responses: 
A:  Oh, great question, get a piece of paper so that you can write down everything I am going to give you.
B:  Oh Great! What type of flier did you get?
C:  Oh Great! How did you hear about us?
D:  (enter info into lending group) Great, how did you hear about us?

Get The  Entire Script Click Here

Reconnect Letter From Vegas Main Event.

Good Morning,

You might remember BlakeBlake Boulter from Coldwell Banker Premier Realty.

On day three of the event I dictated a letter to him and he agreed to transcribe and send to me so I could publish here.

Blake kept his word.

Thank you Blake for your integrity.

Enjoy the letter.

Dear Joe,

For the last seven years I have been working in the telecommunications industry developing my skills.

I have mastered three key competencies.

#1. Leadership.

During my 7 years I have finely tuned my leadership expertise. Did you know that I have been leading a team of 23 people day in and day out guiding, inspiring and training?

I have discovered how to effectively get massive amounts of high quality work complete through delegation and motivation.

#2 Problem Solving.

I have mastered the ability to solve complex problems in the ever-changing world. In business and life there are always new problems and different ways to find solutions to complex situations. I like to say I have not met a problem that I cannot solve.

#3 Technology "Geek".

I love my ability to use technology to its fullest. I have learned to   really leverage the Internet, leverage blogging, pod casting, and emailing.

The reason I share this with you is when I was thinking about making a career change I was thinking about you!

I asked myself what vocation would be ideal for me so I could use my skills to the fullest to serve you?

I Choose A Real Estate Career As My Vocation!

Now I know that the real estate industry does not need another real estate agent there’s plenty of them.

But what it does need is somebody who is a strong leader, a great problem solver and somebody who is really masterful at technology.

So I choose to bring those three skills to you as your Real Estate Consultant for Life.

When you have a friend or a family member who is going to buy or selling a home in the near future and they really want a great leader, a great problem solver and somebody who really understands technology please feel free to give me a call I would be glad to see if I could help them out.

Have a wonderful day.

Blake

How Does Your Client Benefit When They Refer You?

Good Morning,

Did you know that your client has several great benefits to introducing you to the people they care about?

Here are more of my Magic Words from my library of scripts that will help you plant a referral seed with your current client during your initial consultation.

Remember when your learning a new dialouge like this you must use it at least a dozen times before you judge it's effectiveness.

With that thought in mind use this script a dozen times then let me know your results.

Magic Words

( Clients Name) there is another benefit to you, for introducing me to your family, friends and neighbors  during your transaction that you may or may not have thought of.

(Name), I’m not going to tell you that the most time-consuming part of my work is finding new clients because you probably already know that.

What I would like to suggest is that, the good thing about referring me to your friends, family, and neighbors during the transaction is it will allow me to invest more of my time, my energy, and my resources (getting your home sold/finding your dream home/getting your loan closed) and not taking time away from you out looking for new clients.

Have a great day.

Joe

PS.
I will be in Las Vegas this week at the Main Event.

As of this morning  918 people are enrolled. Of course I will have my video camera so that means you will be getting some great movie clips over the next week.

What happens in Vegas no longer stays in Vegas - you now see it at Joes Journal.

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!

Magic Words For Planting A Referral Seed During The Initial Consultation

Here is another great dialouge using my Magic Words Technology that plant a powerful referral seed.

This dialouge is best used during your initial consultation

********
Magic Words That Get Referrals

There is another benefit to you (name) for referring me during your transaction that you may or not have thought of.

(Name) I'm not going to tell you that the most time consuming part of my work is finding new clients because you probably already know that.

(Name) a good things about introducing me to your friends, family and neighbors during the transaction is, it will allow me to invest more of my time, my energy and my resources getting your home sold, finding your dream home or getting your loan closed and not out looking for new clients.

*********

Go out and try it several times the agents and lender who have tested it for me have all reported  remarkable results.

Joe

Mastering My Dialogues

My Demonstration Of The Consult, Negotiate and Oversee The Transactional Details Script

You Will Find The Scripts In Your Main Event Workbook.

   

Magic Words For Negotiating

Good Morning,

I imagine it would help you considerably, if you had a great script to describe your philosophy for negotiating, would it not?

You may or may not find the script below helpful, but I would like to suggest that you read it several times before you try it with your next client.

Read the scripts out loud several times, eventually, you will memorize these words and you will be more confident and more self-assured.

A Philosophy That You Can Organize Your Negotiating Skills Around

1. Mr. and Mrs. Client, I wouldn’t advise you to make any contractual commitments until you feel comfortable that the terms of the agreements will satisfy everything that is important to you.

2. In the days and weeks ahead, you will begin to notice my style of negotiating is to help you divide your objectives into three categories -- "need," "want" and "would be nice."

First, your "needs"; the "needs" are what you must get out of the negotiation – they are non–negotiable.

Second, your "wants"; the "wants" can be conceded on (but not without getting something in return).

Third, your "would be nice"; the "would be nice" items can be more readily used as bargaining chips.

Remember, that the other side does not need to know that you're willing to part with the "would be nice" items.

When I’m developing these three-category lists, I keep the following in mind: the economic impact on each party, the markets' supply and demand, past precedent and standard practices in the real estate and mortgage industry, your time constraints, legal implications, and your long- and short-term advantages.

3. As you hand the book to your clients say, "Maybe you’ll find value from this book."

It represents my philosophy and methodology that I use while negotiating for you.

As your negotiator, I imagine you want me to have a clearly defined process for helping you get what you need, want and wish, do you not?

Give them a copy of the book you believe best represents the method in which you negotiate.

You may choose to write your own report or book about your method of negotiating.

Mark up the books with Post It notes and your personal thoughts written in the columns of the pages.

'Getting to Yes' is my favorite book on the negotiating.

It's important you find a philosophy that you can organize your negotiating skills around.

Pros Ask Mindful Question

When you ask profound questions you get profound answers.

When you ask shallow questions you get shallow answers.

When you ask no questions you get no answers.

Without profound thought-provoking mindful questions you and your clients make poor decisions.

So what do pros do that amateur don’t?

The answer is, the pro asks a mindful question in between stimulus and response.

When a pro is in the midst of an opportunity they pause and they have a process called asking mindful questions before they make a decision.

The amateur when stimulated responds without the process of asking mindful questions.

For example:  When an expired listing client says, this is just not a good time to sell my home because of the current market conditions, a the amateur say’s.." sure it is , I can get your home sold."

The pro asks a mindful question.

For example:  When an expired listing client says, This is just not a good time to sell my home because of the current market conditions, a skilled consultant would make a deep inquiry into that statement like this:

Mr. and Mrs. Client, you sound very certain that the market conditions are not right to sell your home.  May I ask what is your source for that data and how reliable has that source been for you in the past?

From here the consultant would truly search to see if the decision the client made is founded in solid, factual data that best serves his interest. 

Asking a provocative mindful question that will cause an immediate sense of dissonance would sound like this:

If I could show you that people just like you are selling their homes in this marketplace, would that mean I’m lying to you?

Here are several mindful questions you might ask a person who’s listing thinking about listing their property.

1.    What do you suppose will happen if you choose not to sell your home now?

2.    If you do put your home back on the market with the same agent, what do you suppose will be the result of that choice?

3.    Because marketing, conditions and price positioning are the three reasons a homes sells or does not sell, what do you imagine you will do differently when you re-list your home?

4.    Imagine if you could create the perfect scenario – what would it look like, sound like and feel like for you?

5.    How can you use what you have learned in the last six months to improve the chances of selling your home the next time you re-list?

6.    Given what you have learned, what is the most obvious change you would make first, the next time you re-list your home?

7.    As you think about who you will re-list your home with, what are some things that will be important to you in your next relationship with an agent?

8.    How do you know the characteristics you’re looking for in an agent are the right ones to achieve your goals?

Do like all the pros do carry these mindful questions with you on your next appointment.

Joe

Coaching For Handling An Incoming Call From A Referred Client Using Magic Words

Good Morning,

A few years ago I did a seminar where we would make live calls to offices to see how well they would handle incoming calls.

If you ever want a good laugh call your competitor and act like you’re a prospect looking for loan information if you want to cry call your own office.

Take a look at how I script an incoming call using my magic words language pattern, and compare it to your current approach and see which method produces the best results for you.

Let me caution you before you read this, that is different then what your doing now, so before you judge it’s effectiveness be like my flower lady and try it ten times.

The script that I’m going to give you is an exact transcript form a live call I recorded during an in-house training program I did in a few months ago for a large mortgage company in San Diego.

The words that are initialized are magic words.
******
Caller: “Hi, I would like to get information on the loan.”

Consultant: “My name is Joe Stumpf and I’m curious do you have a piece a piece a paper and pencil.

Caller: Yes.

Consultant: I’m not going to tell you to write down everything I share with you because I know you know that what I would like to suggest is, on the top of the page, in large letters write my name J-O-E  S-T-U-M-P-F and below please jot down my the number you just dialed 8-0-0-9-5-7-3-2-5,

What is your name please?

Caller: Bob

Consultant: Thank you, Bob.

Consultant: Experience tells me that I don’t know if I can’t help you or not until I can ask you a few questions, listen actively to your answers and if I’m not the right consultant to help you I can let you now immediately, does that make sense to you Bob?

Caller: Yes.

Consultant: Bob, you may or may not know that most people I help get loans are referred to me by friends, family members and people in the neighborhood could you tell me who referred you to me?

Caller: John Jackson.

Consultant: That was nice of John.
Isn’t nice to know you have a friend that cares enough about you to refer someone they trust?

Caller: It sure is.

Consultant: I’m curious what did John tell you about my service and how I helped him?

Caller: He told me you did a great job getting his loan closed even though he had a few problems with his credit history.

Consultant: So what I heard you say is, “He told me you did a great job getting his loan closed even though he had a few problems with his credit history”, is that correct.

Caller: Yes.

Consultant: Is that important to you?

Caller: Yes very important, because I might have a few challenges with my credit.

Consultant: I’m curious; do you trust your friend John?

Caller; Yes.

Consultant: Bob, I’m not going to tell you that the advice I’m going to give you is accurate and the best advice you can get, because John has probably already told you that, but I would like to suggest that we do the same thing John did, which is I would like to invite you to come into the office like john did, for a mortgage planning session, what day would be best for you to come in Tuesday at 2pm or Wednesday at 3pm.

Caller: Wednesday would work best for me.

Coaching The Flower Lady

I was having diner with a friend of mine at a nice downtown San Diego restaurant, when lady-selling flowers walked up to us and said, ”do you want to buy a flower for your lady?”

I would call that a “hard question”, it cause me to make a hard quick decision.

So I looked at the young lady and said, “are you open for some coaching” She enthusiastically said, “ Yes tell me”

I said, "I’m not going to tell you that your approach to selling flowers could be greatly improved because you already know that, what I would like to suggest is that you change your opening statement using my Magic Words Technology".

She smiled and said,” What is Magic Words Technology?”

I explained to her that her greatest opportunity to improve her ratio of flower sales is to use words that caused people to be five times more interested in what she is saying” I asked her out of ten people she approached now how many would actually buy flowers?

She said 1 maybe 2.

