Joe's Journal

Nothing Succeeds Like Success.

Good Morning,

Monday 11AM
4-30-2007

Thoughts From My Journal

Nothing gives me a clearer stronger sense of purpose then installing a system in my business.

Experience shows that my major obstacle to creating a systematic business is my temptation to do too many things at one time and force accomplishments too quickly.

Imagine a high jumper who wishes she could clear a height of six feet.
She knows from experience she can regularly clear five feet, but six feet seems far beyond her current abilities – only a wish, a dream.

But she is determined to make this change in her abilities.

She intends to use her willpower and to accomplish her goal.

How then does she proceed?

One option is set the bar at six feet.

Then practice every day trying to clear six feet.

She will continually fail, but she hopes she will eventually succeed and she may.

Another option is to set little goals that progressively move her towards her ultimate goal.

First she would set the high jump bar at five feet one inch.

She would work to clear that height consistently and in doing so build up her feeling of success and confidence.  Inch by inch, she would work her way up.

Each new goal would be a small step requiring more strength and skill.

These small reachable, incremental gains would give her the confidence she will need to get to her ultimate goal of six feet.

The analogy is pertinent when you’re installing the BY REFERRAL ONLY Systems in your business.

When we joined your team we provided you with seven great new tools to systematize your Before, During and After Units.

1-    MyClients Relationship Management System
2-    MyPhoneleads System
3-    MyWebleads System
4-    During Touch Point Systems
5-    The 2-Minute Newsletter
6-    The Letter From The Heart
7-    The Evidence of Success

Create for yourself the daily experience of successfully working with one system at a time.

So, for example, start with the MyClients Relationship Management System.

1-    Import all your data into the system.
2-    Call our tech support team to help you get it done.
3-    Clean out all your old data.
4-    Work only on this one project until you are complete.

It is better to be working on only one project at a time that you’re 100% committed to completing, than it is to be working on 10 projects that you are only 10% committed to completing.

Build and develop the mental muscles of starting something and completing it.

Only when you’re 100% complete, then move onto the next project.

You will feel great about finishing what you start.

It takes a lot of willpower and discipline to work on only one thing at a time, but once you master this way of thinking, you will soon be doing bigger and bigger projects.

Call your coach today and start progressively moving towards your goals one step at a time.

Joe

the dip

Do you choose to be the best in the world at Consulting, Negotiating and Overseeing the transactional details?

Seth Godin has a great new idea; Quit whatever you cannot be or do not want to be the best in the world at.

What does that mean?

When it is time to buy, sell or borrow, people like you and me want their agent or lender to be the BEST in their world.

Ask yourself, do the people in your client base consider you to be the best in their world at helping them achieve their goals.

Seth outlines a great plan for you to be the best. This book or audio is essential learning for all By Referral Only consultants who hate mediocrity and will only settle for being the best. Get it now!

The Dip: A Little Book That Teaches You When to Quit (and When to Stick)

WOW!

I just got off the phone with the panelist who will be at the Strategic Forum on May 22 in Fort Lauderdale. 

WOW!

This is going to be a great conference ....check it out.

Our Best Business Building Money Making Conference Ever!

 

What is Commitment?

Good Morning,
5:05AM

4-27-2007

This morning I found myself considering all my current commitments.

Then as I was thumbing through an old journal this passage instantly got my attention.

After reading several times it was easier to re-commit.

Enjoy

Joe

Commitment

Commitment is what transforms a promise into reality.

It is the words that speak boldly of your intentions. And the actions, which speak louder than the words.

It is making the time when there is none.

Coming through time after time, year after year.

Commitment is the stuff character is made of, the power to change the face of things. It is the daily triumph of integrity over skepticism.

~Anonymous

Mary's Seaside Skippers

Good Morning,

Today was a first for me. I joined the newly formed Seaside Skippers club.

Go To Hey Skipper.com

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

Rules for Creation

Good Morning
5:30AM

From Joes Journal
4-25-2007

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 )

Joe Stumpf

Life Is Adventure

Good Morning From Santa Monica California,
6:01am

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
new thought...

" 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

Joe

Doubt. To feel unconvinced or uncertain about something.

Adventure. The participation or willingness to participate in things that involve uncertainty and risk.

My Six Short Sale Rules

In some parts of the country short sales are becoming common place.

It’s important that you define a set of boundaries or rules that you adhere to in this type of situation.

These would be My Six Must For Me To Work On A Short Sale.

Do you have any to add?

1. The seller wants to keep their credit in good standing.

2. The seller has some cash to contribute to the short fall.

3. There is enough money in the sales to pay a second mortgage or any liens or judgments.


4. You know the lender will accept short sales.


5. You are willing to work with buyer who will wait two to three months to close.


6. You get paid full commission.

Be conscious what type of deals you get involved in.

