Today was a first for me. I joined the newly formed Seaside Skippers club.
Check out todays adventure.
Comment: -------- Joe -- that is SO cool!! Skipping is for me - walking is boring, running is too hard on my knees... so it's the perfect thing to do! Thanks for sharing! Jan Cotton
From Joes Journal
Have you ever wanted to press the re-set button on a particular area of your life?
When we press re-set we get a chance to start all over again plus we get to apply everything we learned from our past experiences. That is how you re-create your life.
Here are my rules for re-creation.
1. I have everything I need to get started right here and right now. I may not have everything I want yet I have everything I need. I believe in the law of motion which states as soon as I move confidently in the direction of my new ideal more will be given to me to help me on my way.
2. I have recognized that energy that I spend worrying about the future is the exact same energy I can use to create the future.
3. I can get everything I want in life all I MUST do is find people who want what I want and then help them get it. If what I want is friendship, companionship, conscious spiritual connection, willingness to expand and grow, meaningful thoughtful loving conversation, adventure, respect, truth and fun then that is what I MUST offer others.
So that’s what I’m thinking and meditating on this morning.
Have a great day – I hope to hear you on the Art of Asking call today at 10:30am. I have created a great training for you. ( By Referral Only members )
Good Morning From Santa Monica California,
From My Journal:
One of the new habits that I choose to integrate into my daily living is to select an attitude that no longer serves me and replaces it with a new more empowering one.
For me the secret is to pick only one attitude a day that I waste energy on. Then focus on giving that same energy to a new more positive expression.
Today 4-24-2007 I choose to replace the attitude of doubt with the attitude of adventure.
Today when my mind gives rise to doubt I will notice the thought I will immediately replace it with my
" My life is a grand adventure. Today I choose to live my life as a full expression of the highest version of myself."
Living My Adventure Today
Doubt. To feel unconvinced or uncertain about something.
Adventure. The participation or willingness to participate in things that involve uncertainty and risk.
Today I’m going to the dermatologist to have 14 stitches removed from the side of my head, near my left temple.
The sun is what happened.
Living in Southern California, playing lots of golf and hanging out in our wonderful sunshine, I got what is called Basal Cell Skin Cancer.
I noticed this pink spot about a year ago and didn’t think much of it.
Then about a month ago, it started bleeding and wouldn’t stop.
My daughter, Traci, urged me (she set up the appointment) to get it looked at.
So last Monday, after 5 hours of mole surgery, they removed a chunk of this stuff the size of a quarter.
The doctor said, if I would have come in a year earlier when I first noticed it, it would have only been the size of a dime.
It was simple stupidity on my part not to take care of it right away.
Learn from my lack of action.
If you've got anything like this going on now… get it handled now.
Basal cell skin cancers look like a small, slow growing, shiny pink or red lump. If left, they tend to become crusty, ulcerate or bleed.
Basal cell skin cancer occurs on the face, scalp, ears, hands, shoulders and back. Basal cell skin cancer can occur on the nose.
'You've got to find what you love!'
This is the text of the Commencement address by Steve Jobs, CEO of Apple
Computer and of Pixar Animation Studios, delivered on June 12, 2005.
I am honored to be with you today at your commencement from one of the finest universities in the world. I never graduated from college. Truth be told, this is the closest I've ever gotten to a college graduation. Today I want to tell you three stories from my life. That's it.
No big deal.
Just three stories.
The first story is about connecting the dots.
I dropped out of Reed College after the first 6 months, but then stayed
around as a drop-in for another 18 months or so before I really quit.
So why did I drop out?
Meet my daughter Olivia learning how to play guitar. She inspire me!
I just listened to a beautiful song from the Five for Fighting's album…listen to the words to their song World.
Listen Click Here: Five For Fighting World
What kind of world do you want?
Let’s start at the start,
Build a masterpiece
Be careful what you wish for
History starts now...
My friend Karen Winter shared these words with me this morning and I choose to pass them on to you.
It’ speaks directly to my heart and I how I feel now.
I believe you will find inspiration in this thought.
Whether We Act In Big Ways or Small Really Isn't The Point.
by Patricia Bechdolt, Th.D.
It is about signaling to the universe and to ourselves that we are serious about our intention to live with authenticity and integrity.
The personal implications of this alignment are, of course, not at all separate from larger global issues.
As the world around us faces a crisis of balance, we are each called to contribute to its equilibrium by becoming more centered and balanced ourselves.
As above, so below.
As within, so without.
As we serve our soul's intention, we serve the greater good as well.
We are now being asked to cease stopping in our tracks because of what we don't know for sure. .
Look to the vision you hold of your future self. If, heart and soul, you know it to be the essence of you, then fake it 'til you make it.
Begin now to embody that person in whatever ways you can, even as you honor your present responsibilities.
Incorporate that future into the present moment.
As you do so, whatever is false about the life you have been living will reveal itself and dissolve in the face of being more real than you have ever been, and the future will begin to take care of itself in a way that feels more meaningful and invigorating.
Whatever is unrealistic about what you set in motion now will be brought to light, and whatever is genuine will feel just that way.
My love and gratitude goes out to each person who was at the Las Vegas Main Event.
It was truly a remarkable experience for me.
Today I choose to recover, which means I will get a massage, walk on the beach, work out with Markus, write in my journal, have dinner with my daughter and just soak in the gratitude of everything that is good in my life.
With All Gratitude
Have you ever read a book that you loved so much because it provided you so much depth and insight that all you wanted to do was read everything the author ever wrote?