I said, " I’m curious, can you imagine what would it would feel like if you had the exact words that caused 4 or 5 people out of 10 to buy flowers from you.” She said, "that would be incredible"!

I asked, "I’m wondering, what’s important about improving your flower sales by 100% to you?”

She said, “I could go home earlier and take care of my daughter.” I said, “ I won’t tell you that you will feel better when your home with your daughter instead of out here pumping flowers because you already know that, but I will tell you that until you change your approach you won’t be home with your daughter.”

She said, “ What should I say?”

I felt the shift from me giving her advice to her asking me for help. This is a critical step if you want to influence people.

So I suggested that she use the following Magic Words when she approached a man to buy flowers for her his lady.

I was wondering, if you can imagine how happy you would feel by giving a beautiful flower to your lady?

The flower lady went into a trance. She said, “Say that again.” So I took my pen out and wrote her script on the napkin.

I was wondering, if you can imagine how happy you would feel by giving a beautiful flower to your lady?

I asked her to role-play it with me a few times to get the right tone and cadence.

She was really a terrific student.

We practiced it a half dozen times then I said, "It's show time, go get'em".

My friend and I watched with amazement as she sold 7 out of 11 tables flowers.

She came back to our table beaming with joy, she looked me right in the eyes and said, “ I’m going home."

It was a magic moment because one more time I realized that the right words, at the right time deliver with the right intention are magical.

Now the ironic thing was in the next hour three more flower sellers approached us with the statement “do you want to buy a flower?”

We chuckled and choose not to do any more coaching that night.

The Ultimate Question

Good Morning,

How likely is it that you would recommend us to a friend or colleague?

                           Low  0   1   2   3   4   5   6   7   8   9   10  High

Is it possible that this single question has the power to guide and direct all of your business decision?

Imagine asking this question to your client at several strategic times in the relationships to determine if your client is a promoter of your service or a detractor.

Fred Reichhels has proposed a powerful and simple matrix to determine if your company has more promoters of your service or more detractors of your service. I am going to his seminar in New York in January to study more of his methods and will share more with you as I learn.

I'm curious, on a scale of 1 low and 10 high how likely is it that you would recommend By Referral Only to a friend or colleague?

What is a mindful question?

A mindful question is designed to reveal and share information that is not already known.  When neither the consultant nor the client knows the answer, they share a sincere collaborative effort in searching for a solution or answer.

However, if a consultant asks a question when the answer is already known, the client starts to wonder, “What the consultant is fishing for?” or, “What are they trying to sell me?”

Mindful questions, open the opportunity for the mind to be sold on a new thought, different than original view or belief.

Careful and intentional questioning is one of the most powerful tools a skillful consultant possesses. 

The theory of cognitive dissonance states that contradicting cognitions serve as a driving force that compels the mind to acquire or invent new thoughts or beliefs, or to modify existing beliefs, so as to reduce the amount of dissonance (conflict) between cognitions.

What is the purpose of asking a mindful question?

The purpose of a mindful question is to present an alternative view that challenges an existing belief.  This creates “conflict” or dissonance in the mind of the person being asked the question.   They are now forced to find a way to reduce the conflict or the tension in their mind by seeking additional information or modifying their beliefs. 

Effective consultants create dissonance in two ways:
(1) By raising uncertainty or discrepancy in the content, or
(2) By pressing clients to raise such points as they try to understand what is being
      presented.

For example:  When an expired listing client says, This is just not a good time to sell my home because of the current market conditions, a skilled consultant would make a deep inquiry into that statement like this:

Mr. and Mrs. Client, you sound very certain that the market conditions are not right to sell your home.  May I ask what is your source for that data and how reliable has that source been for you in the past?

From here the consultant would truly search to see if the decision the client made is founded in solid, factual data that best serves his interest.  Asking a provocative question that will cause an immediate sense of dissonance would sound like this:

If I could show you that people just like you are selling their homes in this marketplace, would that mean I’m lying to you?

Here are several mindful questions you might ask a person who’s listing has expired.

1.    What do you suppose will happen if you choose not to sell your home now?

2.    If you do put your home back on the market with the same agent, what do you suppose will be the result of that choice?

3.    Because marketing, conditions and price positioning are the three reasons a homes sells or does not sell, what do you imagine you will do differently when you re-list your home?

4.    Imagine if you could create the perfect scenario – what would it look like, sound like and feel like for you?

5.    How can you use what you have learned in the last six months to improve the chances of selling your home the next time you re-list?

6.    Given what you have learned, what is the most obvious change you would make first, the next time you re-list your home?

7.    As you think about who you will re-list your home with, what are some things that will be important to you in your next relationship with an agent?

8.    How do you know the characteristics you’re looking for in an agent are the right ones to achieve your goals?

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.

I would like to suggest that....

I was wondering, how much happiness can you stand?

Imagine how happy you'll feel when you prove to yourself that you can master my Magic Words Technology.

The fact is experience shows, that agents and lenders who learn the By Referral Only Initial Consultation, become extremely influential which means they make more money and generate more referrals.

At this weeks’ Main Event in Tampa, Florida, one of my longtime By Referral Only members suggested that I share the Magic Words Language Patterns on joesjournal.com.

I was curious, so I asked her, “If I am willing to share my secret Magic Words Language Patterns, would it be helpful to give her examples for both real estate agents and lenders?”

She smiled from ear to ear, and said, "Joe, if you could give real life, day-to-day examples of specific language patterns for both agents and lenders, then I would be willing to refer joesjournal.com to everyone in my MLS."

So, on the plane ride from Tampa to Dallas, (I'm writing this in the Dallas airport right now), I decided that I would begin a weekly communication to you called ‘Magic Words Language Patterns.’

And guess what?

I will include plenty of examples so you can use these powerful patterns in your day-to-day conversations, so you can make the people you talk to, five times more interested in what you say.

All I ask you to do in return for me, is refer at least 10 agents or lenders that you care about to joesjournal.com within the next 48 hours.

Would you please do that for me in exchange for my Magic Words Technology?

Let me know if you’re willing to do it!

Joe

MWLP #1

“I would like to suggest that…”

When you use the statement ‘I would like to suggest that’, you soften your request and make it easier for your listener to hear your suggestion.

You may notice how much easier it is to receive the suggestion because I inserted the words ‘I would like to suggest that’ prior to your actual suggestions.

Maybe you will notice how you feel when you compare the two examples.

Example #1 With Magic Words:

“I would like to suggest that you take a moment and imagine living in your new home.”

Example #2 Without Magic Words:

“Take a moment and imagine living in your new home.”

You may notice a certain feeling as you become determined to learn this first language pattern.

I would like to suggest that you read the following examples, and as you read them, consider when and how you can embed these suggestions into your consulting, negotiating and overseeing the transactional detail roles.

Examples of when to use ‘I would like to suggest that…’ pattern:

On an incoming call from a potential prospect --

“Hi, I would like to get information on the loan or home.”

“My name is Joe Stumpf and I would like to suggest that you get a piece a paper and pencil so you can write down everything that I will give you during our conversation.”

When you are giving your client your best advice --

“Mr. and Mrs. Jones, based on your 5,6 and 7, I would like to suggest that you position your home for sale in the price range between $235,000 and $245,000 for the next 30 days.

And because of the current economic conditions, I would like to suggest that you and I meet every thirty days at my office and re-evaluate our position in the market and make the needed adjustments based on the market feedback.”

Those are two terrific examples of how and when to use the language pattern ‘I would like to suggest that…’.

I would like to suggest that you think of several others and the next time you are about to give advice, soften it with this simple, yet effective Magic Words Language Pattern.

I would like to suggest that you imagine having a great rest of the day!

Joe

330 Members Join Tele-Training Class On Nov. 1st

Good Morning,

Yesterday, over 330 By Referral Only members joined me on a Tele-Training. For those members who missed the call visit  JOES TRAINING NOTES.

We will be sending our By Referral Only Members an audio file of the call to their email address -- another great reason to become part of By Referral Only.

Joe

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

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

Magic Words For Client Objections

Reframing Is About Shifting Quickly Your Point of View

I was in the grocery store and I was watching a child scream at the top of his lungs…then I watched the mother pick up the little child and hold him close to her chest allowing him to scream, not asking him to stop, just holding him, and she said, “David, I love you.

Everything is ok.

I love you…” and slowly little David began to calm down .

I was quite impressed with what I saw, so I followed them around the store for a while. I noticed that each time the mother would walk away from the cart, the little boy would get upset…and she repeated the ritual 3 times and each time David calmed down.

I admittedly was a bit aggravated by this child screaming.

Now I was curious, so I walked over to the mother and said, “I couldn't’t help noticing that every time you walk away, your son gets upset and you come back and hold him.”

She smiled and said, “I’m not his mother,
I’m his aunt and his mother is in the hospital and I can only imagine how much he must misses her, so I just have to keep telling him he is loved.”

Instantly, I had more space for David to cry , I understood why she did what she did – my point of view was instantly reframed.

A New Frame For Client Objections

So, with new some new magic words, you will now welcome client objections.

Actually, once you fully assimilate these scripts, you will look forward to the day when your client says, “It’s not the right time to buy or sell a home or will you cut your commission?”

You actually might even hear it as a cry for love.

Here are some new magic words to get you from where you are to where you want to be. Study these examples and keep you eyes open for a new telecasts I'm creating to help you master these powerful language patterns.

"This is not the right time to buy a home or sell a home or we want to wait until prices or rates drop"

1. Well, in a way it’s more accurate to say that only the people who are clearly focused on what is important about buy or selling should be buying or selling a home in today’s market.

So may I ask you what is important about buying a home to you?

Now go 7 levels deep if you’ve got the skills and the courage to do so.

2. Who specifically gave you that information? Because it could be true for some people and for those whom specifically have a goal like your 5, 6 and 7 this is the perfect time to go for it.

3. It may be true and every coin has two sides to it .

For example: In the price range of $250,000, prices have dropped about 10% and in the $400,000 range they have dropped 10%. So now, when you sell your $250,000 home you get $25,000 less and when you buy the $400,000 house you pay $40,000 less, so that is a net gain of $15,000.

4. Wow, you sound so confident!  Did you actually try to sell your home in the last 60 days to arrive at that conclusion as if it was a fact, or are you repeating something you heard from the TV, newspaper or a neighbor?

5.. Well, if you really want to know who should not be selling their home, it’s the people who are either not serious about moving or the ones that owe more on it then it’s worth.

5. The prices certainly seem to cost too much now, but I wonder if by putting off the purchase now and seeing prices go up next year and the year after, until it gets so high that you’ll never have the opportunity that you have now, I wonder how you will feel about missed opportunities your fear of price has caused you?

"Will you cut your commission or reduce your fees?"

1. That is a good question and before I could make that big of a decision, I would have to ask you a few thought-provoking questions, listen intently to your answers and only after I clearly know what is important about buying, selling or borrowing to you, could I then better suggest how you can compensate me for my consulting, negotiating and organizing of the details.

2.The question you’re asking me reveals a lot about what you may or may not know about this current market place. What you really should be asking is what bonus can we be offering to get the local agents more interested in showing their best clients your home so we can make darn certain your dreams come true.

A New Idea For EOS and Expired Listings

Good Evening.

