Joe's Journal

Lenders How To Handle An Incomming Call System

Good Morning,

Learning how to build a system to handle incoming calls is one of the areas of greatest leverage. Here is a scrip that was constructed with the help of Tane Cabe.

It is best to have it printed, lamented and next to the phone so when a call comes in you never leave to discretion anything at the operating level of your business.

Magic Words

INITIAL CALL TRACK

Possible Initial Response/Questions 
A. What’s your Rate?
B. I got a flier in the mail and …
C:  I was wondering if it would be worth it to refinance?
D:  I am a physician, dentist, attorney and was wondering about your loans?
E.    I was looking at getting a equity line of credit

Follow Up Questions to above Responses: 
A:  Oh, great question, get a piece of paper so that you can write down everything I am going to give you.
B:  Oh Great! What type of flier did you get?
C:  Oh Great! How did you hear about us?
D:  (enter info into lending group) Great, how did you hear about us?

Get The  Entire Script Click Here

Reconnect Letter From Vegas Main Event.

Good Morning,

You might remember BlakeBlake Boulter from Coldwell Banker Premier Realty.

On day three of the event I dictated a letter to him and he agreed to transcribe and send to me so I could publish here.

Blake kept his word.

Thank you Blake for your integrity.

Enjoy the letter.

Dear Joe,

For the last seven years I have been working in the telecommunications industry developing my skills.

I have mastered three key competencies.

#1. Leadership.

During my 7 years I have finely tuned my leadership expertise. Did you know that I have been leading a team of 23 people day in and day out guiding, inspiring and training?

I have discovered how to effectively get massive amounts of high quality work complete through delegation and motivation.

#2 Problem Solving.

I have mastered the ability to solve complex problems in the ever-changing world. In business and life there are always new problems and different ways to find solutions to complex situations. I like to say I have not met a problem that I cannot solve.

#3 Technology "Geek".

I love my ability to use technology to its fullest. I have learned to   really leverage the Internet, leverage blogging, pod casting, and emailing.

The reason I share this with you is when I was thinking about making a career change I was thinking about you!

I asked myself what vocation would be ideal for me so I could use my skills to the fullest to serve you?

I Choose A Real Estate Career As My Vocation!

Now I know that the real estate industry does not need another real estate agent there’s plenty of them.

But what it does need is somebody who is a strong leader, a great problem solver and somebody who is really masterful at technology.

So I choose to bring those three skills to you as your Real Estate Consultant for Life.

When you have a friend or a family member who is going to buy or selling a home in the near future and they really want a great leader, a great problem solver and somebody who really understands technology please feel free to give me a call I would be glad to see if I could help them out.

Have a wonderful day.

Blake

The Power of Awareness by Neville

I have read almost everything written on the “Law of Attraction” and what Neville wrote in 1944 in his book the Power of Awareness has more truth per word then virtually anything written since.

Take a few minutes and deeply consider what Neville is saying.

The Power of Awareness by Neville

Page 19

To become the master of your assumptions is the key to undreamed of freedom and happiness.

You can attain this mastery by deliberate conscious control of your imagination.

You determine your assumptions in this way: From a mental image, a picture of the state desired, of the person you want to be.

Concentrate you attention upon the feeling that you are already that person. First visualize the picture in your consciousness.

Then feel yourself to be in that state as though it actually formed your surrounding world. By your imagination that which was a mere mental image is changed in to seemingly solid reality.

The great secret is controlled imagination and well sustained attention firmly and repeatedly focused on the object to be accomplished.

It cannot be emphasized too much that by creating an ideal within your mental sphere, by assuming that you are already that ideal, you identify yourself with it and thereby transform yourself into its image thinking from the ideal instead of thinking of the ideal.

Every state is already there as “mere possibilities” as long as we think of them, but are overwhelming real when we think from them.

How Can I Change My Mindset To Work Only With Referred People?

Good Morning,

Think about your top five clients you helped in the last 12 months?

What does it feel like when you think of each one of them?
What was it that you liked about working with them?
How did you meet these clients?

Most people who do this exercise discover that their top five clients are referred or repeat clients. 

