Joe's Journal

A Day In New Jersey

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

It was a great day.

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

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

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

My First Video Blog With You Tube

Don Here Are Your Magic Words

Greetings Joe (and Irma as well)…

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

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

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

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

Sincere regards,

Don Haertel

Don Here Are My Magic Words For You!

Dear ___________

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

I have loved the profession. 

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

So I thought about my skills.

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

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

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

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

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

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

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

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

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

Don

12 Minutes A Week Will Make You More Referable For A Lifetime.

I love fresh starts and all the possibilities they offer. Every Sunday night is a fresh start to a new week.

Here is a simple exercise to help you organize your thinking so you can be more referable this week.
Six sheets of paper, an egg timer and a ballpoint pen are all the tools you’ll need to make sure that next year is your best year ever.

Here’s how it works…

Step 1: Take the first piece of paper and your ballpoint pen and write Recovery Time on the top of the page.

Set your egg timer for 2 minutes, and start writing about all the things you’d like to do with your Recovery Time this week.

Step 2: On the second piece of paper write Remodel Time.

Start with the goal of scheduling 3 hours a week where you don’t do anything but work ON your business.

Set your egg timer for 2 minutes, and write down a list of all the things that you’d like to get handled in this week.

Step 3: On the third, write Results Time.

Set your timer for another 2 minutes and write out an ultimate scenario of what a perfect Results Day would be for you - a vision of what that day would look like if you could have it any way you want.

How many appointments would you have?

Would they be listing appointments or buyer appointments?

Would you be taking loan applications?

Write down all the things you can imagine that would make that Results Day perfect.

Beginning the week with a clear picture of what 'perfect' looks like will be an inspiration for you in your Remodel Time to work towards making your perfect Results Day a reality.

Step 4: On the fourth piece of paper write Before Unit.

Now that you’ve got the vision for your Results Day, Remodel and Recovery Time, it’s time to make a list of all the things you ALREADY know you want to do in the Before, During and After Units of your business.

Set your timer for 2 minutes and free flow a list of all the things you’d like to get in place for your Before Unit.

What kind of lead generation system would you like to work on?

How about your website? Your focus with the Before Unit is on generating qualified leads to work with in your During Unit.

Stay focused on the individual unit here.

Step 5: On the fifth piece of paper write During Unit.

Do the same thing for your During Unit as you did for the others.

Make a list of the touch points you’d like to add to your world-class service delivery system.

Imagine your customer experience time line and list the new systems you’d like to install in your business.
Remember, the goal of your During Unit is to generate one referral DURING the transaction from 50 percent of the people you work with.

Step 6: On the final piece of paper write After Unit.

How about Evidence of Success, Letters From The Heart and the By Referral Only monthly Client Newsletter?

Spend 12 minutes a week on the six topics, and focus on the most important thing you can do in each category this week.

I think you’ll find that with your Master list and the weekly review, you’ll get more done than you ever thought possible!

What Does The Process Of Becoming Referrable Look Like?

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

MadeManPrint

Why Would I Want To Learn International Ballroom Dancing?

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?

Stay tuned!

Mary Pinizzotto

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

Isn't Nice To Know....

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

Magic Words That Get Referrals

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

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

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

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

That would be me!

Joe

Strengthening Your Referral Mindset

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

You know that mindset is more important than technique.

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

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

Purpose

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

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

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

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

Think about it.

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

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

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

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

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

Boundaries

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

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

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

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

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

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

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

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

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

Integrity

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

15,000 Visitors To Joes Journal

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

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

Inspired By Serving You,

Joseph Stumpf
joesjournal.com

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

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

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

*****

Magic Words That Get Referrals

APS Script for Listing Endorsement Letter:

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

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

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

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

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

12900 Willow Creek is located at <Give directions>

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

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

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

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

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

*****

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

Magic Words That Get Referrals

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

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

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

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

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

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

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

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

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

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

******

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

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

Be the hero.

The River Runs Through It! Recovery Day

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.

Recovery Time In Sitka, Alaska

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.

 

 

Full House In Vegas!

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

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

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

Nice Words From Jeni

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

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

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

With heart felt thanks,

Your personal photographer of the Main Event.

Jeni Stahly Van Ornum
Key Real Estate Group, LLC

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

 

Thoughtful Words From Judith

Dear Joe,

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

You inspire.

You  impassion.

You make the cynical feel brand new.

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

Most warmly,

Judith O'Hara

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

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

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

Joe,

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

Best wishes,

Bill & Fran Jenkins
By Referral Only Real Estate Consultants

Minister For The Day

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!

More Magic Words That Get Referrals

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

It's one of my most exciting creations.

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

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

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

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

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

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


The Sooner or Later Dialogue.

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

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


Part 1.  Sooner or later.

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

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

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

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

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

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

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


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

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

More likely you have.

You got it, didn’t you?

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


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

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

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

Just try this.

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

You can’t.

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

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

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

Let’s look at three examples.


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

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


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


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

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

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

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

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

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

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

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

Have You Listened To Ken Davis Yet?

On Sunday afternoon I was blessed with the opportunity to host a laser concert with Ken Davis.

We had 75 people in my Cardiff By The Sea home 'Compassion Ranch' for 2 hours, spellbound by the sounds of Ken Davis.

If you have not yet listened to his extraordinary music, click here now and enjoy.

Who Are You Thinking Of When You Look Up To The Moon Tonight?

So, tonight, when you happen to look upon the waxing moon, think of me.

You never know....

How I Ease The Pain of Divorce

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

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

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

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

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

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

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

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

*****
Magic Words That Get Referrals

             

             How I Ease The Pain of Divorce

Dear Friend,

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

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

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

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

Respectfully,

Daniel Williams
Integrity Loans

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

******

How To Present Your Credentials Inside A True Story

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

It was really remarkable what Larry did next.

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

I smiled and said, “Tell me more.”

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

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

Joe

Freedom From Fear On The 4th of July

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.

Tammee Words:

“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.

Now listen.

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,

Joseph

How's Business - Quack!

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

"How’s business?"

A dozen, a few dozen, a hundred?

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

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

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

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

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

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

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

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

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

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

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

*****
Magic Words That Get Referrals

"Hi Joe, how’s business?"

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

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

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

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

Joe: “Hey Todd, how’s business?”

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

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