If you apply these six rules to a short sale situations, more than likely you're going to serve someone during a difficult time.

Joe

Comment:
The seller must have a "hardship" and be able to document it.
(ie:illness,divorce,reduction in income,family crisis, loss of job etc.)

They need to show the lender why they cannot continue to make payments.
They also need to provide all their income/expense information. If they
are "payment capable" even if its difficult chances are the lender will
not accept a short payoff.

Cherie Tiscareno
cheriet@comcast.net

Happy Anniversary

Good Morning,

We did it!

 

Today you and I celebrate our one year anniversary.

One year ago today I launched JoesJournal.com!

In our first year 101,431 visitors have taken time to read joesjournal.com!

In a few weeks joesjournal will be making a major announcement. We are making some great changes so we can serve you better then ever.

Thanks Again

Joe Stumpf

The Over Priced Listing

Good Morning,

Last week I was driving around my neighborhood. I spotted a For Sale sign that I know has been in front of this house at least 4 months.

My first thought was " I wonder what is wrong with the house since things in my neighborhood sell pretty fast."

Sure enough on Sunday on my way home from church I noticed that the agent was holding an open house.

I stopped in.

The first question I asked was, "how long as it been on the market?"

He said, "5 months."

I said, " what wrong with it?”

He said, "it is overpriced by $100,000."

I chuckled and I thought I wonder if the seller knows.

I imagine you care enough about your client to tell them the truth.

What I’m not sure about is weather you have a stronger desire to please others then you have a desire to tell the truth?

I ‘m not going to tell you that it is easy to please a seller by taking an over priced listing because you already know that, what I would like to suggest is that you use this simple Magic Words Dialogue the next time a seller suggest you list their home in a price range that is way to high.

Magic Words

Mr. and Mrs. Seller everyone has opinion about price.

The bank will have an opinion.
The appraiser will have an opinion.
The buyer has an opinion.
The other agents will have an opinion
You and I have an opinion of price.

Experience shows that if you choose to overprice your home and it sits on the market for more then 100 days what do you think potential buyers, agents, appraiser and the banks may think?

Of course, they are thinking something must be wrong with that home.

Mr. and Mrs. Seller I care enough about you to tell you the truth.

I don’t want anyone to think there is something wrong with your lovely home.

Lets but it on the market at a price that reflects the range that it is most likely going to sell in the next 60 days.

********

I wonder if anyone has had this conversation with my neighbor who's home did not sell over the weekend.

When will they be told the truth?

I think I’ll take a walk by the house tonight.

Joe

1014 lbs. of Food!

The San Diego Main Event participants contributed 1014 lbs. of food to the local San Diego Food Bank.

Watch Maureen the head of the San Diego Fund Raising thank By Referral Only and the students of the Main Event for their generosity.

The next time you attend a Main Event, bring a can a food and feed a family in your community.

 

 

Marketing Monday

Are you listening to Marketing Monday?

My friend, Dean Jackson, is a crystal clear thinker. He understands what you need to do right now to get your business moving quickly in the new, right direction.

Listen to his Marketing Monday Podcast .

Joe

San Diego Reconnect Letter

It was my commitment to you and the 800 participants at that event to transcribe the Reconnect Letter you helped me compose, so here it is:

Dear Joe,

After two collective years of passionately teaching kindergarten and first grade children, I have made a choice on a new career.

In making the choice of what I wanted to do next, I thought about you and what skills I have that would best serve you. 

My two greatest skills are my ability to prepare thoroughly so I have the integrity to create boundaries and structures for people.  In working with children in these primary grades, the greatest I could give them would be consistency and predictability. 

My second greatest skill is my determination, persistence and that 'never quit' attitude.  This determination, I learned, is important to model for them.

So, while I was considering what career would be best with these two skills, I chose the real estate industry. 

Not that the real estate industry needs another real estate agent, because there are plenty of them; but what I have discovered is that there are not enough with the skills of integrity, preparation, boundary setting, guidance in modeling great behavior, plus persistence, and determination.

So the next time you, your family members, or your friends are going to buy or sell a home, or just need some advise or counsel, you now know you have a friend who is structured with integrity and guidelines and boundaries, and a lot of experience working in an environment where it requires a lot of determination and persistence. 

And that is the way that I would show up for you or, any of your family and friends that you introduce me to.

Thank you very much. I look forward to talking with you.

Eileen Loyola

How To Be Happy

Click Here:The Mind of Happiness!

My Two Favorite Blogs

#1 Seth Godin

#2 Dean Jackson

I'm curious, what are your two favorite blogs?

