Joe's Journal

My Six Minute Superman Set

Are you ready to get in the best shape of your life?

I hope so because Markus and I can show you the exact exercise routines that will make you a super hero!

Joes Top 10 Books

You Will Find These Ten Books On My Wisdom Bookshelf

• Think and Grow Rich: The Andrew Carnegie formula for money making
• The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It
• The War of Art: Break Through the Blocks and Win Your Inner Creative Battle
• Loving What Is: Four Questions That Can Change Your Life
• The Trusted Advisor
• Influence: Science and Practice (4th Edition)
• The Ultimate Question: Driving Good Profits and True Growth
• Good to Great: Why Some Companies Make the Leap... and Others Don't
• Mirror Mirror On The Wall
• Release Your Brakes

“ How Reach The Highest Levels Of Personal Development”

Larry Laveman has been my personal coach, "therapist" for the past 7 years.

He is a remarkable, wise, insightful teacher and guide. Well he has finally written a book.

It's packed with brilliant advanced awareness.

I highly recommend that you add this easy to read and profoundly intelligent book to you life library. He has condescended into 135 pages what has taken me seven years to figure out and integrate into my life.

Here are a few lessons Larry has taught me that you will discover in his book titled "Mysticism & Modern Life – Ancient Wisdom for Personal Growth"

I don’t like the title that much. Since I have a marketing mind, if I were going to re-name it would be...:)

       “ How Reach The Highest Levels Of Personal Development”

         Life Lessons I Have Learned From Larry

• Why the simplest things in life are the deepest, how to discover them and then orient your life around fully enjoying them.
• Why it is so difficult to take action even when it means making our life’s better.
• What does anxiety in life really mean? (This one thought is worth the price of the book)
• How to change awareness by changing behavior.
• How to break habitual life patterns.
• What are my patterns?
• Who do I attract?
• Why do I attract certain people?
• How was my identify formed?
• How am I connected mentally, physically, and spiritually?
• What are my strengths, talents and natural abilities?
• What do I expect of myself?

Lets Do A Tele-Book Discussion

When you buy the book and read it I would love to do a book study with you.

Just email me and let me know you want to be part of the book discussion. I will send you dates times and a phone number to join in.

I will share with you specifically how I have been able to work with the material presented to greatly improve my relationship with my children, my friends and most importantly myself.

Joe

Click Here To Order:
Mysticism and Modern Life: Ancient Wisdom for Personal Growth

What Is Reframing?

Reframing is about having more choices and options regarding how to look at things.

Having a dozen different ways to frame your thinking about your client objections will change how you feel, how you respond and how you look at things.

Reframing is about changing the context.

There used to be an ad in the newspaper that showed a set of still photographs arranged in an action sequence.  The photographs showed a burly man with a shaved head, wearing denim & boots, running along the pavement.

In the first frame you see him running towards an elderly woman; in the second frame, you watch as he knocks her violently into the street; in the third frame, you see him make his escape, another thug terrorizing the elderly.

Then you turn the page and see some wide-angle shots.  In the wide-angle shots, you see the woman walking under scaffolding where a cement mixer is about to topple off.  A quick-thinking man sees what’s happening & runs towards the woman, pushing her clear of the scaffolding. A moment later, the cement mixer crashes to the ground in the spot where she was standing.  The ‘thug’ has saved her life.

By changing the frame, whoever created the ad had changed the context of the man’s actions.  Suddenly, what was ‘obviously’ criminal became altruistic.  His actions were transformed in a moment.

Mind Lines Is A Great Book To Deepen Your  Understanding of NLP

The Ultimate Question Blog

Good Morning,

I have been talking about the concept of Net Promotion Score at recent Main Events.

Check out Fred's blog, I think you'll like it.

Click Here To Order:

The Ultimate Question: Driving Good Profits and True Growth

Why Did She Leave?

Good Morning,

Just a few weeks ago I met a local real estate agent who told me she was member of another local coaching program.

She told me she was visiting joesjournal regularly and that she felt that what I gave away for free was more valuable to her then what she was getting for a few hundred dollars a month.