Well I just discovered the work of David Whyte.
I have spent all my free moment in my last 8 days devouring each drop of wisdom that falls from the pages of his poetic heart and mind.
Click on the links below to see my four favorite David Whyte books
I tried reading just one.
Go ahead try it!
Try just reading one.
I dare you!
During the Christmas Holidays I choose to retreat to the mountain of Idyllwild to mediate and fast while I created an updated vision for my life.
My vision is an image of what I choose my future to look, feel and sound like as if I'm already living it.
My vision is an inner picture of my hearts desire that I choose to manifest in my outer world.
I love these words Blake wrote:
It Is Within
…Rivers, Mountains, cities, Villages.
All are Human, & Earths, as in your own Bosom you bear your Heaven
And Earth & all you behold; tho’ it appears Without, it is Within,
In your imagination, of which this World of Mortality is but a Shadow.
The inner world was as real to Blake as the outer land of walking life.
The kingdom of heaven is within you.
During my vision quest I created a life map using Tony Buzan and Michael Gelb principals of mind mapping. At the upcoming Strategic Forum Michelle Zwicker and I will show you exactly how to create your own mind map.
After my map was drawn I then wrote my detailed description of my out-pictured life 10 years after I had achieved my hearts desire.
Another principal I choose to teach at Strategic Forum is how to create a vision through your goal not to it.
Imaging like this requires you fully live your vision as if it is happening now.
You can achieve this outcome by using conscious language. The simplest way to write your vision with conscious language is eliminate the words this, that, it, then, the, want and need.
When you imagine using conscious language you create a specific detailed future packed with emotion.
Here is a portion of my vision for my life 10 years into it!
My eyes open. My light turns on. Awaking, I feel his presence. God fills my mind.
My first thought, is thank you God.
It’s morning dark, my moon is full, my coyotes sing, I feel my time, 4:30 am.
My habit of rising naturally at 4:30am is part of who I am.
I feel refreshed.
I turn slowly to my left and see my life partner.
Her beautiful hair is wrapped around her tender face.
She is my angel.
The March 24th, April 28th and May 5th dates quickly sold out!
Because so many people have requested attending my small group "Dialogue School", I have chosen Friday June 22nd for the next training.
What's It Feel Like When You Imgine Having Mastery Of My Magic Words? Enroll Now Into Dialogue School, It Will Flll Up Very Quickly!
As you know, I’m obsessed with language, getting the right words in the right sequence to produce the best result.
For the past year, I have been working on perfecting the Initial Consultation and now I’m ready to reveal all my Magic Words Technology in this exciting, new, one-day training.
If you're ready to step up to a new level of communication effectiveness, I would love to show you how!
Check it out. Click on the link below and let me know what you want to do!
Click here for more information:
One Of My Top 10 Most Inspiring Bible Verses
Wisdom and understanding are better than silver and gold and
nothing I desire can compare with them; therefore, I make it my
ambition and desire to have understanding and wisdom; therefore
I know I will have all of the other desires of my heart.
I'm curious, can you tell me what Bible verse inspires you most?
Are you ready to get in the best shape of your life?
I hope so because Markus and I can show you the exact exercise routines that will make you a super hero!
Have you ever taken 3 days completely away from business including blogging?
Here is what I did!
Real Recovery Time
Happy New Year...
I was wondering if you have begun to notice that without focus, it is difficult to succeed?
Yet, in my experience, I believe that no matter who you are, you lose your focus.
Is that true for you?
Also, in my experience, I have noticed that what separates the Pro from the Amateur is the Amateur will lose focus for days, even weeks, maybe even a month at a time.
While the Pro never loses focus for more than a day, maybe two, because the Pro has mastered the skill of refocusing.
I imagine you may want to know how to get refocused when you seem out of focus.
I’m not going to tell you that it is easy to turn Pro because you already know how to be Amateurs, but may I suggest these three habits be woven into the fabric of your life, so you can enjoy the benefit that Pros receive that Amateurs only dream about.
Three Pro Habits That Get You Refocused
#1. Recovery Time.
Once a year, get away for a least 3 days to redefine your dream and revisit your 3 major life projects. (Read the post “What Separates Pros From Amateurs").
This year, as a matter of fact, while you read this, I’m in Idyllwild, California, fully emerged in a 5-day spiritual retreat, fasting on lemon water, maple syrup and cayenne pepper and meditating 3 to 5 hours a day, getting refocused on what is important to me.
#2. Remodel Time.
Each month, take 5 uninterrupted hours focusing on what projects and activities will give you the most significant thrust towards the accomplishment of your 3 major life projects.
#3. Results Time.
Pick one project at a time and invest 75% working on it until it is complete.
So for example, you want to get 3 listings or loans this month, upload all of your data from your database system to myclients, and you want to hire an assistant.
The secret is to pick just one of those three projects and pour 75% of all your time and energy into that one project until it is complete, instead of 25% on listings and loans, 25% on data transfer, 25% on hiring an assistant.
When you focus your energy on one thing, you get it done faster and better.
Those are three simple and easy tools to help you get focused and stay focused.
Happy New Year,
When I'm taking on a new project or attempting to brake a life long pattern I seek support in the form of a coach, more specifically a Life Coach.
Most of the time it only takes a month or two to replace my old habit with a new one when I work with a skilled Life Coach.
So as you move into the new year, do you have a habit that you would like to replace?
I have a gift for you.
I would like to refer to you Mary Pinizzotto's, she is a terrific Life Coach.
Check out her blog. Get inspired .
Maybe you will let her coach you for a month or two, who knows!
