Here is another video clip from Dialogue School. Meshell Zwicker teaches how to choose empowering words to describe what's important to you.
Here is another video clip from Dialogue School. Meshell Zwicker teaches how to choose empowering words to describe what's important to you.
The other day I was in Starbucks and I started talking to a woman in line.
She told me she was in real estate. I chuckled inside and thought this is your lucky day.
I asked her, “How’s the Market?”
Her response was, “It’s picking up”.
I thought the words; “It’s picking up” may not be the best words to choose to answer that question?
Then I thought about my question?
What really was I asking her when I asked, “How’s the market?”
What I was really asking was, "How's my market not how's your market?"
What I really wanted to know is, in my neighborhood on my block are the values of homes going up or down and how long is it taking to sell a home.
So here is a suggested dialogue the next time a person asks you how’s the market?
How’s the market?
Overall the market is doing well.
I’m curious when you ask how’s the market, would you be interested in specifically how much homes are selling for in your neighborhood and how long they are taking to sell?
What I do for my friends, family and other people in the neighborhood is send a quick email that gives you an up to the moment analysis of how well the market is doing in your neighborhood. Would you like me to send that to you?
Cool, what’s your email address.
Give that a try. It will help you add people to your data base and also help you move into a more meaningful real estate discussion when you are having causal encounters.
Have a Great Day
On Saturday morning, 10 By Referral Only Consultants came to my home at 7:30am absolutely committed to improving their effectiveness at delivering the initial consultation.
Watch Casey Sullivan deliver the "I Am Your Consultant" script.
Casey keep practicing your getting better every time.
I love this metaphor.
I believe that building a business and a life is like putting a puzzle together. The secret is to know what you want it to look like when it is done.
Watch this quick video, then pass it on to all your friends that have not yet been to a Main Event.
Have you ever wondered how to communicate just how valuable you are to your clients?
Listen to a few minutes from the Vegas Main Event as I share with over 800 agents and lenders what the three most valuable skills you must master!
PS. Did you here what we are doing in San Diego on April 11th, 12th 13th ?
You Will Find These Ten Books On My Wisdom Bookshelf
I Wanted That For 40 Years
Thank you so very much for the wonderful work that both you and your entire
staff did for me. You encouraged me and gave me the tools that I
desperately need to survive. Yes, I am in Survival Mode but now I see the
light at the end of the tunnel. I am still walking on the ceiling!!! The
biggest thing I took away was that short little bit on moving something into
permanent memory. I wanted that for 40 years. I opens all of the scripts
to me which means confidence to do what I now know to do. Donn will get it
I have accomplished several things from the seminar already. My next task
is to get the "Sorry to See Go" card campaign going with the Just Sold
neighbors people. Dean (I think) gave us this and he gave us the web site
were we could get the greeting cards for this campaign. Went through my
notes 3 times and can't find it.
My Demonstration Of The Consult, Negotiate and Oversee The Transactional Details Script
You Will Find The Scripts In Your Main Event Workbook.
Day 2 Main Event
Here are a few more highlights from the Main Event.
Amy Simmons demonstrated her commitment to mastering the By Referral Only Initial Consultation.
Palm Springs Main Event
Here are some wonderful highlights from this awesome inspiring event. Don and Linda Tehen from Phoenix Arizona share how they use the By Referral Only Real Time Voice Mail System to get a great life.
More Highlights from Palm Springs.
Jan and Gary Cotton have been members of By Referral Only for more then 10 years. They have a great business and a wonderful predictable business.
How did Jacqui Dobens earn $24,000 from a $40 investment? Lean what happened when she used the By Referral Only Ugly Yellow Sings system.
The longer I coach and the more I witness success in the lives of people who apply my teachings the more aware I become of the real secret to significant change.
It's one word.
This brief video demonstrates exactly what action is all about.
Who can you share this video blog with right now?
Pass it on to one agent or lender that you like and respect.
I blew my calf out a few weeks ago which caused me to cancel my Mud Run Experience.
We started our rehab program, today Markus really tested it.
Take a look!
Got back from Sacramento late last night.
We had an outstanding 3-day Main Event. Over 500 agents and lenders from all over the country were there. Our clients loved the brand new Main Event Workbook.
So here is a quick video of the closing song I sang.
This is a fun movie of how crayons are made. It's also a wonderful model of a process that works perfectly to bring joy to the client.
Well, I sure had a great weekend. I had the pleasure of spending time with my good friends Terry and Ray.
The Secret: It's a well organized Card System.
Watch these two videos and copy what she does and you will love the results it creates in the quality of your relationships.
This is Part 2 of a great training on how to use personal cards to build a referral business. You can also check out Terry's new blog that we set up for her this weekend: Terrysblog.
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.
We are in Reston, Virginia, with 500+ agents and lenders attending the Main Event. We just finished day one and here is what I see from stage that you don't see.
Tomorrow, I will have a special video blog interview with Jim McQuaig on what lenders can say when they call their past clients.
Have a great day!