I chuckled, and said, "if you think JoesJournal has value then you ought to check out the "Total Solution."

She never heard of the "Total Solution" so I listed a few things for her to take a closer look at.

* MyClients a complete integrated web based data base management system.
* MyPhone Leads which is complete phone system.
* MyWeb Leads which is the single most powerful web based system for generating hot leads.
* The By Referral Only Newsletter system.
* The Real Time Referral Network .
* The More Library.
* One on One Coaching.

She said, "Joe what you offer is 25 times more valuable then what I'm receiving now."

This morning one of my coaches informed me that she is now a member of By Referral Only.

Hurrah, one for good guys.

The three lessons that I received from that experience are;

1. That I must always lead with a giving hand.
2. That I must always give away for free what others are charging hundred of dollars for.
3. That I must have the best tools to help agents and lenders make the most money in the shortest period of time possible.

So with that in mind take a look at this great marketing sample from the By Referral Only MORE library.

It's one of the 5,000 different tools available to members 24 hours a day 7 days a week.

This is a simple strategy to generate leads, and with the myphone lead system included in the "Total Solution" you could run this ad today and have dozens of leads tomorrow!

Information Hotline Script for Realtors

Hi, this is Bob Johnson with ABC Realty. Thanks for calling my free Information Hotline.

I started this service because many consumers think they need tens of thousands of dollars to buy a $120,000 to $240,000 home these days. You may have talked with Realtors or Lenders who have told you that you need $15,000, $20,000 or even $25,000 to buy a home in Grand Rapids.

Five years ago that may have been the case, but it is no longer true. As a matter of fact, right now there are four government-backed home loans that enable you to buy a $120,000 to $240,000 home for absolutely zero down payment.

It's easy to learn what homes and home loans are available with my new HomeFinder Service. Each night my HomeFinder computers access the Grand Rapids area Multiple Listing Service and search through all the information on every home listed in the entire area by every real estate company.

The computers sift and sort through all of the new listings, automatically finding and matching the homes that meet your exact specifications. The system then mails, or if you prefer, automatically faxes or e-mails you that information on a daily, weekly or twice-weekly basis… your choice.

The HomeFinder Service gives you access to inside information normally available only to real estate agents. From the privacy of your home, on a daily basis, you receive information about every single home available in the area of your choice, and you receive this information even before many other real estate agents have seen it!

As you receive information about homes you're interested in, you can study, compare, and drive by the properties on your own. When you find a home you'd like to see, all you need to do is give us a call and we'll make arrangements to get you inside the home at your convenience.

My HomeFinder team is totally service oriented. We're not salespeople. At no time will you ever be made to feel under any pressure to buy a home. When you find the perfect home, you'll know it. And then you'll tell us.

In addition to the HomeFinder Service, the HomeLoanFinder computer network searches through 436 home loan programs throughout the United States to find the best home loan programs for you. This allows us to find the very best loan to meet your personal objectives — be it low interest rate, low monthly payments or zero down payment.

As you can well imagine, there's just too much to tell you about on this brief recorded message, but it's easy for you to get more information. Just give me, Bob Johnson, a call at ABC Realty weekdays at 456-3948. Or, you may leave your name and number at the beep and I'll return your call weekdays between 10am and noon or evenings between 4:30 and 6pm.

This is the end of this recording. Thanks for calling, and best wishes in your home search! Here comes the beep.

What Does Recovery Time Look Like?

Good Morning,

Have you ever taken 3 days completely away from business including blogging?

I did.

Here is what I did!

Real Recovery Time

ReferralTouchPoints.com Check This Out!

I Wanted That For 40 Years

Joe

Thank you so very much for the wonderful work that both you and your entire
staff did for me.  You encouraged me and gave me the tools that I
desperately need to survive.  Yes, I am in Survival Mode but now I see the
light at the end of the tunnel.  I am still walking on the ceiling!!!  The
biggest thing I took away was that short little bit on moving something into
permanent memory.  I wanted that for 40 years.  I opens all of the scripts
to me which means confidence to do what I now know to do.  Donn will get it
done!