Click here and find out more: Positively Attractive
Happy New Year
Is it possible to learn the 8 secrets to success in 3 minutes ?
Find out by watching this video.
I'm here at the Westin Hotel downtown Seattle for day one of the Main Event.
Almost 600 people are registered to attend the conference.
I will keep you posted with a few video blogs of all the action so check back with me in the morning.
I love his message about purpose.
It reminded me once again that it is easy to be persistent when I am clear on my purpose.
I can overcome all my limiting thinking, imagined and real obstacles when I’m passionately and enthusiastically working in the direction of my life purpose.
Jack recommends that you rewrite your purpose statement every morning in your journal.
So I did.
My life purpose is inspiring people by teaching and training the principles, providing the exact turnkey tools and modeling the behavior of referrability?
What is your purpose?
Would you share it with me?
Have a great day!
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?
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?
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 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.
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.
In the world of real estate and mortgage blogging, 50,000 page views
is like running the 4-minute mile.
Thank you for not keeping Joe's Journal a secret!
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.
A few days ago a friend asked me what three books have had the biggest impact on my business life.
I had to think about it long and hard. I went into my library, then I pulled out my old journals and here is what I came up with.
Discovering and Exploring Habits of Mind
by Arthur L. Costa and Bena Kallick
A deep look at the 16 most important habits a child can learn to live a full and happy life.
If they are not learned by the age of 10 they become the the adults life mission. It is much easier to learn them before ten then it is between 10 and 50. At the Strategic Forum I will share the 16 habits.
Profoundly changed my point of view of what it mean to be a leader.
I will show you how I create the space in my life to make my vision come true through the power of thought, agreement and following my instincts.
I have used the 5 key insights from this book to build By Referral Only to be the best training company in North America.
The War of Art:
Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield
This is the kind of book you read everyday. It gave me the awareness to overcome my resistance to write. My work is my art and my business is my gallery. I will show you how I overcome the natural resistance to produce huge volumes of content daily.
I have created a new weblog where I will post all my workouts with Markus.
Bookmark this page and visit when you are ready to get your body in peak condition.
Feel free to share these routines with your local fitness coach.
Click Here To Watch Videos
That's a lot.
Thank you for sharing Joe's Journal with your friends, family and colleagues.
My intention going forward is to create as much helpful content that will support you in being the highest version of yourself.
That means, strategies to get more referral business, methods to give more referrals, ways to improve your systems and structures, deepen your spiritual awareness, improve yourself physically and of course, give you the magic words that will make what you say 5 times more interesting.
So please continue to share Joe's Journal with everyone you care about and as you do, I will continue to share all I know and learn about living the highest version of yourself.
Please comment, ask questions and involve yourself in this journey with me.
Your Friend and Coach,
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,
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?
I love this technology.
Right now, we are sitting in the Reno airport returning from our Lake Tahoe family vacation.
Horseback riding, river rafting, boating, reading, and relaxing... that is what recovery time is all about.
I am re-reading David Hawkins book Transcending The Levels of Consciousness - The Stairway to Enlightenment.
It is really a magnificent explanation about how to live life from a place of joy, love and gratitude.
I'm feeling recharged and ready to make a 10x bigger commitment to learning and teaching.
My biggest insight on this relaxing, adventuresome trip was how much I truly live my life to learn and how much I love to teach what I'm learning.
Here are a few pictures from our journey.
Long time By Referral Only member Chris Stanton arranged for me to fly to New Jersey to share my marketing and referral generating strategies.
It was a great day.
Opteum Financial Services was founded by industry veterans Peter Norden and Martin Levine in 1999.
Today, Opteum employs 1,000+ mortgage professionals across the nation, all empowered to exceed the expectations of their customers, partners and shareholders.
Opteum Financial Services is headquartered in Paramus, N.J.
Always Work Harder On Strengthening Your Referral Mindset, Rather Than Trying To Make A Name For Yourself.
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
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!
Thank you for letting the people you care about know about Joe's Journal.
Next time you're in a conversation with an agent or lender that you care about and they mention they would like to have more great insight on how to grow their referral business, please don't keep me a secret!
Inspired By Serving You,
First time fly fishing.
Of course I've got fish stories, but the story about the brown bear that came within 20 feet of us is the one I will remember forever.
Again, our guide Paul was brilliant, and because of him, I am here to post another day.
After a great three day Main Event in Las Vegas, I took off for some much needed recovery time.
My mother’s sister’s son, Paul, (cousin) owns Alaska Getaway.
He invited my nephew, Air’n (Mathew) Monahan, and I up to Sitka, Alaska, for a three-day fishing extravaganza.
At the crack of dawn, we were catching 30 lb. Alaskan King Salmon and 65 lb. Halibut.
It was remarkable and I would highly recommend booking your next fishing adventure with Paul and his trusty mate Temple.
We are at the Green Valley Ranch Resort in Henderson, Nevada - Over 500 agents and lenders from all over the United States are here to learn and have fun.
The resort is spectacular and is only 20 minutes from downtown Las Vegas - it's like being in Vegas without the noise!
The next Main Event is in Reston, Virginia. Have you made plans to be there? Do it now -- it is filling up fast.
Nice Words From Jeni
Hi Joe – Thank you for a fantastic main event in Las Vegas!!
The new scripts you gave are so valuable – I must use them with my clients. I love to listen to your wisdom, You bring a lot of things into focus for me – and for that I am a better person.
Thank you for giving of yourself so freely. You are a true blessing to me and I know our relationship will only get stronger.
