Joe's Journal

How To Create Advocates

“If you want your clients to be an advocate for you, start by being an advocate for them.”  How do I do that?

Adults learn best by example, so the best way to model referral behavior is to help your clients access the high-quality, reliable services they need during their process with you.

A lot of needs arise during the moving process – moving boxes, a new automatic garage door opener, carpet cleaners, lawn care service, and pool service. 

In fact, research shows that 70% of the money people spend on improvements is within the first 90 days of moving.  The best time to refer people with these services to your client is when their need is highest.  If you can be in a position to say, “I have the person for you, don’t worry,” it’s a win for you and big relief for your clients.

And it’s a win-win all the way around, because your client receives great service, you get to model referral behavior to your client and your Team 100 member, and your Team 100 partner is getting better business. 
In short, if you want referrals – refer!

What Does It Mean To Make a Difference?

Good Morning,

Watch this short story and rediscover the truth about our ability to make a difference in this world, one person at a time.

Click Here : Make A  Difference Movie.com

Thank you Paula!

Joe

Welcome to the Strategic Forum Monthly Training .

Good Morning,

8AM
Thursday, March 29th

First, have you reserved your seat for the May 22nd, 23rd and 24th Strategic Forum in Ft. Lauderdale, Florida?

Click Here For All The Details On The May Strategic Forum Conference.

Notes For Today's Training

Levels of Perspectives

Vision

Mental Models - Reflective

Systemic Thinking - Creative

Patterns - Adaptive

Events - Reactive

How To Create a Plan

Here are 13 questions that will help you gain the focus you must achieve to prosper in today’s market place.

1.    What can I do to make the most significant difference in my business in my lifetime?

2.    What is the single best measurable indicator that I am making progress towards my dream?

3.    If I could accomplish only three measurable priorities in my business before I die, what would I accomplish?

4.    If I could accomplish only three measurable systemic priorities in the next ten years that would make a 50% difference in my lifelong quest for building a significant business, what would I accomplish?

5.    What single word best captures the focus of my next year?

6.    In my business where were my greatest unexpected successes last year?

Why? What three steps could I take now to take full advantage of this “Window of Opportunity” this coming year?

7.    What three land mines or roadblocks need my immediate attention?

8.    If I could only accomplish three measurable priorities in the next 12 months that would make a 50% difference in my business quest for significance in the next 10 years, which three things would I most want to accomplish?

9.    What three measurable priorities could I accomplish in the next 90 days to make a 50% difference in the results I see by the end of the year?

10.    What three changes could I make to see a 50% difference in our morale as a team?

11.    If I had to cut my budget 21%, what would be the first three things to go? If I got a surprise gift of 21% of my budget, what three things would I do immediately?

12.    What three changes could improve the quality of my work by 50% in the next 12 months?

13.    What three dis-empowering habits can I replace with empowering habits that would most raise my frequency so that I am more consistent?

Arlene "Oversees All The Details"

Good Morning,

One more look at By Referral Only member Arlene Lafferty practicing her " I Oversee All The Transactional Details" script at Dialouge School.

We have 4 spaces available for the June 22nd Diaoluge School at my home.

Great job ...Arlene.

Joe

Click Here: Dialouge School

Steven Smith At Dialouge School

Dialouge School " Intense Effective Training"

Good Morning

On Saturday morning, 10 By Referral Only Consultants came to my home at 7:30am absolutely committed to improving their effectiveness at delivering the initial consultation.

Watch Casey Sullivan deliver the "I Am Your Consultant" script.

Casey keep practicing your getting better every time.

Joe

What To Say When Your Client Says....

When someone says, “I’m telling people about you, but they’re just not calling,” it’s often difficult to know how to respond. 

The key is to identify these types of situations in advance and have your response ready. 

In this case the appropriate response is, “Thank you!  I really appreciate your being an advocate for me.”  Acknowledge what people do for you. 

Then have the following dialogue:

You:  May I ask who you’re telling about me?
Client:  My sister.  I told her all about you.

You:  That was so nice of you.  Now, I haven’t heard from your sister, but you know her and I don’t.  If I was going to follow up with her, what would be the best way for me to do that?
Client:  Why don’t you call her on the phone?

You:  Do you want me to call her now or do you want to call her first?
Client:  Let me call her today and you can call her tomorrow at this number.
Instead of feeling bad, you just turned this into a referral moment! 

Anytime you get a question or a situation that you don’t have a response to, write it down and come onto The Art of Asking TeleClass.
 