I have accomplished several things from the seminar already.  My next task
is to get the "Sorry to See Go" card campaign going with the Just Sold
neighbors people.  Dean (I think) gave us this and he gave us the web site
were we could get the greeting cards for this campaign.  Went through my
notes 3 times and can't find it.

Answer: Referraltouchpoints.com

Magic Words For Planting A Referral Seed During The Initial Consultation

Here is another great dialouge using my Magic Words Technology that plant a powerful referral seed.

This dialouge is best used during your initial consultation

********
Magic Words That Get Referrals

There is another benefit to you (name) for referring me during your transaction that you may or 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.

(Name) a good things about introducing 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 or getting your loan closed and not out looking for new clients.

*********

Go out and try it several times the agents and lender who have tested it for me have all reported  remarkable results.

Joe

Mastering My Dialogues

My Demonstration Of The Consult, Negotiate and Oversee The Transactional Details Script

You Will Find The Scripts In Your Main Event Workbook.

   

The Hawthorne Effect

How Can You Use The Hawthorne Effect In Your After Unit?

In the 1930's, some studies were held at the Western Electric production facility outside Chicago in a place called Hawthorne.

The intent of the study was simple enough: invite a handful of employees to participate in various working condition tests to determine which conditions were most conducive to increased production. Those conditions that "tested" best were then to be rolled out to the general production floor. One of the things they tested was brighter lights. Production went up.

Then they tested dimmer lights. Production went up. In fact, no matter what they tested, production went up!

Dr. Paul Marsden, from the London School of Economics, brought my attention to the study and the results, which have come to be known as the "Hawthorne Effect." He explains it like this in the preview chapter of his book 'Connected Marketing':

By singling out a small group of employees to participate in an exclusive trial, participants felt valued, special and important. The special attention they received gratified their ego and created a positive emotional bond with what they were trialing.

The practical upshot was that the research trials effectively transformed the research participants into advocates for whatever it was they were trialing.

What does the Hawthorne Effect have to do with growing your business? Creating advocates, or promoters, or evangelists, is the first step to harnessing the power of referral marketing.

The researchers at Hawthorne created advocates by singling out a small, exclusive group, giving them special attention, and asking for their opinion. It is possible to do the same with your real estate or mortgage business.

Here is how you may put the power of the Hawthorne Effect to work for your business today.

Choose some buyers, seller or borrowers, make them feel special, and ask for their feedback on a new system, a new website, new blog, or a new event you're planning.

Not only will you get good feedback, you'll get advocates and all those they go on to tell.

"A Players" Only

I'm part of a team of extraordinary people who are committed to building By Referral Only into the very best providers of tools and training in our industry.

As a leader, I chose to hire the best people.

I call the best, "A Player". Brad Smart wrote a book called Top Grading.

It is a fascinating study on the cost of hiring "C Players".

His research says it cost 10 times the amount of money you pay them in lost revenue.
So, if you have a $2,000 a month "C Player" on your team, it is costing you $20,000 a month in lost opportunity.

Is it possible you hired a "C Player" for $2,000 a month and then did not hire an "A Player" because they wanted $2,500 a month and now your kicking yourself?

You know you've got a "C Player" on your team when you drive up to your office and you see their car in the parking lot and you don't want to go into the office because of them.

So what do you?

Answer: Hire only "A Players".

John Leach Question

How can you always tell if you're hiring an "A Player" and if you perhaps hire say a "B Player", can you not convert them to an "A"?

Love your blog!

Can You Turn A Carrot Into A Banana?

John

Good question.

You are hiring "A Players" Only.

At the up coming Strategic Forum on May 21-23, I will be teaching exactly how I have built an "A Player" Organization. Here is my description of a an "A Player":

1. "A Players" are crystal clear on what they want to achieve in the next 5 years.

2. "A Players" are smart. High I Q.

3. "A Players" have healthy boundaries.

4. "A Players" have high self-esteem.

5. "A Players" are tech savvy.

6. "A Players" are left brain logical (no drama).

7. "A Players" love to be part of a growing business.

Charger and Raven Fans

How long do you stay on it?

How long does it take you to recover from a setback?