With heart felt thanks,
Your personal photographer of the Main Event.
Jeni Stahly Van Ornum
Key Real Estate Group, LLC
The true measure of your education is not what you know, but how much you share what you know with others. - Kent Nerburn
Thoughtful Words From Judith
I want to thank you. Deeply. You have shared so much with me and with everyone around me in these past three days at the Las Vegas Main Event. I am so grateful that I found someone whose gift is so great and whose passion is so much greater.
You make the cynical feel brand new.
And now, because I am new, and relatively unitiated, this simple and heartfelt thank you email will have to suffice.
P.S. Enjoy your Alaska adventures with your nephew and friends this next week..I can't wait to hear what stories may come from this...!!!
Judith O'Hara, ABR, GRI
Your Personal Real Estate Consultant for Life
West USA Realty
"Ogres Are Like Onions So Are Main Events - Nice THoughts From Bill and Fran Jenkins
This is my second Main Event and first for my wife and as Shrek said "Ogres are like onions". So are Main Events for me. There are so many layers within the business units of Before, During, and After that it can be overwhelming. Your analogy of a kid in a candy store really hit home for me. We sent out our reconnect letters to past clients and have already received favorable response. Tomorrow we are going to call to ask permission to send printed items twice a month and check back by phone in 60 days. I can see the value of attending a minimum of two Main Events a year if only for the benefit of eating one piece of candy at a time. Thank you again for your commitment to excellence. You are truly an inspiration.
Bill & Fran Jenkins
By Referral Only Real Estate Consultants
Julie Spychowski is part of the traveling team at By Referral Only.
Together, we have logged tens of thousands of miles by car and plane.
We have shared the best of times and some stressful moments. But over time, we have grown to love and respect each other’s uniqueness.
A few weeks ago, Julie got married. She asked me to be the Minister at her wedding.
Because I enjoy being in the space of love and happiness, I gladly accepted.
Julie married her long-time partner Cricket. Now, although the state of California does not recognize same sex marriage, I would have to say that the ceremony was filled with more genuine, authentic love then I have seen at most traditional weddings.
It was beautiful and truly an honor to be part of it. Thank you Julie and Cricket for allowing me to play an important part in your life experience.
Now how do you become a Minister? Did you know that in California you could be ordained for a day? That’s right, it's magic. Simply click Be A Minister For A Day; only in California!
Good Morning…Happy July 4th, 2006!! BANG….!!!
By the way, we’ve had over 13,000 visitors to Joe’s Journal since April 11th. I know I am being successful when each day, I am teaching, guiding and leading more people than I was the day before, so please continue to refer my blog to the people you care about most.
I have a beautiful new friend – Tammee. She wrote these words to me and I meditated on them for much of the day.
“I believe we all have fear, but what makes each of us different, is how we choose to react to fear. It takes someone courageous to walk into fear and transcend it.”
My thoughts about my new friends words:
In William Atkinson work from 1901 he said…
“Fear is the parent of worry, hate, jealousy, malice, anger, discontent, failure, and all the rest. The man who rids himself, will find that the rest of the broad have disappeared. The only way to be free is to get rid of fear. Tear it out by its’ roots.”
Today, for the most part, I live a life free of fear or at least conscious of it's presence.
My passage out of fear and into freedom has been the theme of my life work.
What the last 10 years of my personal growth has been focused on, is letting go of accumulated fear that I brought into this life and chose to hang onto.
Once I decided that it no longer served me and the purpose I choose to live, then the resources, including the teachers, the books and classes, appeared instantly.
Today, I will share with you two experiences that have assisted me in my journey; both of them are available to you if you choose.
Experience #1 -- Embracing Christ Consciousness, Fear Disappears
I would like to introduce you to Denise and Kanta Masters.
They are the stewards of a company called Source Seminars.
Although I cannot reveal the process I went through, I can tell you the result was penetrating through the thick layer of my ego mind to find on the other side the divine love of Christ.
I came to realize in a moment, that only a thin veil separates me from my highest self. That only through that Christ consciousness does fear disappear. Where there is light, there is no darkness.
The entire Source Seminar series for me was like taking a paint scraper or a sand blaster to my soul; it loosened years of fear that I allowed to attach to myself.
We are all like ships at sea and from time to time we need to be brought into harbor and the barnacles need to be scraped off. Some of us, like me, need to repair the hull so the leaks don’t sink us.
I have recommended Source Seminars to dozens of By Referral Only members. To date, over 25 people have taken the training on my referral.
Meschelle Zwicker, the producer of the Main Events, said it best, “It’s like taking a power hose and spraying the windshield of your soul.”
In this human existence we can collect so much stuff (fear), that it is easy to think we are looking at God’s plan for our life when really it is junk on the windshield.
Experience #2 -- Tearing Fear Out By Its’ Roots
Jeffery Smith, MTF, soon to be PHD. Jeffery is an expert in EMDR (Eye Movement Desensitizing Reprocessing).
Here is what Jeffery explained to me that changed my life forever.
We have long-term and short-term memory. During the course of a day we fill up our long-term memory banks. The maximum capacity of a short-term memory bank is about 64 continuous wake hours. Notice that after 64 hours without sleep, you can’t remember your name.
Long-term memory stores everything that is important to the connections that make up your life story.
Now here is where it gets interesting.
Our brains run on electricity. When we sleep, the charge is between 3 MGHZ and 12 MGHZ. That is the electric voltage required for creating an alive brain in a sleep state.
When we are awake, our brains need 12MGHZ to 21 MGHZ (throw a little Starbucks on top and zoom to 23MGHZ).