I was thinking about you.

Tell me if you like this idea.

Imagine sending an Evidence of Success Postcard to your relationship base talking about expired listings.

Would that be a timely communication in your market?

If so, I wrote one for you.

Make the adjustments needed, get it printed and get it mailed out.

Magic Words That Get Referrals

Dear Friends

Just a quick note to let you know how I can help the people you care about most, who need the best strategic real estate or mortgage advice.

Perhaps you may have noticed more homes for sale in your area now than last year.

What you may not know, is that many of these homes will not be sold because they simply are not positioned properly for today's market.

When you have a friend, family member or neighbor that has attempted to sell their home and have not been able to achieve that goal with their current agent, perhaps I could give them the advice they need.

So, the next time you are in a conversation with a friend, neighbor or family member and they mention that their listing has expired, please don’t keep me a secret -- give them my name and number and ask them to call me.

My purpose is to make sure the people you care about get the strategic advice they must have in today's market place.

Respectfully,
Joe Stumpf

PS. Do you have a friend, family member or neighbor whose listing has expired and they would like to have strategic advice on how to reposition their home to sell in this market? Please call me immediately at 760-987-0989.

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.

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!"

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.

Don Here Are Your Magic Words

Greetings Joe (and Irma as well)…

Joe, first off, I want to tell you that I thoroughly enjoyed the Main Event in Las Vegas.  What perfect timing for me as a new agent to have attended such a wonderful seminar.  I have no doubt that, if I put… wait, let me rephrase that… when I put the By Referral Only systems in place, my business will take off and I will meet or exceed my goals and expectations.  So, my sincere thanks to you and the entire By Referral Only staff… everyone was absolutely wonderful.

If you recall from the Las Vegas Main Event, on Friday you were discussing reconnecting with your sphere of influence.  You had asked if anyone, especially new agents, might need help with their letter and strategy.  Well, no one raised their hand… that is, except me!  Right there in front of everyone, you composed my specific letter… and they recorded it for me.  You had asked me to transcribe the letter from the CD and then send it to you.  I Cc’d my coach, Irma, so she would know everything that is going on in my business development. 

To that end, please find a Word doc with the letter that you composed.  I did not tweak it or change it, except for just a few words.  I will need to take that letter now and draft it with an opening and a closing… your composed portion will be the body of the letter.  Please let me know if you have any suggestions regarding the opening and/or closing.  Thanks again for all of your help.  I can’t wait to get the letter out in the mail.  My goal is to have my sphere database built by Wednesday of this week… and the letters out the door no later than Friday… hopefully sooner.

Take care for now.  I will see you at the Strategic Forum in San Diego… already registered and I have my flights and hotel all reserved.  Also, I intend to attend the Main Event here in Tampa in November as a follow-up to the Vegas event.

Sincere regards,

Don Haertel

Don Here Are My Magic Words For You!

Dear ___________

As you may or may not know, for the past fifteen years I have been in the profession of scientific sales.

I have loved the profession. 

Recently, I made a decision to change careers and I wasn’t sure exactly what career would best serve the people that I care about and love the most. 

So I thought about my skills.

Here are my top three skills.
1.    Problem solving.
2.    Listening.
3.    Following-up.

I thought, what industry could I bring these same skills to, that would be the most service to you. 

After a long consideration, I decided that I would get into the real estate industry because helping people buy and sell homes is really all about solving problems.

My ability to ask great questions, look deeply into problems, and handle all of the turbulence during difficult times, makes me perfectly suited to help people who have a real estate problem to be solved. 

My listening ability, which is asking great questions then crafting great strategic plans based on what I heard, is another one of my excellent skills.

I would like to offer you that skill when it’s time for you to buy or sell a home or any of your family, friends or colleagues that would welcome a really good listener.

My ability to consistently follow-up is a skill people need more then ever, because we live in a time where many people make lots of promises but fail to truly follow-up completely.

My skill is to actually put a system in place and do what I say I’m going to do.

So when it is time for you to buy or sell a home, or if you have someone you know and trust that would like to sell or buy a home and then need someone who is a great problem solver, a great listener and someone that will follow through, please feel free to give me a call.

Don

Isn't Nice To Know....

When a person gives you a compliment, instead of deflecting it, build on it. So when a client says, “Joe, I appreciate all that you’ve done,” you pause and say, “Bob, isn’t it nice to know you now have a friend in the real estate business that you can be comfortable referring the people you care most about to?”

Magic Words That Get Referrals

Isn’t it nice to know that you now have a friend in the (describe what you do) that you are now comfortable referring the people you care most about to?

Isn’t it nice to know that you now have a friend in the real estate business that you are comfortable referring the people you care most about to?

Isn’t it nice to know that you now have a friend in the mortgage business that you are comfortable referring the people you care most about to?

Isn't nice to know that you now have a coach in the real estate and lending business that you are comfortable referring the people you care most about to?

That would be me!

Joe

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.

More Magic Words That Get Referrals

You may or may not know this, but right now I’m completely immersed in writing for you a splendid new book titled "Magic Words That Get Referrals"  - Words you already know, words you use everyday!

It's one of my most exciting creations.

It's a complete compilation of my 23 years of referral dialogue writing. Most of what is in the book has never been released to the general public; quite frankly, I have only shared it with my most private coaching clients.

The agents and lenders who I have taught my most advanced language skills are some of the most productive and profitable in North America.

Soon, you will finally have complete access to this precious source of my best referral generating dialogues in print.

As you soon will see, I have organized them for you in as easy to use, easy to access, fun to learn and most importantly, extremely powerful way, so you immediately start getting the quality referrals you deserve.

Here is a one little example of a great referral dialogue.

Magic Words That Get Referrals
Words You Already Know and Use Everyday


The Sooner or Later Dialogue.

Sooner or later (insert first name), you will see a person who is just like you and they will want to (describe specifically the type of person you want them to refer to you) just like you have. Would you please pass this on to them when you do, would you ask them to call and listen to the free, recorded message?

This dialogue uses 4 different parts. Let me explain each one.


Part 1.  Sooner or later.

Because ‘sooner or later’ is such an ambiguous statement, it means it is very difficult to deny.

Think about it, when I say ‘sooner or later’, it softens your request before you ask for what you want. It takes all the pressure off of now.

Imagine saying, “You will see a person who is just like you and they will want to…” you can feel the pressure, can’t you?

Insert the words ‘sooner or later’ and now you notice the pressure valve released.

Notice, people who are reading this right now, will sooner or later discover, that the more they practice using these magic words, the faster they will be falling off the tip of their tongue naturally and gracefully.

Experience has taught me that when you ask for anything, it is easier for a person to give it to you when you soften your request with the right words and right tone, don't you agree?

When you put the words ‘sooner or later’ in front of your request, it’s like using a velvet hammer, not the sledgehammer; it simply softens the blow.


Part 2.  (Their name) you will see a person who is just like you…

I have heard it said that your name is the most important word in the English language, but have you ever heard that the second most important word is ‘you’?

More likely you have.

You got it, didn’t you?

So when you say…. Sooner or later Joe, you will see a person who is just like you….
You now have committed listening.


Part 3.  Describe specifically whom you would like them to refer to you.

Be specific. If you want to hit your target, you’ve got to aim for the bulls eye. So decide in advance what specifically do you want them to refer you to?

It is not good enough to say, “So do you know anyone who you can refer to me?”

Just try this.

Close your eyes and get a picture in your mind of a referral.

You can’t.

Try this. Get a picture in your mind of a person you know that is renting right now, paying $2,500 to $3,000 a month in rent.

If you know anyone that is doing that, his or her picture comes to mind.

The point is, the mind needs specific details to find what you want.

Let’s look at three examples.


Sooner or later, you will see a person who is just like you and they will want to buy a home just like you have. Would you please pass this on to them, and when you do, would you ask them to call and listen to the free, recorded message?

Sooner or later, you will see a person who is just like you and they will want to refinance their loan just like you have. Would you please pass this on to them and when you do, would you ask them to call and listen to the free, recorded message?


Sooner or later, you will talk to a person who is just like you and they will want to sell their home just like you have. Would you please pass this on to them and when you do, would you ask them to call and listen to the free, recorded message?


Part 4.  Give them your referral business card with your free, recorded message.

For years I have been teaching that it is easier for a person to call a free, recorded message to listen to, to get what they want, than it is to call directly to a person.

Now, I would like to suggest that it is easier for people to give your business card out to others when the number on the card directs the person to a free, recorded message.

When I say, “Would you give them one of these and ask them to call and listen to the free-recorded message?”, the chances of a person doing that for you are significantly better then them referring them to call you.

The best part is that you can track the effectiveness of this immediately by the number of people listening to your free, recorded message.

Sometime today, when in your a conversation with a client you will recognize the perfect moment and you will say...

Sooner or later, Joseph, you will see a person who is just like you and they will want to buy investment real estate just like you.

Would you please pass this on to them, and when you do, would you ask them to call and listen to the free, recorded message?

How I Ease The Pain of Divorce

Daniel Williams of Integrity Loans asked me to help him craft an Evidence of Success postcard.

He shared with me how he had helped three different people who were going through a divorce re-start their lives.

He told me that he felt comfortable being the consultant advisor to people where under this type of stress.

After much thought, I suggested to Daniel that he write an Evidence of Success postcard and send it out to everyone in his database.

Daniel sent me a draft and asked me to polished it up. I did. Now we want to share with you.

By Referral Only members, you will notice it is a bit different then what I have taught in the past; also a bit bolder and more direct in the action I am asking the reader to take.

If you are reading this and you have never been to my 3-day program, The Main Event; click here: Iwantmorelistings.com and watch the video on how effective the Evidence of Success system is.

Since Daniel is using the Total Solution Referral Management Systems –  myCleints he can have this merged and sent out to his entire list within 90 secounds.

*****
Magic Words That Get Referrals

             

             How I Ease The Pain of Divorce

Dear Friend,

Did you know that currently in the United States at least half of all marriages end in divorce?

As a matter of fact, I have worked with three clients this year that have been going through divorce.  My experience tells me that sound advice from a neutral third party during this stressful time is a key to starting your life, financial and otherwise,
over.

You can imagine that what is also needed is a lot of compassion and good old-fashion listening skills.  As you may or may not know, I have developed an expertise in this area because my skill sets matches up very well with what is needed from my clients.  As a result, each client has thanked me for helping them during this difficult time.

I know you know of someone who is currently going through a divorce and could
use someone to talk to with expertise in dealing with real estate during
their time of need. The next time you see them, would you give them this card and encourage them to call me for the trusted advice they need during their time of transition?

Respectfully,

Daniel Williams
Integrity Loans

P.S.  The next time you’re in a conversation with a person and they mention they are divorcing, please give them this card so they can get the sound real estate advice from a neutral, third party during their time of transition. Call 760-803-1212.

******

How To Present Your Credentials Inside A True Story

A few weeks ago, I was with a small group of super, high-producing lenders. We were having lunch and 6 of the 10 were current members of By Referral Only.

The other four were checking me out to see if I knew my stuff.

After demonstrating how embedded commands, advanced language patterns, tonal suggestions and tagging questions would improve their income by 25 to 30 percent over the next six months, a sharp looking, older guy, I would say late 60’s, raised his hand.