Imagine a transaction falls out of escrow, how long do you cry about it?

How long do you choose to whine and complain and be a victim of the circumstances??

What is your rule, for how long you get to dwell on the negative before you let it go and move on?

On the other hand, how long do celebrate after a victory?

Imagine you get a listing, or close a transaction, how long do you gloat and celebrate?

How long do you continue to tell people how good you are and how successful you are?

Patriots and Colt fans, how long do you plan on celebrating your victories?

Don Shula, the famous coach of the Miami Dolphins, had what he called was the 24-hour rule.

It was simple.

If you lost a game, you got 24 hours to feel the pain, whine about, cry, whatever you needed to do. Then you had to forget about it.

The next morning  be at practice, ready to go like nothing happened.

If they won a game, they got 24 hours to play, party, celebrate, goof off, whatever they needed to do to fully express their happiness for 24 hours.

Then forget about the victory and show up at practice ready for the next game.

You work in a business that has many highs and lows.

You can walk into the office and be at the heights of exhilaration and with one phone call go to the depths of depression.

What I have noticed from the most successful “A Players” in our industry is they don’t try to get rid of the highs and lows, they have learned how to ride them.

When you get a phone call that the appraisal comes in low, set a very specific amount of time you get to complain about it, then once that time is over, you focus all of your attention on a solution and never talk about how bad it is.

When you loose a transaction or a client, you get 24 hours to get off it.

When you do something big and celebratory, you get 24 hours to party, then get off and move on.

The ability to get back up after you have been knocked down is the hallmark of real champions, and how quick you can get back up is what will keep your spirit fully engaged in your life purpose.

I love what Mary Kay said, “A setback is a set-up for a comeback.”

Have a brilliant day.

Joe

Check Out By Referral Only New Site

Good Morning,

With the help of Dean Jacksons marketing brilliance we now have a new By Referral Only website fro you to refer all your friends and colleagues too.

Check it out.

Joe

Forming Good Habits

What habit have you developed that you really like?

For example, I have developed the habit of getting up in the morning at 5am.

I really like that about myself.

I feel like I get my day off to a great start when I meditate for one hour before I do anything else.
I like to imagine that my body is like a light bulb and I am the electrical current running through the bulb.

I am not the bulb.

When I go to bed at night, I turn off the light. When I wake up in the morning I first must turn on the light.

Experience has shown me that when I meditate for one hour first thing in the morning, I turn on my lights.

The stronger my meditation, the deeper my connection, the more focused I am on my God First consciousness, the brighter and the stronger the current.

Only after I have fully plugged into Gods Love, then I begin my day.

Now this is a habit that I developed for myself to strengthen my spirit.

I imagine you too have developed a few very positive habits in your life also.

A good habit can strengthen your self-esteem and bolster your confidence.

Experience shows that once you perform an action, it leaves an effect or impression on the consciousness.

After several repetition's, that inclination is so strengthened that the action becomes a habit.

Clay can be molded into a vase and while the clay is soft, it is easy to change the form of that vase again and again. But once it is fired in an oven, its shape becomes firmly set.

Your thoughts are molding your actions and your mental conviction from repeating of those action is what creates a habit pattern.

If you have molded clay into a vase and fired it and now you want to make that object into a tray, you cannot do so.

But you can pulverize the vase and add that powder to fresh clay and then form it into a tray. Likewise, when a habit is fired in the mind and you want to change it, you will have to use your strong will to pulverize that habit and absorb it into fresh, pliable, good actions that can be re- molded.

So what bad habit do you choose to pulverize and re-mold so you can experience being the highest version of your self?

Choose Life

Palm Springs 
Day 2 Main Event
75 Degrees

Good Morning,

Here are a few more highlights from the Main Event.

Enjoy.

Amy Demo's 4 Option Script

Amy Simmons demonstrated her commitment to mastering the By Referral Only Initial Consultation.

How The Real Time Voice Mail System Works

Palm Springs Main Event
75 Degrees
Sunny

Good Morning,

Here are some wonderful highlights from this awesome inspiring event. Don and Linda Tehen from Phoenix Arizona share how they use the By Referral Only Real Time Voice Mail System to get a great life.