These referred clients are easy to work with because they enter their working relationship with a higher level of trust than unrefereed clients. 

Once you can imagine working with these clients who know you, like you and trust you, imagine working only with clients who know you, like you and trust you.  Your entire outlook toward your business will be different and your relationship with your clients will improve remarkably.

Have a Wonderful Weekend

Joe

Gratitude

Good Morning,

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
Joe

Kristie Smith's Experience!

How Can I Be A Low-Maintenance Person?

Good Morning,

It's a great question?

Low-maintenance people have low levels of conflict and “drama” in their lives.
Whenever you experience conflict in a transaction, it is a result of one of these characteristics – on the part of you, your client or a team member! 

The best way to attract low-maintenance people in your life is to become more low-maintenance yourself – the “Law of Attraction.” 

When you tell the truth, take responsibility, appreciate others, keep commitments by making only those where you control the outcome, become “other” focused and integrity driven, you are not only referable but desirable.

Characteristics Of a Low-Maintenance Person

1.    Has the ability to tell the truth.
2.    Has the ability to be 100% responsible.
3.    Has the ability to keep commitments
4.    Has the ability to appreciate you.

Telling the truth means not overpromising – ever. 

Being 100% responsible means you neither blame nor become a victim.

Keeping commitments means doing what you say you’re going to do. 

Appreciating means acknowledging others for how they behave and what they contribute.

Have a great day!

Joe

How Can I Get Past My Fear of Asking for Referrals?

Everyone wants to be accepted, don't you"

That’s at the core for all of us:  I want you to accept me. I want you to like me.  I don’t want you to reject me.

An easy way to get people to accept you and not reject you is to avoid asking for anything.  That’s the little child in us, that 10-year-old who learned early that you risk rejection when you put yourself in the position of asking someone for something. 

So, you’ve got to recognize that that child has grown up.  This is an adult in business.  When you ask for a referral and the person says they don’t know anyone, they’re not saying they don’t know anyone forever.  They’re saying, “I don’t know anyone right now.”  It’s not a personal attack or a rejection. 
You may have to do some inner work along with the outer work of implementing systems and strategies.  Focus on gaining your acceptance from yourself, not from others. 

Self-esteem is a lot of little victories over a long period of time that you add to an internal bank account.  Eventually you’ll take bigger risks because you’ve got something to withdraw on. 
The thing that kills self-esteem the fastest is setting unrealistic goals. 

Don’t get attached to the outcome, get attached to changing your behavior of asking.  And then, every time you ask or BRAG or plant a referral seed, you’ve got a victory.  Let the victory be about the behavior and not about the results.

  If you work on your behavior, the results will come

The Night Before

How Does Your Client Benefit When They Refer You?

Good Morning,

Did you know that your client has several great benefits to introducing you to the people they care about?

Here are more of my Magic Words from my library of scripts that will help you plant a referral seed with your current client during your initial consultation.

Remember when your learning a new dialouge like this you must use it at least a dozen times before you judge it's effectiveness.

With that thought in mind use this script a dozen times then let me know your results.

Magic Words

( Clients Name) there is another benefit to you, for introducing me to your family, friends and neighbors  during your transaction that you may or may not have thought of.

(Name), I’m not going to tell you that the most time-consuming part of my work is finding new clients because you probably already know that.

What I would like to suggest is that, the good thing about referring me to your friends, family, and neighbors during the transaction is it will allow me to invest more of my time, my energy, and my resources (getting your home sold/finding your dream home/getting your loan closed) and not taking time away from you out looking for new clients.

Have a great day.

Joe

PS.
I will be in Las Vegas this week at the Main Event.

As of this morning  918 people are enrolled. Of course I will have my video camera so that means you will be getting some great movie clips over the next week.

What happens in Vegas no longer stays in Vegas - you now see it at Joes Journal.

Discover David Whyte

Good Morning,

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!

1. Clear Mind, Wild Heart
2. Crossing the Unknown Sea
3. Midlife and the Great Unknown
4. The Heart Aroused : Poetry and the Preservation of the Soul in Corporate America

How I Get Compensated

It’s best to talk about your compensation while you plant a referral seed. 