Click Here :Find Out About the Upcoming Tele Trainings Watch This  Video Now

What is Integrity?

 

 

Your Purpose is to be Referable!

Your Primary Business Purpose is to be Referable!

Another way of saying that is, 'your primary purpose in business is to be on purpose'.

Your purpose is who you are.

Who you are is a person who is committed to showing up in all your relationships knowing your advice, your knowledge, your wisdom, your love, your compassion, all your systems, methods and procedures, and all your actions, are leading to one very simple outcome – your client respects and trust you so deeply, that they refer you to the people they care about most.

Because of who you are, your purpose is your highest priority.

Choose To Have An On Purpose Day

Joe Stumpf

A Must Read....Now!

'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?

Read the rest of his brilliant speech; Click Here Now!

When You Use The Four Options To Close, Charge It Neutral

Good Morning,

How have you been doing using the 4 options?

Here is a new distinction.

The next time you're with a client, anchor everything you want them to avoid with the word 'decide' and everything you want them to move towards with the word 'choose'.

Of course, charge every word neutral.

Example:

Mr./Mrs. Client, when we are complete with the consultation, you will notice that you have four different options.

Option #1 – You can decide to do nothing at all.
Option #2 – You can decide to do it all on your own.
Option #3 – You can decide to do it with a 'traditional' Broker.
Option #4 – You can choose me.

At the close when you say, "I'm curious, what's it going to be - 1, 2, 3, or me?" and the client says “We choose you."

You say, "So what I hear you saying is you want my to help you, is that correct?"

Charge Everything Neutral

What does charge neutral mean?

Charge neutral describes the tone of voice that has no edge or high or low energy to it. It's a useful communication style when you are asking for anything.

Charge neutral has an almost blase' feel, kind of like describing a boring weather day.

"Oh, it's nice today, isn't it?"

"Oh, your life's a mess, isn't it?"

One can be charge neutral and still be very passionate.

One becomes charge neutral (rather than charge neutral being a technique), when they are comfortable with themselves, aren't performing, see that the universe is perfect, and so on.

Charge up (loud, reactionary, edge in voice, hyper, concerned, problem-oriented) and charge down (patronizing, parenting, diminishing, downing, passive) are what a person shifts from to become charge neutral.

Your Super Servant,

Joe

What Is The Difference Between A Center of Influence (COI) vs. A Network?

I was asked at the San Francisco Main Event what my thoughts were on business networking.

The way I see it, a COI is a person who can bring you at least 10% of your business this year.

A COI is well connected, likes or respects you and comes in contact with enough people to be able to feed you referrals or put you in touch with the right people.

You heard it said "it’s not what you know, it’s who knows you that counts." Read Vital Friends -- it will help you deeply understand the importance of the people you choose to allow to influence you.

A Business Network is a collection of colleagues who may or may not send you business. When you join a network of people, each person is angling for the same thing, more business.

Both COI's and networks are valuable, but COI's make you a lot of money without requiring the maintenance of a large network, which can be exhausting and fraught with seduction.

Anabels Reconnect Letter

Good Morning My New Friends,

I loved training you at the Main Event.

Each of you were powerful, positive, willing learners.

Thank you for showing up and playing so BIG.

As I promised here is the letter that Anabel transcribed for us. Thank you Anabel fro keeping your word.

Joe

Anabel Reconnect Letter

Dear Joe:

For the past 15 years, I have been in the profession of analyzing businesses. 

With some recent economic turnaround and the nature of our industry to outsource our type of work, it has caused me to reflect on where I can bring my skills to better serve the people I care about. 

I have been contemplating what I could do with my two key skills. 

One is my ability to systematize and organize structure.  I am very keen on asking profound questions, listening to what people are saying, going back, reflecting and designing systems and structures to make their work a lot easier. 

I am very skilled at working with all different types of people at all different levels; managers, front line people and executives.

I was thinking Joe about you. 

What profession would be best for me to best serve you knowing what my skills are? 

After contemplating at this for a while, I have chosen the Real Estate industry.  Now of course the Real Estate industry does not another real estate agent.  There are plenty of them.

But what it needs is a person who knows how to systematize and organize so a seller or a buyer, when they are going through that experience, can really enjoy that process.  And of course it needs someone who can manage people because there are 15 to 18 different people in a real estate transaction.  Somebody has to be inspiring, motivating and encouraging them. 

So Joe I am writing today to let you know that I am bringing my two skills, systems and people, to the real estate industry for you, your friends, family members, and neighbors that you care about most.

I will be staying in touch with you regularly.