I could tell by his energy that he was about to challenge what he was experiencing.

You have seen people do this with me in the past if you have been to my Main Event.

He stood up, cleared his throat, and began by saying, “I have my Masters degree in English and my Doctorate in History. I just want to know what advanced degrees you have that qualify you to teach us language skills?”

I took a deep breath and I looked at his name badge. 

I knew he was a By Referral Only member, but I didn’t know who he was. I didn’t have a relationship with him, so I said a silent prayer for the man.

(My silent prayer… ‘God grant me the serenity to accept the people I cannot change, the courage to change the ones I can and the wisdom to know it’s me’).

Then I said, “Larry, you, like me, appreciate education and the willingness it takes to discipline yourself to study and absorb and apply what we learn.

Thank you for being here today. I love your question. It shows me just how educated you are.”

Then I said, “Larry, the fact is, I don’t have any college degrees at all. I only went 4 semesters, then quit and went to work. The only real degree I have is in results.”

Larry smiled and I continued, “Larry, of course I have studied, not just read, 12 books on the work of Milton Erickson, the great hypnotherapist, I have studied everything Richard Bandler, the inventor of NLP has ever written, plus the work of dozens of other certified NLP teachers.”

I said to Larry, “My real expertise is in the application of Magic Words for real estate and mortgage professionals, because I have discovered the application of a skill is more important then the theory of a skill.”

I also told Larry, that what he had to look forward to in the days, months and years to come, was the joy of mastering my Magic Words That Get Referrals, including all the subtle nuances.

I asked Larry to imagine improving his referability by 5 times over the next year.

It was really remarkable what Larry did next.

He walked up to me, put his right hand on my left shoulder and said, “I am not going to tell you that you really know your stuff because you already know that. But what I will tell you, is that I have learned more from you in the 2 years I have been in your coaching program than I did in 12 years of college.”

I smiled and said, “Tell me more.”

What can the right words at the right time in the right way do for your referability?

It's nice to know you have a coach who can teach you the magic words that will get you referrals, isn't it?

Joe

How's Business - Quack!

How many times in your career have you've been asked this question?

"How’s business?"

A dozen, a few dozen, a hundred?

How many more times do you think you will be asked the same question?

In regards to how we answer this question, many of us are like ducks.

When I say we are like ducks, do you know what that means?

Here is what I mean...we look great on the surface, but we’re paddling like hell underneath.

When a person you like and respect asks you, “How’s business going?” you have a standard duck response.

And it’s something like, "Oh, really busy! It’s great!" Well, what happens with this type of response?

Number one, you’re telling people you’re successful, which means, "I don’t need you."

And number two, you’re telling people you’re busy, which means, "I don’t have time for you."

In my experience, most of the time you have time for more business because you’re not really that busy. Is that true for you?

So, here are some magic words to practice until they become a reflex.

If you are willing to practice them over and over, then the next time someone asks you “How's business?” you don't have to answer like a duck........quack.

*****
Magic Words That Get Referrals

"Hi Joe, how’s business?"

And I say, "Shawn, things are going well, because we put in great systems to serve our clients and the people you refer to us.

And Shawn, it’s real important that you know I always have time for you, your friends, your family and co-workers who have a need for my services."

Pause. "Shawn, who is the next person you know that may need some advice or may even just have a couple of questions he or she wants to get answered about buying, selling or borrowing?"

Todd Welsh, a great Realtor in Salina, Kansas contributed these magic words.

Joe: “Hey Todd, how’s business?”

Todd: “Joe, things are going real well. We have a large inventory of homes for sale in the $150,000 to $200,000 price range and a shortage of supply and a big demand for the homes in the $125,000 to $150,000 range.”

“Joe, I was wondering, can you think of anyone right now who owns a home in that price range, (pause) who might want to talk about selling his or her home right now, because it’s the best time ever for them to sell that house and move into a larger, more spacious home."

Do You Want To Listen To A Good Interview?

         

             Click Here and Enjoy: Broker Agent News             
                     

Dissatisfied Client Apology Letter

Is it possible that you will have a dissatisfied client?

My friend Brain Tracy calls the real estate and mortgage transaction 'integrated complexity'.

It means that there are so many different people involved for so many different self-seeking reasons, that from time to time things happen.

As you know, it's not so much what happens to you in life, it's how you respond to it. I thought this letter might serve you sometime in your career, maybe not today, but someday.

Dissatisfied Client Letter Template

Dear Mrs. and Mr. Client,

Thank you for taking the time and having the courage to share your thoughts with regards to__________ and the service rendered. If we are not aware of the mistakes, we are unable to correct them.

I am genuinely sorry that we were not able to meet your expectations and it is obvious why as I read and re-read your letter. With your permission, I would like to speak to you by personal visit or telephone.

I know that we have lost you as a customer and it will not be my intention to get you back as a customer. My sole purpose is to learn and understand what we did wrong and how we can prevent this from happening again to another customer.

I have known _______for nearly 23 years and regardless of his/her honorable intentions, if his/her behavior communicated an 'unwillingness to perform', then it is important for us to learn how to change our behavior.

I understand your position and apologize for our failure in selling your home. If you would like to call me directly, the office number is 000-0000. If after hours would be more convenient, please call me at home at 000-0000. Learning from our mistakes is not easy, but it is the right thing to do.

Please call me at your convenience.

Very truly yours,

Joseph Stumpf
CEO BRO Realty

Neighborhood Alert Flyer

Corrine and Alisa Barlow are with Barlow-Williams Realty in Camarillo, CA.

They used this campaign, mailing 434 fliers at a cost of $180. Their hot-line drew 100 hits and two call-throughs, which led to one appointment. The campaign earned $16,000 in commissions.

Are you in the process of helping someone sell their home? This powerful flyer campaign is both innovative and effective.

Neighbors love to be nosey and the endorsement from your seller will pique their curiosity.

The first letter comes from your client just after listing and notifies people in the neighborhood that they will be moving.

The letter attracts interest and makes neighbors feel special because your client is informing them of the move before the "For Sale" sign goes up. You should target about 100 people in the immediate radius of the seller's home.

The most important thing is for the letter to come from the seller and not from you. Use the letter template below to make 100 copies with the seller's information and signature.

Now, be careful of the details! Print on plain, white stationary — nothing fancy. Use real postage, not metered. Use a plain, white envelope with no return address.

Listing Endorsement Letter

I Have Never Done Anything Like This Before

Dear Kathy,

I am your neighbor, Mary, and I live at 12900 Willow Creek Road. My family and I have been living in your neighborhood for six years. We have loved living here and now we are moving.

You will notice a 'For Sale' sign go up next week. We have chosen Terry Hunefeld at ABC Realty to represent us in the sale of our home.

The reason I am writing you is to make sure you are the first to know that we are selling our home. If you have any friends, family members or perhaps co-workers who would like to live in your neighborhood, you might want to tell them about our house.

Wouldn't it be nice if you could pick your next neighbor?

Here is a phone number your friends can call: 555-1212, ext. 123.

When they call they will listen to a free recorded message that provides all the information on our home — and the best part is that they can call 24 hours a day, seven days a week.

You can also call 555-1212, ext. 123, anytime and listen to the message.

When we find a new owner I will write you again and give you all the details!

Respectfully,

Mary Anderson

Do you want a script of what to say on the free recorded message?

When  20 or more people request a copy of the script, I will post it for everyone to read. Simply click on 'Comments' and tell me you want the free-recorded message script. When you see 20 people have responded then I will post it for you to use.

This would be a great reason to refer a few of the people in your office to joesjournal.com. It kinda feels like an ethical bribe, doesn't?

Neighborhood Alert Flyer

When the house sells, send the Neighborhood Alert Flyer to the same 100 addresses.

This is powerful because people love a scandal and they will be very interested in knowing what happened.

Again, mail in a plain, white envelope with no return address.

This double-hit strategy is unique. It attracts people who are in the cycle to sell and then move up to their trophy home. The nice thing about this program is the low cost and the high leverage.

It can bring in a $50-to-$1 return even if you get only one new client for every two listings. The key is to turn this into a system — not the 'idea of the day'. Are you ready to get started?

Three Magic Words

I have a new thought for you…I like new thoughts, don’t you?

My new thought is how to use three magic words when you are using my time-tested, highly effective, 4-option opener dialogue.

Here is the new magic!

*****
Magic Words That Get Referrals

Mr. and Mrs. Client, I appreciate the time that you have committed to talking with me tonight.

Can you tell me how much time you have committed tonight to discussing the sale of your home, because I want to organize my thoughts and share with you what you must know, so it’s easy for you to know what your best option is?

Client: Joe we have about an hour.

So right now it’s 6pm. That means we should wrap it up about 7pm. If we need more time, we can discuss what to do then. Ideally, at the end of the hour, you can choose from any one of these four options.

Option number one is to do nothing. You may need more time to think about it or you might just change your mind and choose not to buy, sell or borrow and that would be fine with me.

Option number two is doing this on your own. Every year thousands of people buy, sell and borrow on their own.

Option number three is to work with a more traditional salesperson if my consulting model does not work for you.

Option number four is that you select me, because you believe I am your best option.

So in about an hour or so, I will say Mr. & Mrs. Client, what’s it going to be…
One?
Two?
Three?
Or me?!

******

The three magic words, ‘your best option’.

On day two of the new Main Event, I will be demonstrating my new 10 Step Ideal Presentation Consultation and it is filled with magic words that bring referrals.

The next Main Event is in Las Vegas on July 12th, 13th and 14th.
'Let’s join Joe in Las Vegas' would be a great thought to have right now!

Yes, let’s go to Vegas and see the magic.

Click here.

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

You Get More Referrals When You Promise Nothing

Why do you make promises?

Are you constantly in a ‘promise and deliver’ mode?

I have noticed many agents and lenders feel that if they ‘don't’ or ‘can't’ promise, they won't have the motivation or structure to deliver consistently. They need self-imposed pressure to perform.

This turns promises into deadlines, so that keeping your word becomes necessary. Of course, you should keep your word, but most agents and lenders give it too readily.

Some of the people you know might think they need you to make promises, creating a dependency. This type of promise and deliver system will cause you grief and stress.

I have learned that when I stop promising anything at all, I end my performance anxiety.

Promising less provides freedom.

When you promise less than clients are asking for and reduce their expectations, you have room to maneuver and the freedom to deliver something different (not just more), than perhaps either you or the client was expecting.

You can create and invent.

For example, instead of telling your client you are doing a virtual tour on their property, just do it. When it is complete, email them a link and set up a phone consultation to show them what you did.

*****

Magic Words That Get Referrals

“Mr. and Mrs. Client, after I left your home, I started thinking what advanced marketing strategies I could apply to make sure the maximum number of prospects could see your home via the World Wide Web. So what I did was arrange a virtual tour of your home. My out of pocket expense is $150 and I believe it will be money well invested to help you reach your goals. Lets take a look at what the prospects will see.” Now show the tour.

******

Don’t Promise, Just Deliver

Rather than telling people what you can do for them, just be spontaneous and do something for them, without even offering to do it first.

Most people enjoy surprises and there's no delay or performance anxiety because there was no promise, just delivery.