During our sleep state, our short-term memory is being dumped into long-term memory. The unnecessary information that has no connected meaning is disposed of -- things like what color was your brother’s shirt or the name of the gas station attendant.
However, the things that we assign importance to that make up our history, transfer from the short-term cells to the long-term cells.
The theory is that when your eyes are moving rapidly from side to side while you sleep, what is occurring is the movement of memory from short-term to long-term.
During the course of the day we have experiences that enter our brain at different frequency or electrical charges.
So for example, I am writing right now on my laptop, sitting on my couch, looking out over the Pacific ocean. This is a peaceful experience that is registering in the 18 to 21 MGHZ range. If all of a sudden a plane crashed in front of me, the experience would register over 21MGHZ.
It would be like an electrical shock to my brain. Fear, anxiety, and worry would be imprinted instantly at a high electric charge. This experience is called TRAUMA.
Now when I go to bed at night, the EMDR theory is that any memory that gets imprinted over 21MGHZ will not transfer from short-term memory to long-term memory.
So what happens, is the memory with the electrical charge is stuck in short-term memory. That is why some trauma that occurred in your life 20 years ago, feels like it happened yesterday.
When Jeffery explained this to me, I knew I had some deep childhood trauma that was causing me to recreate the same patterns of trauma in relationships.
I choose not to go public with the specifics of what happened to me in my childhood, because I honor everyone in my life and the path that led me to where I am today.
I can tell you that I worked with Jeffery every Friday for 5 months, two to three hours a week, going back into the old memories, all the way back to birth and releasing the charge that was imprinted from the trauma that occurred.
After each session, I had a deeper connection to God and a clearer understanding that I have a life story, but I don’t have to define myself by my story.
Karen Winter says it well – “I have a story and I am not my story.”
To my new friend – Joseph Campbell says beautifully, “We have to let go of the life we have planned, so we can live the life that is waiting for us.”
With Love and Freedom From Fear,
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.
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.
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.
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.
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
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.
Here is a great example of how to use your Real Estate or Lending blog. Check out how Tom and Sally Cook are communicationg with their local market.
Why Can't You See Real Estate Signs At Night?
It's pretty simple... often, there is no street light right where you'd like it and running a spotlight and extension cord from the house seems pretty crude.
I've often given some thought as to how to light up my For Sale signs at night to give my Toronto Real Estate seller clients more exposure for their homes and to make it obvious to people driving by after dusk, that there are full-color feature sheets mounted in a box on that signpost.
Finally, there seems to be a solution... a California company recently came up with a portable lighting system that sits up on the top of the sign and has two LED light arms extending out to both sides of the sign.
I just installed the first three of them last night... what do you think?
There's a bit of ongoing 'battery' maintenance with them but I think the result is terrific.
Last night I went to a late movie, 'The Da Vinci Code'.
As I got out of my car, I noticed this cart in the area adjacent to the parking lot.
I had to take pictures of it because, it is an example of the complete opposite of what I teach.
I am sure this agent is a terrific person and more than likely a great agent.
Maybe you're like me and you see these cart ads in almost every city you go. What I am wondering, is what is the cost of this marketing? Do you ever wonder about that?
I am also wondering if the people who do this type of marketing spend as much of their marketing dollars on their friends, family and past clients, as they do on their carts.
I am just wondering -- wondering out loud!
Imagine how good you will feel when you clearly define what success means to you!
A few weeks ago I got an interesting phone call from one of my long time By Referral Only coaching clients. Imagine having the same coach for 10 years -- that’s a genius level of commitment.
He asked me, ”Joe what do you think about helping me double the size of my company over the next year?”
I said, “Are you sure you want to double the size of your business?”
He said, “Yes”.
I said, “Are you sure enough to be unsure?”
He said, “What do you mean?”
I asked, “What happens when you imagine your business twice the size you are now, and how will being twice as large affect the wider scope of your entire life?”
Because I knew he was consistently selling 75 homes a year using the By Referral Only ‘Before /During/After Systems’ that he learned at the Main Event, I wanted to hear more.
One of the things I didn’t know was what was important about doubling the size of his company right now to him.
I asked him to close his eyes and go inside and imagine what it would be like selling 150 homes a year and look inside and see how that would affect his family, children, vacation time and profitability. Because he is coachable, he did it.
Then I told him the story of Thomas Leonard.
Thomas and I talked a lot about success, what it was, what it wasn’t, and how critical it was to have your own personal definition of success.
Thomas believed that only after you had clearly defined a response to the statement “I know I am successful when I ________________”, could you make the decisions necessary for your success.
He encouraged everyone to have 10 answers to that question, so whenever you were struggling with what to do next in your life, just look at how you defined success.
Once you have written out your 10 definitions, you can then learn to make all of your decisions based on your own personal definition of success.
Here is the statement:
I know I am being successful when_____________________________.
Fill in the blank. Try it again. Do it 10 times.
I know I am being successful when______________________________.
You will notice just how good you start feeling as soon as you start writing your statements, because you know if you want to produce good results in your life, you first must feel good.
It makes me feel good sharing my top ten ways that I define success with you. Maybe you will want to feel good and share your top 10 with me.
Sooner or later you will want to do this and feel good about it, so why not do it right now!
10 Ways I Define Success For Me
1. I know I am being successful when I am joyfully teaching what I am learning.
2. I know I am being successful when the number of people who are impacted by my teaching/coaching is increasing daily.
3. I know I am being successful when my writing and teaching is fully congruent with my behavior – when I’m walking my talk.