Have a wonderful day.

Anabel         

Olivia

Good Morning,

Meet my daughter Olivia learning how to play guitar. She inspire me!

How Do I Get My Team To Ask?

Good Monring,

Before you teach your team how to ask, make this commitment: 

If you want your team to ask for referrals, reward their behavior when they ask.  Not when they receive a referral, but when they ask. 

That requires a mindset in the company that you – the team leader – puts in place.  That mindset is delivering service that makes you referable and earns you the right to ask for referrals. 

And then – asking!

Let’s say you have a staff member who’s at a computer all day long, doesn’t interact with the clients much.  You walk in one morning and he says, “I asked my neighbor, Mrs. Johnson for a referral yesterday.  They don’t know anyone right now, but they promise they’re going to refer someone to you.” 

That’s rewardable behavior. 

You need a way of tracking who’s asking, and then, who’s bringing in referrals, and rewarding both behaviors.  The culture has to be one of a reward system.  If you’re thinking, “I’m paying their salary,” that’s not a reward system. 

You’re paying them to handle transactions, not bring in more business. 

Money doesn’t change attitude but it does change behavior. 

When you put a reward system in place for asking for referrals and getting referrals, people are going to get more interested.  After a few rewards they’ll be saying, “Okay, tell me how to do this more effectively.” 

Todd Is Taking Care of Business

Have You Been Called To Serve?

Good Morning,

One of my clients asked me this thought provoking questions.

What characteristics can I hone in myself that will keep me thinking at a higher level of nurturing relationships?

My Response

First decide, is this a job, a career, or a calling?

If it’s a job, it’s probably going to be difficult to spend the time, energy and effort needed to nurture relationships.  At the job level you’re in survival mode, and all you’re focused on is finding the next transaction to pay your bills.

If it’s a career, it becomes a little easier because you’re seeing the lifetime value of the client.  You understand that the way you deal with this client is going to reflect on your business in the long term.  The client is going to be connected to you forever because of the people they refer. 

At this point you have systems in place to serve your clients, your business has stability, and you’re moving toward success.

If it’s a calling, your role is to nurture people, be present for them and care about them whether or not they buy, sell or borrow with you. 

Your mindset is, “How can I serve you?  What do you need?  Can I answer a question about your water bill?  Did you receive your monthly payment book?  Oh, you need a chiropractor?  A dentist?  I know a great one.” 

You’re coming from total service instead of, “I’m here for you only if it has something to do with real estate or doing a loan.”  At this point you’ve moved from success to significance and your career has become a calling.

When you believe you have a calling, that you’re here to be of service to others, then you’re thinking and acting at that higher level of nurturing relationships.

Called To Serve
Joe

How Can I Get More Consistent Referrals?

Good Morning,

The secret to getting more consistent referrals is by providing more consistent service. 

When you say, “We’re going to call to update you every Wednesday at 2pm,” it’s got to happen every Wednesday at 2pm. 

Even if there’s nothing to say, the telephone call happens Wednesday at 2pm. 

If you do eight Wednesdays in a row and miss the ninth one, they forgot you did it for the first eight. 

That’s why you put systems in place – so it doesn’t rely on your feelings or your personality.

Do not start a system, like World-Class Update or Turbulence Letter or Ultimate Scenario, unless you’re going to do it forever. 

You can’t “try” a system, you must commit to it permanently. 

Suppose someone refers a friend and tells them, “Wow, wait until you get this Popcorn letter in the mail with the movie tickets.”  If the friend doesn’t receive the Popcorn letter, the referring client thinks, “Oh, you don’t do that for everyone.” 

You lose referability points because your system is unreliable.

People will refer you because of who you are and what you do. 

If you begin with the right mindset and then consistently deliver quality service, you will reap the benefit of more consistent referrals. 

Look to the vision you hold of your future self.

Good Morning,

Happy Saturday!

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? 
       
Think anything  

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.

Love Joe

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.

The Picture on the Box of the Puzzle

Good Morning,

I love this metaphor.

I believe that building a business and a life is like putting a puzzle together. The secret is to know what you want it to look like when it is done.

Watch this quick video, then pass it on to all your friends that have not yet been to a Main Event.

Joe

What is Value?

Good Morning,

Have you ever wondered how to communicate just how valuable you are to your clients?

Listen to a few minutes from the Vegas Main Event as I share with over 800 agents and lenders what the three most valuable skills you must master!

Enjoy

Joe

PS. Did you here what we are doing in San Diego on April 11th, 12th 13th ?