In order to do that you must be proactive and talk about it before they ask.  So find a place to insert it into your Initial Consultation.

Magic Words

One of the things you might be wondering is, “What are my fees?”

Experience shows that many people don’t know how I get compensated for my consulting, negotiating, and overseeing the transactional details.

I actually get compensated into two ways.

First I work on a contingent basis versus a retainer basis, which means as your consultant, negotiator and overseer of all the details, I put up all the up-front money and time to help you make your dream come true.

This means I pay for all the marketing, office expenses, E & O insurance, my leasing, my assistants, my gas, and my business operating expenses – I ask for no retainer in advance. 

Only when your dream comes true do I actually receive compensation.

People often ask how I arrive at my 6 percent or 7 percent commission rate.  I say because I will assume all the risk.

I imagine you, like me, want to feel very comfortable paying what I earn because I enter every relationship knowing in advance that I am l delivering 10 times the value that you would receive from a traditional Realtor/Lender.

Then of course the second way you compensate me is in the form of your recommendations and introductions to your friends, family and neighbors that you care about, who also would like to (buy/sell/borrow).

My Life Vision

Good Morning,

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.
                                     Luke 17:21

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.

Click To Read More....

myWebleads Is Here

Good Morning

I have been watching Dean Jackson teach you how to use the Internet effectively for the past 5 years.

One day while sitting at the back table watching Dean perform his magic, I thought to myself “why doesn’t everyone do exactly what Dean is teaching?

So I started asking members what would we have to do to support them in using the proven Internet strategies that we are teaching?

The answer was, “do it for us”.

So Dean Jackson began testing his Internet strategies with agents and lender around North America.

He figured out exactly what was needed and how the Internet is best used to generate buyer and seller leads.

After 4 years of testing “ eyeballs + emails+ hearts = faces he perfected a model that we could provide all the member of By Referral Only.

Now after 4 years of field testing with hundreds of agents and lenders we are now ready to provide you with the new By Referral Only ‘ Mywebleads”.

Mywebleads is a single webpage connected to an auto responder preloaded with proven emails.

It is simple elegant solutions to helping you use the Internet with clear intention, which is generating leads.

Go ahead take a look.

It’s as simple as clicking the link below and following the instructions.

myWebLeads.com
 

New Date: Friday June 22nd Dialogue School At Joe's House

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.

I’m looking for only 12 more people to come to my home on June 22nd, 2007.

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:

Dialogue School At Joe's House

Put Some Conscious Magic In Your Purpose

Are you passionate about communicating your business purpose?

Imagine using the script below when you are in dialogue with a current client.

Magic Words

Mr. and Mrs. Client, my purpose is for you to be so outrageously happy with the help I provide you that you’ll gladly introduce me to at least two people you really care about before I even sell your home, or help you buy a new home or close on your loan.

Three Things To Learn From My Dialouge

1. Outrageously Happy Not Satisfied.

When you use the word outrageously you are raising the frequency of your communication to a level of attraction. Just say the word outrageously 3 times loud and notice how much better you feel.

2. Help Not Service.

As you may or may not know service is a wimp word. Help means someone is in trouble and they need and want you. Every time you are about to say the word service, stop and think how can you say the same thing using the word help.

3. You’ll Gladly Introduce Me Not Refer Me.

As Dean says at the Main Event, “the word referral is a soft meaningless word,” However it’s a great in the name of a company - By Referral Only, and it's weak word when your asking people for help.

You are far better off asking for people to introduce you to their friends, family and neighbors that they believe could benefit from your wisdom and real estate and mortgage strategies.

Here to help.

Joe Stumpf

P.S. Have you heard that over 900 people have signed up for the Las Vegas Main Event.
Come and join us for the worlds most specific training on How To Build A Referral Business available any where, including on this planet!

Strategic Forum Conference

Good Morning,

We're getting ready for our Strategic Forum Conference on May 21st, 22nd and 23rd.

We have scheduled five, remarkable breakout sessions.