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,
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
"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 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!"
Early in my career, I partnered with Jay Abraham to form a company called The Insiders Club.
We had about 1,000 real estate agents and lenders meet once a month on a conference call, and Jay and I would address their marketing, advertising and referral strategies.
One of the things we taught back then was that there are three ways to grow your business.
Understanding the power of this principal is what helped shape my belief system and also influenced me in changing the name of my company from Joe Stumpf Star Performance Seminars to By Referral Only.
Read this carefully. Maybe read it several times until the magnitude of what I am saying strikes you at the core of your business being.
There are three ways to grow your business and only three ways.
1. Increase your number of customers through marketing, advertising and promotions.
This is where almost every real estate and mortgage salesperson focuses most of their attention. While a consultant, like a true By Referral Only trainee consultant, focuses on the second and third way where you will have the greatest potential for sustained growth.
2. Increase your average transaction value.
This simply means increasing the amount of money you make per transaction. You can charge more for your services, sell higher priced homes or loans, have more transactions fees, or lower your cost per acquisition.
For example, charge a reasonable team transaction coordination fee, or only do transactions where you don’t pay a referral fee, or focus on only doing both ends of a transaction, meaning you help people who want to buy a home only if they sell their home with you, or you set a goal and create a plan to improve your average sales amount or loan amount by 30% by doing 20% of your transaction in a price range that is 50% higher then your current average.
So, if you are doing 20 transactions this year with an average sales price of $200,000, create a plan to do 4 transitions at $300,000 and 16 at $200,000. It’s like doing two extra transactions for the same amount of work. I am sure you can brainstorm dozens of other ideas that would allow you to increase the value of a transaction. You can own a title company, a carpet cleaning company, a moving company, and any service that people will need that is related to buying, selling or borrowing.
3. Increase the frequency of repurchases or get more residual value out of each customer through a deliberate, organized referral process. Hence “By Referral Only”.
Do you have the beginner’s heart?
Can you remember what you felt like while you were putting together your first real estate or mortgage transaction?
What was the scenario?
What was the client’s problem?
How did you solve it for them?
I remember when I got my first listing -- it was Mr. Karakas, in Burbank, Illinois.
He was a FSBO.
I hounded him everyday with phone calls, mailings and visits until he finally surrendered.
I remember it was 11:30 at night when he reluctantly signed the listing agreement.
When I got out to my car, I was filled with excitement. All I wanted to do was celebrate my success with my teacher and manager Jim.
I stopped at the first pay phone (long before cell) and called. When he answered I said, “I got it, I did it!”
Although Jim was in his 15th year of business, at the time I could feel his excitement because he could feel my authentic, vulnerable, real beginner’s heart.
The beginner’s heart is contagious. It is filled with hope, excitement, determination, and unbridled passion – let’s call it enthusiasm.
Enthusiasm is really ‘soul-power’ and when genuine, is so recognized and felt by those coming within it’s field of influence.
So what happens to the beginner’s heart?
Have you ever met people in our industry that have lost the beginner’s heart?
They seem to have lost their enthusiasm, their zest, their spark, their get-up and go seems to have gotten up and gone.
How do you keep the beginner’s heart?
I’m often asked how I stay so enthusiastic about teaching, coaching, growing and evolving.
I have reflected on that question quite a bit. Here is what I believe are the two keys to keeping the beginner’s heart.
#1. Hang around beginners.
Notice how much enthusiasm and excitement others have when they are new. When they don’t know what they don’t know.
How they believe anything is possible.
How they want to share their success.
If you want to get your beginner's heart back, mentor a new agent for 90 days and watch what happens to your production.
I would say, the easiest way out of a slump is to mentor an enthusiastic new agent or lender for a season, and not only will you be inspired to show them how good you are, they will be inspired to show you how good they are – you both win.
#2 Learn something new everyday.
Expand yourself through knowledge. Through reading, listening and studying.
Visiting me daily is a good start.
Always have a few books going at once. When you sit at your computer, be listening to audible books or 'click, listen and learns' while you surf the web or download idea casts.
One of the ways I keep my beginner’s heart is to always be teaching what I’m learning.
My beginner’s heart really loves to learn.
I live to learn and learn to teach. When I’m doing these two things, my heart stays open and enthusiastic.
The word "enthusiasm" is derived from the Greek term meaning "to be inspired; to be possessed by God; under the influence of a higher power; inspired by a super-human higher power."
So today, whom can you mentor and what can you learn so you can find and keep your enthusiastic beginner’s heart?
Is it possible that I have met a dance partner who has inspired me to want to learn?
Meet my dance coach Mary. When I'm learning anything new, I get one-on-one coaching! (hint)
Who is going to get the first dance?
I teach all styles of partner dance and the focus is always on how to have the most fun while really learning something. I believe everyone is a dancer at heart and make it my job to help you feel comfortable and free in your dance.
Dance North County - 535 Encinitas Blvd. #100 Private lessons are available by appointment. 760-809-6279
Now Your Jitterbug Lesson