Joe

A Simple Reframe Dialogue When A Seller Asks You To Cut Your Commission

Seller says, "We interviewed an agent who said they would charge me x%, would you cut your commission?"

"Mr. and Mrs. Seller, I’m curious did you say that agent will list it for x% or sell it for x%?"

"I'm not going to tell you that some people will tell you whatever you want to hear to get your listing because you already know that, however, I would like to suggest that you understand what happens when you decide to cut into the commission."

"Here, let me show you what happens when an agent cuts their commission."

Now show the seller a list of all the expired listings in the local market that were listed at a low commission. Explain how agents get paid and how they prefer to show homes they get paid a full commission on.

This is one of many ways to help your sellers understand the unintended consequences of their decision to ask you to cut your commission.

Situational Coaching

Mei Mei wanted some fresh dialogue when working with a Buyer who was hesitating when it came time to make an offer on a home they really liked.

She asked me what would I say in a situation like that.

Here is my situational coaching:

Magic Words

Mr. and Mrs. Buyer, I'm your consultant, and my responsibility is to ask you thoughtful questions so you can gain greater clarity and make easier choices.

As your consultant, experience tells me that when you choose to procrastinate, delay or hesitate  making a decision, it may be you have some level of uncertainty.

To help you gain greater clarity let me ask you four, simple questions:

1.    What will happen if you do buy this home?

2.    What will happen if you don’t buy this home?

3.    What won’t happen if you do buy this home?

4.    What won’t happen if you don’t buy this home?

These four, simple questions help your client get unstuck and move through their procrastination and hesitation, quickly and happily.

Ask each question independently.

Experience shows me that when you take the time to deeply understand your client from these four points of view, your client loosens up and makes better choices.

Give the four questions a try and let me know how they work for you.

Do you have a situation that you want some fresh dialogues for?

Email me and I will respond here at Joesjournal.com in a timely fashion.

Joe

Magic Words To Describe What A Mortgage Planner Is!

A person who helps their client successfully manage their home equity to increase liquidity, safety and rate of return and tax deductions.

Unlike the traditional loan officer, our role is to help our client integrate the loan that they select, into their over-all, long term and short term financial and investment plan, to help minimize taxes, improve cash flow and minimize interest expense.

Two Simple Ways To Use Magic Words To Build Rapport With Email

As you know, it's human nature for people to like people who are most like them.

If that is true, then here are two simple, yet effective, Magic Words Technologies to build rapport when you respond to emails.

#1 Use Matching Sensory Words. (See, Hear, Feel)

Here are some examples with rapport enhancing responses.

Example: Auditory Language (Hear)

Let's get together for coffee. I want to talk to you about making an offer on the Highland property.
Response: I’m looking forward to getting together to talk about your offer on the Highland property.

Example: Visual Language (See)

I saw a sign in front of a home on Highland Street and I would like to see the inside. When can you show me?
Response: Looking at my calendar right now, and it looks like tomorrow at 4pm would be the first time I could show you the home on Highland. How does that look for you?

Example: Kinesthetic Language (Feel)

Mary, it was great to connect with you today. Larry and I would love it if you lined up about 5 homes for us to check out today. How do you feel about that?

Response: I feel great about that. I’m so glad you stayed in touch. I'd be happy to meet with you and check out what's new on the market. Does 3pm on Tuesday feel right?

#2 Match Salutations and Levels of Formality

If you receive an email with 'Dear Mrs. Anderson,' address your reply in the same fashion.

If the writing is casual ('Hey'), adopt that tone.

The same goes for sign-offs.

If they've included professional information after their name, do the same with your reply, and arrange the information in a similar format.

So there you go -- two ways to use Magic Words to build rapport using e-mail.

What's Happening At The Main Event

Rejection

Here is a core belief that I have developed over the past 23 years coaching and training lenders.

If you know how to handle rejection skillfully, you are more likely to put yourself into a position to be rejected. If you do not have adequate skills to handle rejection, you will avoid situations in which you can be rejected.

So if that is true, one of the skills you want is the proper dialogue when you hear the words, “I don’t know anyone right now," or “If I hear of anyone, I will let you know” or “No, I don’t know anyone.”

You would say: "Thank you for thinking about it."

You say: "Would you be comfortable if I check back with you in a few months to see if anyone comes to mind?"

They say: "No that would be fine."

You say: "In the meantime, the next time you're in a conversation with a person who mentions that they want to refinance their home to lower their monthly payment, please don’t keep me a secret."

They say "You can count on me to do that."

Basal Cell Skin Cancer

Good Morning,

Today I’m going to the dermatologist to have 14 stitches removed from the side of my head, near my left temple.

What happened?

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.

I did.

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 carcinoma is the most common form of skin cancer.

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.