4. I know I am being successful by how often I am feeling inspired and energized to create something new.
5. I know I am being successful by how well I treat my body and mind.
6. I know I am being successful when I watch my kids becoming positive, compassionate, spiritual, loving adults.
7. I know I am being successful by how much time I laugh each day.
8. I know I am being successful when I enjoy every single thing I do with my time.
9. I know I am being successful when I demonstrate the courage to change the things in life I can, and demonstrate the wisdom to know what to leave alone.
So back to my coaching client, the person who wants me to help him double his business. I asked him to ponder this question; “What is important about doubling the size of your business?” His response, “To be successful.”
I then asked him to do for me what Thomas Leonard did for me 7 years ago. I asked him to come up with 10 fill-in-the-blank statements to this inquiry.
I know I am being successful when I_____________________________.
A week later I got a call from him. He said that as a result of redefining success, that he really was not interested in doubling the size of his business, but what he was going to focus on was more time with his spouse, save more money and laugh more.
I hung up the phone, looked up to the heavens and thanked Thomas.
Thomas passed a way a few years ago, but his profound work continues to impact lives through the lives of others.
Here Is My Number 10!
10. I know I am being successful when I am looking down from heaven and my soul tingles with joy from the impact of the work that I have left behind.
I am curious if you have you ever taken the time to define success this way.
You can go to coachville.com and get some help with examples they provide.
It may or may not be the most important thing you can do – only you will know that after you’ve done it.
By taking the time to define success, I can now orient my life around my definition of success, not the mass media definition of success for me.
Go For It!
I've probably made hundreds of mistakes during the 24 years as we built By Referral Only into a caring community of professional service people.
I’d like to share with you the three worst mistakes, the ones from which I've learned the most. Perhaps you'll learn from them, too, without having to suffer the same pain that I have.
1. Believing That Chaos Is Creative.
Early in my business development, I believed a highly visible business guru who held that "thriving on chaos" was exactly what was needed. My job description at one time was to "put out fires" and I was always living with chaos.
Today, I believe much differently. "Chaos is a killer in business because it inhibits thought, negates planning, ruptures relationships, drains energy, and destroys morale. Far from being purposeful, chaos takes the eye off goals and objectives."
2. Keeping Both Eyes Constantly On The Competition.
This is one of the great ironies of American business. Previously, I was obsessed with what my fellow speakers were doing. I discovered I was becoming a second-rate follower.
I learned about 15 years ago that just because the competition is doing it doesn't make it smart, effective, or correct. Following the competition like a shadow only indicates a lack of conviction and self-confidence.
3. Believing That The Quick Payoff Is Better Than Making An Investment.
By Referral Only is committed to long-term capital improvements, like our website and coaching services. For a long time, all I had to offer was tapes. At first, my primary interest was in making tape sales, with no investment in the future and no commitment to the customer.
in 1991 we shifted to long-term relationships and building a community of life-long learners, I have watched many tape salesmen come and go. Fortunately, business declines and recessions weed these companies out, but By Referral Only is now in its 24th year of business.
So, there are the top three mistakes that have helped me grow. I suspect you have made some mistakes as well. Perhaps you are making them right now. Reflect on these errors I have made and avoid them in your business.
Please share your thoughts and any new awareness you gain after you reflect on them.
Are You Committed To Being Referable Or Are You Just Interested In Taking Referrals?
What do you think the difference is between being interested in something vs. being committed to something?
Here are a few of my thoughts about being committed to the referral process instead of just being interested in taking referrals:
What is the difference between interest and commitment?
Think about the hobbies that interested you.
What comes to mind first?
Now, think of one thing in your life that you’re really committed to.
What comes to mind first?
Feel the difference between your interest and your commitment?
I imagine that the thing you are interested in doing is something you do when all the circumstances are perfect.
For example, I am interested in boogie boarding in the Pacific Ocean.
From my table, I can see 15 to 20 surfers and boarders who are enjoying the Southern California Surf at the Cardiff Reef.
When it comes to jumping in the ocean, whether or not I do it depends upon the circumstances.
I am interested when the weather is 80 degrees, the ocean temperature is 70 degrees, plus a friend joins me.
Under these circumstances - Gong Ho, lets hit it!
Today the temperature is 68 degrees and the water is 54 degrees - not interested.
When I think of something I am committed to, Yoga comes to mind first.
I feel challenged and inspired at the same time.
Yoga is the most ancient form of meditation and fitness. It is the perfect blend of body, mind and spirit.
Yoga was brought to the United States in 1950’s by Paramahansa Yogananda.
He set up his Self Realization Fellowship (SRF) Temple here in Encinitas, California.
Today, Encinitas has more Yoga studios in a 5-mile radius than anywhere else in the United States. It is a Yoga Mecca.
I have been practicing Yoga since 1995.
I have a committed Yoga practice.
I Love Yoga
I keep track of all my Yoga on my Goal Board.
My goal in 2006 is complete 120, 90-minute classes.
I have organized my daily plan around attending one of the five different classes offered daily.
I practice at the oldest studio in Southern California called The Yoga Room in Encinitas, California.
Perry teaches a flow she calls “Synergy Yoga”.
It is a 90-minute class with 60 minutes of standing poses and 30 minutes of ground poses.
It concludes with a 10-minute silent meditation.
All this is done is a room where the temperature is 100 degrees and the humidly is 50 degree’s or higher.
Yes, it’s like a de-toxic center.
It keeps you young, vibrant, alive and full of vigor.