When you tell them you’re going to do a virtual tour, now you must deliver beyond expectations. When you don’t tell them you are doing it and you do it, you deliver beyond expectations. The easiest way to get a referral is to deliver beyond the clients expectations, then ask for a referral using our Power Referral Dialogue.

The more pleasantly surprised people are, the more their voices will sing your praises.

That’s right.

You have heard me say under-promise and over-deliver. This is what I mean.

When you focus on delivering because you enjoy it, instead of delivering because you promised to, you are fed by joy instead of fear.

You're working from peace of mind, instead of striving to meet targets.

Can you realistically promise nothing and still be successful?

Yes, but you may need to start by under-promising and over-delivering.

The gap between these two is pure profit -- not just financially, but also in good reputation and self-esteem.

People think more of you when you deliver far more (of what they want) than they were expecting. That gap starts people talking.

If you delivered even the same amount, but had promised or over-promised it at the outset, the recipients would equally benefit, but they wouldn't be as impressed and they wouldn't talk about you.

This is a key distinction for anyone in business who wants to build a strong reputation quickly.

Promise almost nothing to your clients (just enough to close the sale), but then begin the engine of over-delivering.

Every time you over-deliver, you build up a reserve of self-confidence, self-esteem and referrals.

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.

How To Let Go Of People Who Drive You Nuts!

Maybe you’ve heard me tell the story about the man who traveled a long way to spend a lot of money and invest a lot of time to learn how to catch monkey?

It was important for him to learn this life lesson, because he wanted to prove to himself, that he was willing to do whatever it took to achieve his goals.

He was also willing to let go of all the things he was hanging on to that was holding him back from achieving his goals.

Along the way, the man met a local expert who was skilled at the art of monkey catching.

He explained, “The easiest, most cost effective way to catch a monkey is to take a long stem Coke bottle and put a macadamia nut inside."

The man thought to himself how silly, but as the expert continued to show him, he changed his mind and thought this might be easier than he thought.

The expert showed him all he had to do was tie a rope around the bottom of the bottle and attach the other end of the rope securely to a nearby tree. It was important the rope was securely tied to the tree.

Then he set the bottle on its' side with the nut resting on the bottom.

To his surprise, sure enough, he watched a monkey walk up to the Coke bottle. He then watched the monkey smell the nut and get very excited about his future, favorite snack.

The monkey then forced its' hand into the bottle and grabbed the nut. He then tried to yank his hand out while gripping the nut.

What the man saw next absolutely amazed him.

Because the monkey had made a fist, it was now too large to get out of the thin neck bottle.

What he witnessed next was even stranger. The monkey would not let go of the nut. He just sat there trying to get his hand out, without the willingness just to let go of the nut.

The monkey was willing to die on the jungle floor, because it was not willing to let go of the nut.

I wonder what you get from that story.

Some people say it’s a simple point -- some people are nuts, and you must be willing to learn to let them go, because if you choose to hang on to them, they will drive you nuts!

I like that interpretation too, don’t you?

Imagine having the guts, the courage and the self-esteem, to just practice the willingness to let go of the people who are driving you nuts.

Of course, when I say people who are 'driving you nuts', I’m referring to the people who are not 'five-star prospects'.

Maybe you've seen my description of the ideal people to work with, maybe not. I call them 'five-star prospects'.

Here is a quick refresher:

1. They are people open to having a dialogue about what is important to them. They fully disclose all their financial history and are willing to answer fully and honestly all the questions they are asked.

2. They are friendly people. They respect that you work on a contingent basis and honor the fact that you are risking your time as much as they are risking their selection in you to represent their best interest.

3. They are people who know what they want. They have considered their options. If they are buying, selling or borrowing, they are looking for you to guide them, direct them and protect them. They want you to ask them questions, negotiate for them, and oversee all the details. They fully delegate to your expertise.

4. They are people who are clear that they are motivated to act on their dreams and goals now. They are focused on making things happen within the next 6 months or sooner.

5. They are people willing to commit to you and only you. They are empowered by your commitment to make their dream come true and commit their loyalty to you and your efforts.

So here is great lesson today on how to gracefully disengage from people who you chose not to work with.

Imagine using the following dialogue to release those people you simply don’t want to have a relationship with.

Reading the following statement 3 or 4 times will help you loosen your grip on the people you really need to let go of, so you have time to find the people you really should be working with.

*****

Magic Words That Get Referrals

“Mr./Mrs. Client, I told you I was going to ask you a few questions and listen carefully to how you would answer them, and based on your answers I would let you know if I was the right consultant to serve you. Based on what you have shared with me, I will not be the right consultant to serve you. Thank you for giving me the opportunity to serve you. I wish you the best of success in your home buying/selling/borrowing experience."

*****

Isn’t it nice to learn how to gracefully disengage from the people you choose not to work with?

You can easily release them. You can just let them go.

Go ahead and smile.

Feel good while you practice opening your hand and letting go, because you have just been given permission to not work with the people who might drive you nuts.

Try this today. 

Expect Referrals Script

Click, Listen and Learn

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

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

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

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

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

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

*****

Magic Words That Get Referrals

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

--or--

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

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

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

Now, you be the judge.

Go For It!

"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!

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.

What Is The Best Way For You To Develop ‘The Referral Reflex’?

As you can imagine, getting referrals is about using the right words at the right time in the right way.

If you have read the last 51 postings, then you have noticed that my unique ability is language, specifically, referral language.

Because I know how to speak in a way and teach in a way that gets referrals, it’s safe for you to say, “Joe Stumpf wants me to get more referrals and he can show me exactly how. All I need to do is be coachable and willing to learn what he knows.”

So listen.

The only toolbox you have is your words. Open your mouth and you open up your toolbox. Isn’t it nice to know you have a toolbox and all have to do is learn how to use the tools inside it?

Here is my secret to internalizing my Power Referral Dialogues.

The difference between the pro and the amateur is something I call, ‘The Referral Reflex’. The Referral Reflex starts to work automatically after 21 repetitions.

Imagine you want to learn the following hypnotic referral suggestion. When a person compliments you on the nice job you have done for them, you plant a hypnotic referral suggestion.

*****
Magic Words That Get Referrals

Client: “Great job, Tom!”

You: “Thanks for noticing. I am sure I could count on you to do the same for me if I were your client and you were my agent, and because you know how important your referrals are to my business, I am sure I can count on you to refer me to the people you care about.”

*****
In the future blogs, I will show you how to embed commands and display them in orange.

Now be silent. Let that go inside their brain and watch and listen to how your client responds. It’s next to magical!

Now make that a reflex.

Write it out in your journal.
Read it out loud.
Then say it without looking at it.
Then read it out loud.
Then say it with looking at it.

Repeat that cycle 21 times and you will cut a new, neuro network in your brain, so when a person says “Great job!” you won’t think, you will just reflex.

Thanks for noticing. I am sure I could count on you to do the same for me if I were your client and you were my agent, and because you know how important your referrals are to my business, I am sure I can count on you to refer me to the people you care about.

Let’s Get A Referral Today!

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.

What Will It Be Like When The Purpose of Your Business Is Referral?

Good Morning, (just discovered color).

Just the other day I heard a person say, "A referral is when GOOD people, send GOOD people, to GOOD people."

That sure is a nice way to say it, is it not?

On another note.

I’m curious -- what does the word ‘purpose’ mean to you?

Maybe have you noticed the recent flood of new books, The Purpose Driven Life, The Purpose Driven Person, How To Stay On Purpose, What Is Your Life Purpose, Why You Need A Purpose and The Nobel Purpose.

Do you think the publishing world is saying people do better when they have a clear purpose?

What I have discovered from each of these great books, is that the authors provide exhaustive research to prove that the most fulfilled people, the ones who have the highest self esteem, the ones that reach their goals consistently, and the ones that love what they do, all have taken the time to wordsmith their life purpose.

You, like me, know when you meet a person who radiates with happiness, success and freedom that they are clear on their purpose.

Maybe you can feel their glow, see the flow and hear how functional they are.

By now you know that I have helped thousands of agents and lenders clarify their purpose. Actually, I have helped them wordsmith it with one word!

Referral.

Do you believe, like me, that you are in business to create such a great experience for others that they respect you so deeply, that they introduce you to the people in their lives that they care about most?

If you believe that referral is your purpose, then you must declare it.

You must speak to it.

Try this.

The next time you meet in person or on the phone with a prospect for the first time, clearly communicate your purpose first.

*****

Magic Words That Get Referrals

“Before I answer all of your questions, it's important you know that when you choose me to be your consultant, my purpose is for you to be so outrageously happy with the level of service I provide you, that you gladly refer 2 people to me before your transaction is closed.”

*****

What's it feel like to be on purpose?

Hurray for us...because you have been telling so many people about joesjournal.com, yesterday 451 people visited us for the first time.

Thank you for all the GOOD things you are saying about joesjournal!

Do it now!

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.

*****

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

The War of Art - Author Interview

Click, Listen and Learn

As you now know, I journal while I read because my intention is to capture my thoughts like prisoners on paper how what I am reading relates to what I am teaching you.

As you continue to read joesjournal daily, you might become aware of the fact that when I find a book that has great application to your business I record a 20 minute interview with the author.

Because you want to learn directly from the author I post the interview here at joesjournal.com for you to enjoy.

This book the War of Art is just terrific.

Click, Listen and Learn ... to the interview

Check Out My Actual Notes From Joes Journal On "The Art of War" by Steven Pressfield.

My work is My Art. My business is my gallery.

I do my work for the art. I run my business for the commerce of it. As an artist, I express myself with my art. As a businessman, I run a successful gallery.

My work is my form of self-expression. Like Sting, I express myself in my writing and speaking.

My writing is my art. My speaking is my art.My area of artist expression is building referral-based real estate and mortgage businesses.

My art is different than my gallery. Sting’s gallery is his recording company. The recording company is all about commerce.

My gallery is where I hang my work and sell my work. My gallery is all about commerce.

By Referral Only is a place you will find a lot of my art displayed. Joe’s Journal is also my gallery.

What could you create if you treated your consulting, negotiating and overseeing the transaction as your art work?

Can you see your business as your gallery ?

What does it feel like to think of your business as the place you hang your art?

Imagine your real estate or mortgage business your place where you create your art?

What I Do Is Work With Artists.

I teach. I guide. I assist real estate and mortgage professionals who have developed a desire to make their work – their art.

I coach and lead and model for those agents who see themselves as the Leonardo De Vinci of Loans or the Picasso of Real Estate?

What Would It Be Like For You To Think of Your Work As Your Art?

I’m a speaker, trainer, writer and publisher. I consider everything I create as art and joejournal.com and By Referral Only are my galleries.

My Profession Is Creating Referral Art.

I am a professional artist creating insight, awareness, knowledge, and wisdom that enhances, improves, and inspires others to be more referable. I love the depth of my art. 
I love the multiple facets of who I must be and what I must do daily to become a referable speaker, coach, writer and publisher.

The Artist’s Intentions.

My intention is to be so diligent, so focused, and so disciplined as a writer, researcher, student and teacher in the art of referrals that you, yes you, want to share my insight, wisdom and love with the people who are closest you.