Here is an audio recording from the the October Strategic Forum. When you listen to this breakout session, you'll learn how to apply "Strategic Equity Consulting".

CLick Here:
Really Cool Stuff On How To Be A Super Effective Strategic Equity Consultant

The By Referral Only speakers are Jim McQuaig, Spencer Reynolds, Jeannette Hartman and Dawn Lind.

Enjoy,

Joe Stumpf

How I Use Conscious Language When I Write My Daily ‘To Do’ List

Yesterday, a good friend of mine asked me to share with her, one specific tool that she could begin to use immediately to improve her time management skills.

I told her that she could improve her productivity by 25% by planning through her day, not just making a list of To Do’s.

Maybe you have heard me say, “Plan through it, not to it.”

She looked at me like what I just said was too big for her ears. 

So I asked her to show me her daily ‘To Do’ list to demonstrate my point.

Here is what was on her list that day:

•    Workout -- run 1 mile.
•    Call Larry on Hawthorne property.
•    Call BRO coach @ 10:30am.
•    Drop off Calhone paperwork at bank.
•    Set appointment with Chiropractor.

I wondered out loud how inspired she got when she read her list.

So I said, “I’m not going to tell you that when you read your list of things you want to do today, it’s not very inspiring, because I believe you already know that."

"What I would like to suggest you do is rewrite your list using conscious, inspiring words that plan through the item, not just to it.”

So I helped her rewrite her ‘To Do' list using conscious, focused language:

•    Workout -- run 1 mile.

I choose to work out from 7am to 8am at LA Fitness. When my workout is complete, I feel invigorated, alive and ready to have a great breakfast. My breakfast fuels me perfectly throughout my day.

•    Call Larry on Hawthorne property.

I choose to call Larry and fully inform him about my lease agreement on my Hawthorne listing. My desired outcome for my communication is Larry is confident and self-assured that he has chosen me to represent him on his investment property.

•    Call BRO coach @ 10:30am.

I choose to call my coach at BRO at 10:30am. I make my appointment no matter what. I show up, willing to be coach-able. I follow my coach’s advice – I love my thought “I am coachable."

•    Drop off Calhoun paperwork at bank.

I choose to drop my paperwork off at Coastal Bank for my Calhoun Project. When I walk in my bank, I smile and make eye contact with everyone. Each person in my bank sees me as a light of positive energy.

•    Set appointment with Chiropractor.

I choose to set up my perfect appointment with my chiropractor. As I talk to my contact person who sets my appointment, I visualize receiving my most convenient time for me in relationship to my full schedule.

•    Call Carol about new office.

I choose to fully express my pros and cons with Carol about my new office. My outcome from my collaborative conversation is, I understand Carol’s reasons to switch spaces, and I fully communicate my three concerns about my new space.

When I was done helping her rewrite her 'To Do' list, she was obviously more inspired with my version.

It may take about ten minutes to write your daily ‘To Do’ list using my conscious language approach and planning through it, not to it.

The extra ten minutes is like sharpening your saw before you cut your lumber.

The little extra time in advance, will make your day flow with ease and grace.

Two Simple Tips On How To Write Consciously

1.    Replace the words 'I need' and 'I want' with 'I choose'.
2.    Replace the words 'the', 'it', 'then' and 'they' with 'my'.

For example:

I choose to write a meaningful, thought-provoking blog for my joesjournal and post it to my blog before 1 pm PST.

Choose a wonderful day!

Joe

You Must See The Secret

Click On The Secret!

Bingo Top 33

How do you creatively service your Top 33 Clients?

Scott Asbell has Bingo Night.

Check out how he communicates with his Top 33 Clients in a low-cost, effective way.

Click Here: Bingo Night

80,226 Visitors

When I started JoesJournal 9 months ago, my  intention was to create enough value that people would enjoy returning daily and be comfortable referring the people they cared about.

       So far 80,226
people have visited us....and we are just getting started...yippee!

Thank you for referring JoesJournal to the people you care about!

Your Coach For Life

Joe

Magic Words For Living

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.

(Proverbs 8:10-11)

I'm curious, can you tell me what Bible verse inspires you most?

Joe