Joe's Journal

MAGIC WORDS Wisdom Wednesday #2

In today’s training I demonstrate the advanced questioning sequence for the Ultimate Scenario.

See if you can notice the 8 questions that I ask Adriana during this demonstration.

1.    What is important about _______to you?
2.    Specifically what’s important about _______to you?
3.    What happens when you imagine _______?
4.    What would happen if you didn’t get ________?
5.    What would _______do for you?
6.    How would it feel for you to ________?
7.    What's important in a _______to you?
8.    What do you really want?

Starting in Chicago at the Main Event I will be demonstrating how to interview your buyers, sellers and borrowers using this powerful my new MAGIC WORDS.

   

I Was Thinking About You Today When I Was Standing In Line at the Post Office...

Dear Jan,

Did you know that it now costs 41 cents to send a first class letter?

You, like me, probably have a bunch of 39-cent stamps that are no good unless you have
the new 2-cent stamp sticking next to it.

So to help you out until you get a chance to get to the post office I decided to send you 20 of the new 2 cent stamps.

I hope this saves you a little time and trouble.

Respectfully
Joe Stumpf

P.S.  Jan, I was wondering if you were aware that right now, because of the abundant supply of homes on the market, that it may be a great time for a family member, friend or neighbor to move up to their dream home.

Enclosed are a few of my business cards.  The next time you're in a conversation with someone and they mention that they would like to move into the home of their dreams, please feel free to send them to me for the help they deserve.

Three New Websites

Good Morning,

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

Do you know what the secret is?

The secret is "Picture Pegging".

Picture pegging is using visual images wrapped around your scripts.

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

Here is what I did for you...

I have created three new Picture Pegs websites for you!

1. I Am Your Consultant

2. I Am Your Negotiator

3. I Am Your Overseer

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

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

Enjoy

Joe

Pass It On

I Choose Conscious Language

Good Morning,

Here is another video clip from Dialogue School. Meshell Zwicker teaches how to choose empowering words to describe what's important to you.

I Love The Thought....

Good Morning

Yesterday 14 By Referral Only Consultants joined Meshell Zwicker and I at Dialouge School.

In this brief video clip we teach a simple method of conscious affirmation using the magic words " I am loving the thought".

Enjoy!

Situational Coaching EOS Postcard

Good Morning,

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

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

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

Here is my invitation.

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

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

Have a great day.

Joe

Question From Donn Mattusch:

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

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

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

Isn't that missing your whole point? 

Response:

Good question.

Your coach has given you stellar advice.

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

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

*********

Dear Friends

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

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

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

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

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

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

Your Real Estate Consultant

Donn Mattusch

***********

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

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

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

Joe

A Message From Jan

Good Morning,

My friend Jan Cotten has an important message for you, please listen.

Click Here: What You Need To Know Now To Make Money in This Market Place

Have a great day.

Joe

P.S. Find out more about what Jan is talking about! Click here.

MAGIC WORDS on Wisdom Wednesday 1

 

 

The other day I was in Starbucks and I started talking to a woman in line.

She told me she was in real estate. I chuckled inside and thought this is your lucky day.

I asked her, “How’s the Market?”

Her response was, “It’s picking up”.

I thought the words; “It’s picking up” may not be the best words to choose to answer that question?

Then I thought about my question?

What really was I asking her when I asked, “How’s the market?”

What I was really asking was, "How's my market not how's your market?"

What I really wanted to know is, in my neighborhood on my block are the values of homes going up or down and how long is it taking to sell a home.

So here is a suggested dialogue the next time a person asks you how’s the market?

Magic Words

How’s the market?

Overall the market is doing well.

I’m curious when you ask how’s the market, would you be interested in specifically how much homes are selling for in your neighborhood and how long they are taking to sell?

Yes.

What I do for my friends, family and other people in the neighborhood is send a quick email that gives you an up to the moment analysis of how well the market is doing in your neighborhood.  Would you like me to send that to you?

Yes

Cool, what’s your email address.

Give that a try. It will help you add people to your data base and also help you move into a more meaningful real estate discussion when you are having causal encounters.

Have a Great Day

Joe