Imagine you embrace the thought that each day you discipline your self to be the best consultant, negotiator, transactional detail person so that everyone who experiences you performing your art wants to tell everyone they know about your magnificence?

Everyday I get clearer on what it means to be a referral artist.

It takes a big intention to self appoint yourself as the Referral Artist. I love my big wonderful intention. How big is your intention?

What would it be like to have an intention so big that nothing else gets your attention?

Right now notice I notice that when I am lacking clarity on my intentions, everything gets my attention. How about you?

I know that with my desire to serve others and my discipline to allow my muse to work through me, my work will flow into the hearts of millions through you.

What I want for you is to make your work a piece of art.

What I want for you is what I want for myself.

I consider Mastering the Art of Getting Referrals as the most important discipline to attain if I choose to live a rich, full and happy life.

I believe the same is true for you.

I now know why I procrastinate, hesitate, isolate and simply don’t take action on my goals and dreams!

I now know.

What would it be like to never procrastinate again?

Imagine you take action instantly on all your dreams and aspirations! What would your life look like today if you had the energy and determination to finish everything you stated?

What would it feel like to never hesitate again?

Do you know the truth about resistance?

Even though creating my dreams and producing results in my life are my passions in my life, I get stalled. I meet resistance.

The minute I open my eyes in the morning and bring into focus my vision, resistance is present to bring me back to my current reality.

Resistance is a compelling force. Resistance seems to come from outside me but the truth is that it’s from within.

Pat Riley calls it the Peripheral Enemy.

All resistance knows how to do is invent new ways to take you off your vision and bring you into the emotions of your current reality.

It will never stop.

It is always there.

Resistance is a force of nature- DON’T TAKE IT PERSONALLY.

Notice, the more important the goal, the more resistance we feel.

What is the single most important thing you accomplish in your lifetime? That is where you will feel the most resistance. Resistance is a battle you fight daily.

The goal of resistance is to kill you and kill your spirit, to boil you alive.

We feed our resistance with fear – take the fear of resistance away and you choke it off from its source of energy.

The goal of resistance is to kill your confidence while at the same time ejecting you with a healthy dose of fear.

Fear is what keeps the resistance alive.

Resistance is the enemy. The enemy is a very good teacher – The Dali Lama

When does resistance get in your way of creating your art?

In the morning.
In the afternoon.
In the evening.

It’s seems to me that resistance is like some invisible force that does not want me to discover the fullness of my self.

This force wants me to believe that I am better off being mediocre.  It wants me to believe that I have lots of untapped potential.

Do you know this force? It’s the force that doesn't’t want you to call your past clients today because you can do it tomorrow.

Tomorrow never comes!

It is the force that does not ’t want to ask for referrals in the referral moment.
It wills you to ask later when you feel more confident.

The confidence never comes!

It’s the force that does not’t want you to study, prepare and practice your referral duologue's.

It’s the force that says it’s okay to wing it.

If you do, you will perform with mediocre results and you will promise you to practice next time.

Next time never comes!

You can tell the level of hollowness you feel after-wards.

The more empty you feel, the more certain you can be that your true motivation was not love but resistance.

Procrastination is the most common manifestation of resistance.

I am going to write a book and I will start tomorrow and I never get started.

Procrastination becomes a habit.

It’s the force that wants you to live a very plain life – certainly not the life of an artist.

The only way to create your best art is to crack the code on resistance.

Here is the combination to cracking THE CODE on resistance.

Invite resistance in.

I invite resistance into my life now – no more resisting resistance.

Whatever you resist persist.

My art must manifest. To embrace my art, I must take on the challenge of resistance. My art depends on me mastering resistance.

Resistance. It is a worthy opponent and I am fit for the battle.

You are ready to win this war. The War of Art.

Resistance has many faces - my favorite is distraction.

Simple distractions like people, email, phone, Internet, UPS, and the refrigerator are my favorites.

The more subtle and more cunning distractions are drama, relationship, money, no money and food.

The media, TV, magazines, and radio promise me true bliss through the world of consumption.

The world waits for me to consume. Twenty-four hours a day, seven days a week. Thanks Amazon.com.

Distraction says, “Lets go shopping you will feel so much better.”

I have a masters degree in buying my way out of my pain while at the same time creating no new art and feeling more mediocre every day- Starbucks, Ben and Jerry a new house, new car, new tie, new shirt, new suite more shoes.

Oh, how about a new relationship? Thanks Match.com, the ultimate distraction for an OCD relationship addict. Match.com kills many artist dreams with every wink.

These distractions will continue until I am sick and tired of being sick and tired … and insist that is now time to beat resistance and create my masterpiece.

Love it or hate it my art will be birthed!

In fact, the only way I can experience this true bliss that resides within is to master self.

I must create the internal structure within me to say goodbye to those beautiful distractions.

I must say goodbye to all the stuff that says my gifts will die within me.

I want my work to live.

I want my work to be fresh, to be real, to be alive first within me then birthed to the word.

Solitude Is My Place To Create My Art!

Solitude is the price for greatness – Parmahansa Yoganadana

Solitude.

It means I become a full-time writer/producer who meets resistance head on and wins the battle with love and ease and the fight to win my creative soul back.

It means you become a full-time consultant, negotiator and the person who oversees all the transactional detail. It means you block out all distractions from your life that are not the big three.

Socrates On Personal Mastery

The paradox seems to be, as Socrates demonstrated long ago, that the truly free individual is free only to the extent of his own self-mastery. Those who will not govern themselves are condemned to masters to govern them.

Resistance is strongest when you get to where the finish line is in sight.

Get rid of trouble in your life so you can do your work- write- create- manifest.

5 Great Questions?

Click, Listen and Learn

What would it feel like to be a mature consultant?

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

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

What the heck does that mean?

Here is a great example:

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

What does the mature By Referral Only consultant do differently?

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

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

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

*****
Magic Words That Get Referrals

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

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

Now the referable consultant has a series of questions.

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

Five Sample Questions

1.    Would you recommend my services to your friend?

2.    What would you say to him about me?

3.    What is the nature of your relationship?

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

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

*****

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

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

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

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

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

Go For It

Get Rid of The Limiting Beliefs

Click, Listen and Learn

Beliefs are birthed.

Your actions are based on your emotion,
Your emotions come from your thoughts,
And your thoughts are birthed from your beliefs.

The Wounded Belief Will Not Heal Until We Treat It.

Discovering and correcting limiting core beliefs about asking for referrals and receiving referrals is absolutely essential if we want to manifest our desires on a permanent basis.

If we set our intention to build a By Referral Only business while harboring a core belief that insists it's impossible, the results we create will be, at best, temporary.

Simply repeating a positive affirmation such as, "I am referable" without first eliminating the underlying, negative core belief that you’re not good enough and others will not refer you, is akin to slapping a Band-Aid on a festering wound.

The wound will not heal until we treat it.

The Only Thing That Matters
It does not matter how you picked up these limiting beliefs. The only thing that matters is that you recognize that the negative emotion is pointing them out to you.

Negative emotion is saying to you: You’re holding a belief that is thwarting your light from shining.

What is a limiting belief?

Many deeply held beliefs we have about ourselves and our personal referability is simply not true.
Do you know that the only thing that can ever hold you back is your own limiting beliefs? Now, what is a limiting belief? A limiting belief is a belief that contradicts your desire.

That is why I have created the Belief-O-Matic.

This is a simple eight-step process used in NLP to bring a deeper awareness to the when, where and how you established your core belief.

Once you uncover the root of the belief, you can then discard it.

This is always one of the most dynamic sessions at the Main Event.

Here is a coaching dialogue transcribed from a live event.

Stan is a real estate consultant who truly desires to build a By Referral Only business and he has this reoccurring negative thought that says, “getting referrals is far too difficult to do and running ads and cold calling is easier”.

He loves to work with referred people and his current strategy to get referrals is to wait until they come to him.

This is very reactive, not proactive.

So, Stan asked me to help him remove this belief he had about how difficult it is to get referrals.

The Belief-O-Matic In Action

Stan picked the statement “Asking for referrals is difficult,” as the core belief to change.

He gave me permission to coach him through the Belief-O-Matic Process. Look what happened – pay attention – you only change when you pay attention.

Stan: Asking for Referral is difficult.

Joe:  How long have you had this thought?

Stan: Forever. I am very uncomfortable asking for what I want.

Joe: Do you have a reason that benefits you to hang on to that belief?

Stan: No, I don’t want it.

Joe: How do you know you don’t want to believe that asking for referrals is difficult?

Stan: Because it is difficult, I don’t ask, and I don’t get any.

Joe: In regards to being difficult, have you ever felt like things have been difficult for you?

Joe: Stan would you repeat that belief, 3 times…

Stan: My whole life has been difficult. My whole life has been difficult. My whole life has been difficult.

Joe: Can you remember your earliest memory of things being difficult?

Stan: When I was in high school.

Joe: Can you describe a very specific situation where you experience this difficulty?

Stan: Yes, at school in the swimming class. My coach made me swim and it was very difficult for me to do.

Joe: Can you think of an earlier incident in which life was difficult?

Stan: Yes, when I was 7 years old I broke my glasses. (Stan pauses, his eyes well up, this means we are getting to the root to the belief.)

Joe: Describe the exact situation you’re in, with complete detail, as if you are in it.

Stan: I am walking home from school, looking down at my glasses and they are broken. I am very upset because I know that when I get home, I am going to get in big trouble. My dad is so hard on me.

Joe: What is little 7- year-old Stan feeling as he walks home with the broken glasses?

Stan: I can’t do anything right.

Joe: Say that again.

Stan: I can’t do anything right. It’s just too hard for me.

Joe: Stan, now stop that picture, freeze-frame it. Now imagine that Big Stan is in the picture. That is you today. What would Big Stan say to Little Stan, who is walking home from school with broken glasses?

Stan: He would say it was no big deal.

Joe: Can you hold little Stan in your arms right now and simply say, Little Stan you’re safe; it’s no big deal.

Stan: Yes. It’s no big deal little Stan; it really doesn’t matter.

Joe: Now, can you tell Little Stan that you love him and you will always be there for him?

Stan: (Eyes swell up a little tear falls to his cheek. This means the new belief has been installed.) Yes. Little Stan, I love you and I will always take care of you.

Joe: Stan, open your eyes. Fill in the blank. Asking for referrals is _________.

Stan: (With passion and conviction) Is no big deal.

Stan wrote me a note after the training.

Dear Joe,

On a purely personal level today, I am back in touch with the realization that I don’t have to live my life out of the choices and decisions I made as a child.

I am free to choose right now and in every moment to live and act from who I am now to create the person I intend to become.

Here Are The 8 Steps That Stan Went Through – I Call It Belief-O-Matic

Step1. Select a single statement that represents your negative belief about asking for referrals. Stan selected’ “asking for referrals is difficult.”

Step 2. Make sure you want to change your belief. When you are working with a coach, guide or friend to help you make changes in your belief, make certain that you give your guide permission to change your belief. This step is called Desire.

Stan confirmed that he wanted to get rid of the belief that asking for referrals is difficult.

Step 3. Say your current belief out loud with passion. Take complete ownership of your belief. Stan says three times, “ Asking for referrals in hard.”  He says it 3 times with great passion.