I actually bought my home in Cardiff By The Sea to be close to the Yoga Room; that is how committed I am.
Can you feel my enthusiasm and excitement through my sharing this with you?
What you’re feeling is my commitment.
But what does surfing and yoga have to do with referrals?
What is more true for you?
Are referrals more like my boogie boarding or more like Yoga?
Are you interested in taking referrals?
If you are just interested, you will ask for them only when the circumstances permit.
Is it like me boarding when conditions are perfect?
But when you committed to referrals you become a student of the school of referrals.
You read, you study, you go to the Main Event at least once a year, and you build you life around doing business By Referral Only.
You make it the purpose of your business.
When you are committed to referrals you make it the reason you are in business.
You are committed to creating an experience so refreshing, so healthy, so joyful for your client that all they want to do is refer you to the people they care about because they feel your commitment to them.
When you are committed to getting referrals you build the step-by-step systems that have an automatic outcome called a referral.
You become masterful at Power Referral Dialouge – you speak referraleze.
I have been teaching referral marketing to real estate and mortgage professionals for a quarter of a century.
Over three quarters of a million people have attended one or more of my workshops, listened to my tapes or read joesjournal.com daily.
I can say with confidence that the biggest difference between being a highly referable real estate or mortgage consultant vs. taking referrals from time to time is the level of commitment you have towards building a referral business.
When I invited you to read my daily blog joesjournal.com, I told you I have a commitment to creating two or three new ideas, new thoughts new insights or new strategies on how to get more referrals, become more referable or just improve your thinking about referrals.
That is my commitment. I am just as excited about writing you daily as I am doing my Yoga.
I hear agents say, “Yeah, I would be interested in learning how to get more referrals.” Then I say, “Are you willing to make getting referrals the purpose of your business?”
Only when you commit to that purpose do you create extraordinary referral results.
|Click, Listen and Learn|
I met Brian in 1985 when I was a promoting personal development seminars. I had the honor of hosting some of Brians first seminars in the United States. Over time we became freinds and because of his positive impact on my life we named my first daughter Traci.
Recently we caught up at lunch. We compared career paths. I choose the path of building a coaching company and Brian choose the path of speaker and author.
Today I have one of the largest coaching companies in North America and Brian is the most read authors on the subject of personal and professional development.
Brian is the most focused determined individual I know. His capacity to create new thoughts is astonishing. He writes a book every 90 days. Imagine that! Every time I get together with Brian I get inspired and realize how much more I can get from myself to give to others.
This is the personal development program that turned my life around. If you are really serious about making lasting change in your life what Brian teaches in the Psychology of Achievement is timeless.
I listened to the program once a year to boost my selfestem, build a stronger positive self concept and develop my unshakable self-confidence. Brian taught me how to think like a successful person before I was successful. I learned that putting affirmations and visualizations to work, I will create whatever my mind desires.
If your ready to set super specific goals for your life listen to this course.
What would it be like to have me come to your company for a private training?
Gina Blank and Sandra Sanders have invited me to come speak to their agents every May for the last 4 years.
We call it a mental spring cleaning.
Would you like to schedule a private training for your company?
Call Joseph Casey at 760-518-2563 he will give you all the details.
|Click, Listen and Learn|
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|
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.
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
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.
Last week my friends, Todd and Pam Welsh, visited me at my home in Cardiff.
One morning we walked by the Cardiff Exotic sports car dealership.
As we were walking by, a Yellow 355 Spider Ferrari got my attention. It has just 15,000 miles on it and is in mint condition.
They are asking $97,000!
That was last week. I have driven by the dealership a half a dozen times, always slowing down to see if the Yellow Spider is still there. I’m just noticing how I’m processing this experience. So I wrote this morning:
What is important about owning a Yellow 355 Ferrari, to me?
1. It’s a symbol of achievement.
2. I send a message to myself that I can achieve anything.
3. I can model to others that anything is possible.
4. I like when others are inspired by my achievement.
5. I get inspired when others get inspired.
6. I love experiencing a new experience.
7. It keeps me growing and challenging myself.
Now I’m looking at my answers.
It’s very revealing to me how I feel. What I’m noticing is that owning a 355 Yellow Ferrari is a feeling I want.
Then I asked myself, what feeling am I really wanting?
I currently own a 1997 933 Carrera Porsche and a 2005 Cayenne Porsche Turbo and the feeling I get from my two Porsches is everything I need, but is it everything I want?
Is the 355 Ferrari a want, because it's not a need?!
If that is the case, what is it I really want from owning a Yellow Ferrari?
Is it happiness?
I also know happiness is incremental.
Meaning, my first Porsche in 1989 brought me massive happiness, my second Porsche brought me slightly more happiness, and my third Porsche just a little bit more happiness.
I am wondering, do you think I‘m thinking the Ferrari 355 will bring me happiness?
Now, don’t get me wrong, I’m a happy guy. I was just noticing how I’m processing this decision and I want you to notice that when someone is buying a new home, they process a decision very much the same way.
Do we buy non-essentials for incremental happiness?
I just thought of something. Is it possible the Ferrari is my way of secretly expressing my desire to be desired? (Although a Yellow Ferrari is not so secretive!)
Do you ever feel the desire to be desired? I imagine only if you're human, would you have ever had a desire to be desired. Don't most Country Westerns songs have some theme like that?
If that is the case, my prayer is, "God, please remove my desire to be desired."
I may NEED to pray that prayer several times.
I’ll keep you posted on my choice. If you want/need/desire to share your thoughts, feel free to!
