My Photo

Joe's Wisdom Bookshelf

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,

20669035 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?

Bxp36504_1 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?

159139783901_bo2204203200_pisitbdp500arr 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