This step is called Ownership.

Stan affirms, “My whole life has been difficult.”

Step 4. What is the earliest memory of difficult?

You most look deeply into your memory. If you say “I can’t remember anything,”  it means that you are choosing not to remember anything.

Remember, reunite and reconnect with you. The memory that is most painful is the one you choose not to look at or re-experience. This is the part of the process that will set you free.

Close your eyes and look deep. Keep saying the Ownership Statement out loud and discover the memory that is the earliest experience of this statement.

You might remember something from high school.

If you have a specific example before the age of 10 – you might want to look again. Can you remember anything before the age of 7 that reminds you of difficult? Stan shared a high school memory and I helped him look to an earlier time.

Most of the time your beliefs come from early childhood from birth to 5 years old.  Once you have discovered the origin of the belief – go to-

Step 5.
This step is called Discover.
Stan remembers his experience with his broken glasses.

Once you have the picture in mind, completely embrace the scene.
Be in the scene.

Relive the scene.

Completely associate with the situation – this is a memory not a reality. Byron Katie says you may have been beaten as a child once, but in your memory you beat your self up everyday by not dealing with this once and for all.

This is the step many people in our culture choose to cover up with a pharmaceutical solution. Speak it out loud and say exactly what is happening. Speak it in the first person like it is happening to you right now.

Completely feel the emotional charge associated with it. This step can take time to fully process – feel it – embrace it.

Stan embraces his story. I am walking home from school, looking down at my glasses and they are broken. I am very upset because I know that when I get home I am going to get in big trouble. My dad is so hard on me.

Step 6. Once you have fully emotionalized in step 5 – or another way of saying it is you are done crying – now dissociate from the scene.

Create a still picture of the situation in your mind. Disassociate from the situation.

Simply stand outside the picture and witness the scene. The step is called Witnessing.

Stan freeze-frames the picture and steps outside it.

Step 7. As you are witnessing – access love.

Find something in the situation that you can love. Surround the picture with your love. Love the situation.

Love the picture. You don’t have to love the people. Just love the situation. If you choose, you can love the people. The secret to releasing the old belief is to release the energy that is stored in the memory. This memory is controlling you life.

Choose to live from your imagination, not from a childhood memory that you didn’t even choose.

The path to freedom is filled with love. Love heals all. This step is called Acceptance.

Big Stan picks up little Stan and says, “ It’s no big deal.”

Step 8. Re-Create a new belief.

Stan says that asking for referrals is no big deal.

The Belief-O- Matic
1. Awareness -
2. Desire
3. Ownership
4. Discover
5. Embrace
6. Witness
7. Accept
8. Re-Create

Referability

Click, Listen and Learn

You hear me use the word referability quite a bit. Let me define it for you.

Referability is the awareness that you feel when you are giving so much value to your client, that they unconsciously want to send people they care about to you because they deeply respect you.

Referability is not always what you say; it’s more who you are and what you do.

Referability is the silent power of care and respect.

Referrability is letting your actions and attitude do your talking.

Referability is making yourself so valuable, so powerful, so congruent, so clear, and so aware that people around you experience an amplified desire to share the feeling they are getting from you with the people they care about.

What Is Your Awareness About Your Referability?

Do you have enough awareness to know when you are being referable and when you are not being referable?

Do you have enough consciousness to know when you are thinking like and behaving like a person who radiates with referability and when you are not?

Your referability resides inside your consciousness.

Your consciousness is your concept of yourself.

You create your self-concept through the arrangement of your thoughts.

Your thoughts are always arranged in the image of all you believe and consent to be true.

You are a manifestation of every combination of thoughts you have ever had.

Everything that happens to you, everything you do to yourself and others and everything that is currently present in your life right now has happened as a result of your state of consciousness.

Your consciousness is all that you think and desire and love, all that you believe is true and consent to.

That is why a change to a referability consciousness is necessary before you can actually start to consistently receive high quality referrals.

You must develop a referability consciousness.

You do that by saturating yourself in all the knowledge, insight and wisdom you can find on the subject of referrals.

That is why I have spent the last 25 years of my life reading, researching, interviewing and thinking about the subject of referrals.

Some of the most successful agents and lenders in North America are students of By Referral Only.

Many of the national trainers and coaches within the real estate and mortgage industry are students of the By Referral Only teachings.

So you have found the right place to learn and master the subject of referrals. Come back daily for your dose of referral reality.

Don't keep me a secret - pass it on!

GO FOR IT!

Focus On Finding Meaningful Information

Click, Listen and Learn

You like me, want your conversations with the people who are referred to you to be meaningful, valuable, significant, and compelling. If that is the case, then you must do your homework prior to contacting your referred prospect.

Here are four suggested questions to ask your referring person about the referred person.

Give them a try. What I have experienced is that once I have the answers to the four FORD questions, then it is much easier to initiate a meaningful conversation with the referred prospect.

You be the judge.

*****

Magic Words That Get Referrals

“Thank you for referring Dean to me. I don’t know if I can help him.

Only after I talk with him will I know.

May I ask you a few questions about so when I do talk to him I won’t feel like a stranger?”
 
F    What can you tell me about Dean and his family?
O    What information can you share with me about his occupation?
R    What does Dean do for recreation?
D    Do you know anything about Dean’s dream or aspiration?

*****

When you know the answers to questions like this, it is so much easier to call Dean and build rapport and trust quicker.

For example, this is how I would call Dean if Patty referred him to me.

*****
Magic Words That Get Referrals

RING…RING

“Hello?”

“Dean?” (pause)

“Yes?”

“Joe Stumpf.” (pause)

“Yes?”

“We have a mutual friend, Patty Miller. Is this a good time to talk?”

“Yes, I know Patty well.”

“Dean, we were talking about you yesterday and she suggested I give you a quick call.”

“Yes.”

“Patty, told me you enjoy golf and that you and your wife, Sonja, live at Valley Country Club.”

“That’s right.”

“She’s big fan of yours – and all the consulting work you do for website clients.”

“Yes.”

“Dean, I am Patty’s mortgage consultant and she thought it would be a good idea to call you introduce myself and see if we have a reason to get together.”

“I don’t know if I can help you, but if I can ask you a few questions, then I can listen to your answers and if I am not the right person to help, then you I can let you know right away.”

“I have an opening in my schedule tomorrow at 1 p.m. or next Wednesday at 3 p.m.”

*****

This is such a key concept in securing referral business.

Please, study this.

The vital thing is that you don't “wing it.”

You need to have a very intentional approach.

It is always best to script it. With a script you sound more prepared and confident.

Be clear about who you are and why you're calling.

An important phrase I used above is, “We have a mutual friend Patty Miller. Is this a good time to talk?”

Scripting referral conversations is something that we spend a great deal of time on at our Main Event training on day three.

If you haven’t been to the NEW Main Event click here and check it out.

GO FOR IT!

10 Referral Conflicts

Click, Listen and Learn

What Are The Ten Internal Conflicts You Must Overcome To Attain Referral Mastery?

Are you the type of real estate or mortgage consultant who knows they should be asking for referrals and you are not?

Try this.

Out of these 10 questions, how many do you answer yes?

1.    Have you developed the habit of forgetting to ask for referrals?

2.    When you are with people do you spend all your time talking about current business and do you not leave enough time to ask for referrals?

3.    Do you feel awkward or uncomfortable when you ask for a referral and they don’t know anyone?

4.    Do you feel that asking for a referral is a sign of weakness and believe that if they know anyone they will refer you without you having to ask?

5.    Do you ever feel that asking for a referral is unprofessional?

6.    Have you ever felt like you were begging or groveling for business when you are asking for referrals?

7.    Have you had a bad experience asking for a referral in the past and you have decided not to do it anymore in the future?

8.    Are you uncomfortable with the scripts or dialogues you have been taught to use to ask for referrals or have you not had any training in asking for referrals or both?

9.    Do you ever feel you don’t deserve referrals?

10.     Do you feel that most people have had a bad experience referring a friend to a typical salesperson so you don’t bother asking?

So let’s call the 10 questions “your internal conflict.”

Let’s divide them into three groups - unconscious conflicts, lack of value conflicts and you-centered conflicts. 

#1.Unconscious Conflict

Do you forget to ask for referrals?

Do you just run out of time?

I am going to be tough on you now!

These two reasons are simply unconscious conflicts.

Wake up.

This gives you the opportunity to talk about your philosophy of doing business.

Have your vision statement printed on the back of your card.

This is to remind you what is important to you.

When you show people your card,use the following dialogue:

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Power Referral Dialogue

Here is my card. The front is all my contact information. My phone, address and e-mail.
The gold seal ‘By Referral Only” is my philosophy.  If you turn the card over, you will see that on the backside it explains how my philosophy of doing business By Referral Only serves you.

*****

Forgetting is Irresponsible

Forgetting and not leaving enough time to talk about referrals is simply unacceptable behavior for the agent or lender who demands excellence from him or herself.

How would you like your client to say to you, “I forgot I have to pay you?”

Or if the electric company said, “we forgot to turn on your electric?”

You would be livid.

Get upset at yourself for this lame unconscious reason for not asking.

Not leaving enough time is simply a way of sabotaging your success. The easiest remedy is to talk about it in the beginning.

That is why I train my 10-Step Initial Presentation Consultation to plant referral seeds at least 3 to 5 times in the first 15 to 18 minutes.

Wake up and remember to ask and do it in the beginning so you don’t ever run out of time.

#2 Lack of Value Conflict

You may actually believe that there are better skilled agents and lenders out there who can do a more professional job then you.

Well, have I got news for you!

Most of the agents and lenders out there are not nearly as skilled or dedicated as you.

How do I know?

You’re reading this.

Just the fact that you’re willing to study and improve your skills makes you one of the top 10% of the agents and lenders in the business.

Try this.

Think of the most inept, unethical, incompetent real estate agent or lender you know.

Think of a person in your local area.

A person you may have done business with or have heard of this person as being a poor representative of your industry.

See that person in your in you mind’s eye.

Now imagine your client’s best friends, family members and co-workers stumbling into him or her at an open house, meeting them on floor duty or responding to some web information.

The next step is the most painful but it’s the most mature thing you can do.

Imagine that you are fully responsibility for that person’s poor experience buying, selling or borrowing.

I didn't’t say feel guilty – guilt sucks – I said feel responsible.

You may ask, “Why am I responsible?”

Good question.

The answer is that you choose not to talk about referrals or ask for referrals because you don’t recognize your value.

You don’t believe in you.

You don’t believe you make a difference.

You don’t believe you provide enough value.

You don’t believe that what you do is worth their referral. You might even have trouble defending how much commission you charge because you don’t know your value.

It’s time for you to stop building the business if of all “those” agents and lenders out there that simply don’t have the integrity and the character that you have.

The way you stop that is – ask for referrals – you’re worth it.

To be comfortable and feel worthy and deserving you really must believe that your consulting skills, your negotiating skills and your ability to oversee all the complexity in the transition is really of value to them.

You must have a deep knowledge that you are the best option available for them and everyone they know and love.

You may not really believe that when they have a friend or family member who needs a great consultant, a skilled negotiator or a person to oversee all the transitional details that you’re the best person for that job.