Inspired By Adding Value To Your Life,
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A few times a month I invite clients (friends) to my Cardiff By The Sea home.
We talk a little business, walk on the beach, eat well, hang out under the JoGlo and enjoy each other’s spirits.
Recently, Terry Moerler and Ray McCarthy from Thousand Oaks, California took the train down and spent a day and half with me. Terry and Ray have one of the most successful real estate businesses in the United States.
What In The Bleep... Members Since 1996 Long Long Walk...
Cardiff Home The Joglo.............................................
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Hi I am Joe Stumpf, the Joe in JoesJournal.com.
This is one of my playgrounds.
Here I get to share, create, exchange, collaborate and teach whatever I want that will help you become more referable.
For over 25 years I have been writing my thoughts, concepts, insight and
awareness into my journals.
I have 2,783 pages of stuff, all kinds of stuff that I have observed in my
I have had unprecedented access to the most successful agents and lenders in all of North America.
I have observed and journalized exactly what they do, what they don't do, how they think, and how they out wit, out maneuver and out fox virtually everyone.
I have read over 1,000 books on personal development, business success,
spiritual awareness, health, nutrition, relationships, leadership and
I have interviewed and met with hundreds of authors who are
experts in a wide variety of disciplines. Everything I have experienced has
been captured in my journals.
From 2002 to 2004, I went through a painful martial breakup. In April of 2004, I took five days (the dark night of the soul) and read everything I had written in the prior 23 years.
It served as a significant piece in my healing process.
It reminded me that I have a rich and active -- sometimes overly active -- mind and imagination. When I was doubting myself and my value to the world, my writings reminded me that I am a keen observer, a smart and thoughtful loving man who simply loves to teach everything he learns.
Milton told me to open my journals for the world to read. Have you ever had someone say the perfect words at the perfect time? Milton did that for me.
Milton said, Joe I have known you for 20 years and your life is filled with rich and powerful experience and profound learning that must be passed on.
During the past 24 months, I have invested hundreds of hours in personal
development workshops, therapy and self-reflection. I have emerged from
that experienced a much wiser, compassionate and generous man.
What you can expect from me are daily blogs that are excerpts from my past journals, current thinking that is going into my everyday journals and my latest findings about building a referral business.
Please feel free to comment and participate with me in this creation.
Of course, pass this on to everyone you know who would find value in what I have to share.
Thank You and Enjoy!
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By Referral Only is a company that I founded back in 1993.
It has grown to be the largest company in North America that exclusively
coaches Real Estate and Mortgage consultants how to build a by referral only
Our mission is to be the best in the business at teaching the principles,
providing the systems and modeling the behavior of referability.
Find out more by going to ByReferralOnly.com and click on Free Tools.
Go For It!
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From the writings of Paramahansa Yogananda, I have come to deeply enjoy and relish my solitude and slowly comprehend the meaning of his words: seclusion is the price of greatness.
My ideal day begins and ends in quiet under the Joglo.
I begin my day with a 30-minute ritual of writing about my intentions for
the day. I believe that whatever my intentions are, determines what gets my
My Morning Questions.
I use these three questions to help me create my intentions:
1. Imagine the day is over - what one thing would I like to achieve by the
time I go to bed tonight that will give me the greatest sense of progress?
2. What can I do today to move in the direction of 500? Look at the map of consciousness.
3. How can I improve the well being of each person I plan to see today?
I have come to love the morning silence, knowing that God sits with me. I concentrate on joyful incidents. I dwell on all the joy in my life. I visualize what will give me the feelings I desire -- the feeling of joy and freedom and growth.
I end my ideal day with 30 minutes of reflection.
This thirty-minute period of time before I sleep allows me to complete my day by mentally creating the space for a deep, peaceful sleep.
I choose daily to let go of worries and enter into this absolute silence.
My Night Time Questions
I write about my day using these three questions to prompt my writing:
1. What did I experience today?
2. What did I learn from my experiences?
3. Knowing what I know now, what would I do differently?
Journaling my journey daily - based on the people I meet, the books I read,
the tapes I listen to, the places I visit, and the experience I am enjoying - is my path to peace.
Today, I use a brown, rich Corinthian Leather Journal. I like it because it's easy to write on both sides of the paper. I get them at Barnes and Nobel. You can order them here.
A classic tale of wealth, wisdom and the secret of success. I love this book. It's on my wisdom bookshelf.
First published in 1929, this 83-page gem is the one of the first books to use the short story formula that I have come to call the 'Blanchard Formula'.
Ken Blanchard, the co-author of the One-minute Manager and about 50 other 100-page books, uses a simple formula to teach profound principals.
John McDonald uses the story of the executive in search of the truth about success. Here are some passages that really resonate with my way of thinking.
Open To Learning New Ways
“Those who think they know everything will learn nothing.
Those who approach a subject with doubt and resistance will learn very little.
But those who take up any subject with an open mind, willing to learn anything that will contribute to their advancement, comfort, and happiness are wise."
First Doing The Interior Work
"Your mind can be likened to a house that has been cluttered over the years with thousands of unnecessary pieces of furniture, pictures, ornaments and other things, all strewn around and piled everywhere.
The results are that, although the outside of the house may present a good appearance, the inside is a mess of confusion and disorder.
It is impossible to accomplish anything under such conditions, for you cannot go after one thing without stumbling over another.
There is no order. No purpose. No progress.
The first necessary thing to do then, is to rid that house of all the furnishings that are not essential to your success."
What is one thing you will get rid of today that is cluttering your life, that's not essential to your success?