At the By Referral Only 3-Day Main Event Workshop you learn how to present yourself as a skilled Consultant, Negotiator, and Person Who Oversees all the Transactional Details.

# 3 You Centered Conflict

If you have a comfort or deserving issue, it’s because your approach does not fit your skill level.

I teach two ways to approach asking for referrals.

Approach one is called “You Centered.”

To be “You Centered”, you must be the best, know you’re the best and communicate like you’re the best.

You believe that people should refer you because they owe it to you.
It’s all part of the agreement. You do a great job consulting, negotiating and overseeing all the details and they gladly refer people to you – because your business is based on referrals.

You hold them co-responsible for the growth of your business.

This is not arrogance. This is confidence.

You deserve it.

This approach works very well when your confidence is high based on how skilled you are in the big three.

However, if you are uncomfortable or feeling undeserving, you would be best to master “The Client Centered Approach.”

It is focused on the value the clients receives and how important it is that they make sure their friends and family members know how to access the same service.

You must have all the systems and processes in place so you really believe you provide extraordinary value.

You must have a core belief that says, “What I offer to my clients in the way of my consulting, negotiating and overseeing of all the details of the real estate and mortgage transaction is so much more valuable then any other agent or lender could ever imagine providing.

The person you ask for a referral must also believe that your value and expertise is far superior to any other option.

This is the big secret.

You must be able to communicate clearly that the people they care about will never know about you if they choose to not refer you.

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
                                                                            

What Does It Mean To Lean?

Leaning is when you communicate with behavior and language as if you are lacking something in your life and your business and you expect others to give you what you need so you will feel better about yourself and your business.

You hear and see agents and lenders leaning when they say things like, “ I am always available to serve anyone you refer to me.”

The leaning is in the words “ I am always available to serve anyone.”  This communicates your desperate need for business and your lack of clear boundaries.

You know you are leaning when you communicate that you are always available and you will work with anyone.
Anyway, is that true?

Are you always available?

Will you work with anyone?

Language is very powerful – be conscious of what you say because you are creating your future with your tongue.

It does not mean that you can’t ask for referrals or help – you can – and I will teach you in future lessons how to ask in powerful way. For now, be conscious that there is a difference between asking dispassionately for what you want and constantly leaning on others emotionally, demanding that they fulfill your desires and insecurity.

Now listen to how an agent or lender who has accessed the power of referability communicates in the same scenario.

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Magic Words That Get Referrals

“  I don’t know if I can help your friends or family members. However, when you do choose to recommend my services, I would be delighted to meet with them, ask a few questions, listen to their answers and if I am not the right consultant to serve them, then I will let them know immediately.”

*****

The difference is obvious between the agent who leans with his words and the agent who stands up straight in his communication.

You can feel the difference in the two scenarios.

Ask For Time To Talk About Referrals

Ask your client for time to explore how they can recommend your services.

The easiest thing to ask your client for is time. When you ask for time to talk about, explore, brainstorm and discuss how they can recommend your services to others, you show reverence for the referral process.

Here are five examples of how to ask for the time to have a “ Referral Conversation.”

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Magic Words That Get Referrals

1. Joe, can we take 10 minutes right now and sit down and explore different ways you can let the people you care about know that you are my client?

2. Joe, can we invest about 10 minutes right now, so we can talk about how you can recommend my service to the people you care about most.

3. Joe, can we schedule a 15 minute telephone conversation so we can talk about how we can let some of the people you really care about know that you are my client?

4. Joe, I would love to explore with you a variety of different ways you can let the people you care about know that you are my client. Can we schedule a time so we could talk about this for about 15 minutes or so?

5. Joe, can we invest 15 minutes now, so we can explore how you can recommend my services to the people you care about most?

*****

Clear The Way To Ask For A Referral

Your clients have varying degrees of comfort in talking about recommending you.

To clear the way to have a “ Referral Conversation,” ask a question that allows your client to reject

Here are five examples of how to ask a question that gives your client permission to reject your request.

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Magic Words That Get Referrals

1. Joe, I have something important I want to ask you and I only want to discuss it with you if you are comfortable. If you’re not comfortable. Just say so.

2. Joe, I have something I would like to discuss with you, and I only want to discuss it with you under one condition. That condition is that you must feel comfortable discussing it, if you don’t please just say so. Fair enough?

3. Joe, I would like to ask you a question, however, if you don’t feel comfortable discussing it now, just say so. I will understand. Fair enough?

4. Joe, I want to ask you a question, but I only want you to answer it under one condition. The condition is that you must feel comfortable answering it. If you don’t feel comfortable, just say so. Fair enough?

5. Joe, I want to ask you for some help, and I only want you to help me if you’re comfortable. If you are not comfortable, I understand, just say so. Fair enough?

*****

The Referral Moment

Click, Listen and Learn

From the moment your client signs a listing agreement, buyer-broker agreement or loan application, you begin stage one of the five stages on the Customer Experience Time Line.

Your service delivering system is set up to deliver beyond your client’s expectations during these five stages of relationship.

When you deliver beyond your client’s expectations during any one of the five stages, this is called  ‘The Referral Moment.”

This moment is identified when your client acknowledges your efforts with some expression of appreciation, like “Wow!” or “Thank You!”

“Value Awareness Questions”

Click, Listen and Learn

Ask your clients 'value awareness questions' that lead them to discovering, recognizing and appreciating what you have delivered to them.

Through proper training you will develop a referral reflex. This means you will identify 'The Referral Moment' as the most opportune time to bring forward a conversation about how they can let others know that they are your clients. The secret is to help you raise your clients’ level of awareness of the value you have delivered to them. The more they perceive your value to them, the more referable you become.

Here are 7 examples of Value Awareness Questions you can ask your client in 'The Referral Moment'.

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Magic Words that Get Referrals

1.    Thanks for noticing, that feels real good to hear that you are pleased. Because I want to give others the same value I have provided you, could you take a minute and tell me how what I have done for you has been valuable? I was wondering if you could tell me what you appreciate most of what I’ve just done?

2.    Joe, thanks for noticing. In what way has what I have done brought value to your life?

3.    Joe, it's been my pleasure. We have been working together now for _____ weeks, would you please share with me what you believe is the most valuable thing I have done for you?

4.    Joe, thank you. It sounds like you are pleased. Could you tell me how what I have done for you has brought value to your life?

5.    Joe, thank you, that feels good.  Could you tell me how my real estate/mortgage service has been of value to you?

6.    Joe, I appreciate your kind words. We've discussed a great deal of issues today. Has what I shared with you at this meeting been valuable to you? In what way?

7.    Joe, thanks for saying something. I know if the roles were reversed, you would do the same for me. Would you tell me what the most valuable part of my service has been to you and why?

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Knowing What I Know Today!

Click, Listen and Learn

Knowing What I Know Today, This Is What I Would Do If I Was Starting In The Real Estate or Lending Business All Over Again!

I was thinking this morning that if suddenly I found myself in a position of having to start a real estate business or mortgage business today- what would be the first thing I would do?

After you are done reading this, I would love you to give me your opinion on my strategy.Tell me if you would do something like this.

The question I would ask myself is, “Who is most skilled and most equipped person to do the job of introducing me to the best prospects in my town?”

What do you think?

My answer would be the people in my life who already know me, like me and trust me.

Right now I have a list of 64 people who live in my town Cardiff By The Sea who know me, like me and trust me who do not sell real estate or loans.

Building a business that you love By Referral Only  is easy when you freely delegate the job of introducing you to great people to the people who already like you and trust you.

Here is my super simple, very secret strategy.

What is a secret?

A secret is something everyone knows but nobody else is doing.

The Secret

I would call each of my 64 people on the phone and ask them if they would be willing to help me grow my business.

Yes, that means picking up the phone, dialing their numbers and having a meaningful conversation about how they can introduce you to the people they know and like.

You want the people you know to introduce you to the people they know that you don’t know.

After all, that’s what a referral is.

A great referral is a meaningful introduction to a person from a person who respects you.

I like to say it this way…

A referral is sending someone your care about to someone you respect.

Here's the Plan

I want each person on my list of 64 to give me an introduction to one person in their personal or professional spheres of influence.

Here is what I would say when I  call my friends on the phone.

Don’t wing it – pros script it out; amateurs wing it!

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Magic Words That Get Referrals

Hi Dean.

I have a little bit of business to discuss with you. Is this a good time?

Dean, I am growing my business – and I would like to grow it with the people you like and trust most.

Each month I send you my monthly newsletter.

The reason I am calling you now is because I want you to give me the name and phone number of one person that you really like who I could call and offer to send them a free copy of my newsletter.

Who comes to mind first?

I will call them let them know you get my monthly newsletter and ask them for permission to add them to my list – if they aren’t interested, then I’ll be extra polite and thank them and hang up.

Dean who comes to mind first?

*****

I would focus my intention on taking my list of 64 people and expanding it to 128 people.

Once I have one name from each of my 64 people, I then call each one of them and introduce myself.

Here is what you will say when you call the people they want introduce you to:

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Power Referral Dialogue

Hi my name is Joe Stumpf. (Use your name not mine)

We have a mutual friend, Dean Jackson.

Dean gave me permission to call you and introduce myself – do you have a minute?

I am full time committed Real Estate Consultant/ Mortgage Consultant
working for the family-owned real estate/mortgage company ABC.

Each month I send Dean and Sony my free newsletter. I asked them who is the one person they know who would get great value from my newsletter – they thought of you.

They gave me you name and phone number and the reason I am calling is to introduce myself and ask you for permission to send you my monthly newsletter – the same one I send Dean and Sony.

If they say yes –
Where would you like me to send it?

After a few months, would you be comfortable if I call you back and see if you like what I am sending you?

Thank you, have a great day.

*****

Now, I would put that person into my data base schedule to call them in 90 days with a market update call.

The secret to any successful business is referral prospecting.

Referral prospecting is a game of introduction.

My first goal if I had to start a real estate or mortgage business today is to get my list of people I am staying in touch with up to 150 people as fast as possible.

What's A 5-Star Prospect?

Click, Listen and Learn

At By Referral Only, we created a concept called a 5-Star Prospect.

You ask what's a 5-Star Prospect? It's a buyer, seller or borrower who has the following 5 characteristics.

1.    They are open to have a dialogue about what is important to them. They fully disclose all their financial history and are willing to answer fully and honestly all the questions asked of them.

2.    They are friendly. They respect that you work on a contingent basis and honor the fact that you are risking your time as much as they are risking their selection of you to represent their best interest.

3.    They know what they want. They have considered their options. If they are buying, selling or borrowing, they are looking for you to guide them, direct them and protect them. They want you to ask them questions, negotiate for them, and oversee all the details. They fully defer to your expertise.

4.     They are focused on making things happen within the next six months or sooner. They are clear that they are motivated to act on their dreams and goals now.

5.    They are willing to commit to you and only you. They are empowered by your commitment to make their dream come true and commit their loyalty to you and your efforts.

Can you imagine only working with 5-Star Prospects?

Imagine you’re in control.

Imagine you’re working more profitably.

Imagine you’re happier.

It all is possible when you work By Referral Only.

GO FOR IT!