Get A Life With Recovery Remodel Results Time

More Highlights from Palm Springs.

Jan and Gary Cotton have been members of By Referral Only for more then 10 years. They have a great business and a wonderful predictable business.

Ugly Yellow Signs earns $24,000 on a $40 Investment

How did Jacqui Dobens  earn $24,000 from a $40 investment? Lean what happened when she used the By Referral Only Ugly Yellow Sings system.

Back From My Fast

Good Morning,

I'm back from my 7-day fast and meditation retreat.

I feel my energy flowing through every cell of my being.

I choose to provide you, (joejournal.com readers), my highest level of love, compassion, wisdom and meaning in 2007.

If you are a BRO member, feel good about what you are learning from By Referral Only.

This new report from the Florida Real Estate Association confirms that you are on the right path using my strategies to build your profitable, productive business.

A Message From Paula Hellenbrand, GRI

Hi Joe,

I know this is just Florida specific, but I thought if it was at all helpful to you and Dean, I would pass it on.  This is an article from the daily Florida Association of Realtors newsletter.  Their new buyer/seller profile found:

--43% of sellers hired the Realtor of a “friend, neighbor or relative”—just as you said on the Feb. SS of the month! 

--72% of sellers contacted only ONE agent — great argument for 'my phone leads and other BRO 'Before' unit systems! 

--34% repeated with their previous Realtor.

Keep up the awesome work you and your organization provide!

LOOK CLOSER

Think you know the typical Florida home buyer or seller? Well, here's a chance to see if you're right. The 2006 Profile of Home Buyers and Sellers Florida Report, now available on floridarealtors.org, finds that the median age of a Florida home-buyer is 46 years; among first-time buyers, it's 34 years.

Seventy-one percent of homes purchased were detached single family homes within 18 miles of a previous residence; and the typical price paid, including all forms of housing, was $217,600 for a 1,729-square foot home.

The buyers searched for eight weeks and visited eight listings. Looking at Florida home sellers, a full 72 percent contacted only one real estate associate before selecting one to assist in the sale of their home, and 43 percent based their choice on a recommendation from a friend, neighbor or relative. Of the sellers, 34 percent used the same associate for their home purchase too.

Want to learn more? The complete 20-page, 2006 Profile of Home Buyers and Sellers Florida Report can be downloaded in PDF format.

Find it at floridarealtors.org by clicking on ''Legislature'' and then ''Research.''

Blessings,

Paula

Magic Words For Negotiating

Good Morning,

I imagine it would help you considerably, if you had a great script to describe your philosophy for negotiating, would it not?

You may or may not find the script below helpful, but I would like to suggest that you read it several times before you try it with your next client.

Read the scripts out loud several times, eventually, you will memorize these words and you will be more confident and more self-assured.

A Philosophy That You Can Organize Your Negotiating Skills Around

1. Mr. and Mrs. Client, I wouldn’t advise you to make any contractual commitments until you feel comfortable that the terms of the agreements will satisfy everything that is important to you.

2. In the days and weeks ahead, you will begin to notice my style of negotiating is to help you divide your objectives into three categories -- "need," "want" and "would be nice."

First, your "needs"; the "needs" are what you must get out of the negotiation – they are non–negotiable.

Second, your "wants"; the "wants" can be conceded on (but not without getting something in return).

Third, your "would be nice"; the "would be nice" items can be more readily used as bargaining chips.

Remember, that the other side does not need to know that you're willing to part with the "would be nice" items.

When I’m developing these three-category lists, I keep the following in mind: the economic impact on each party, the markets' supply and demand, past precedent and standard practices in the real estate and mortgage industry, your time constraints, legal implications, and your long- and short-term advantages.

3. As you hand the book to your clients say, "Maybe you’ll find value from this book."

It represents my philosophy and methodology that I use while negotiating for you.

As your negotiator, I imagine you want me to have a clearly defined process for helping you get what you need, want and wish, do you not?

Give them a copy of the book you believe best represents the method in which you negotiate.

You may choose to write your own report or book about your method of negotiating.

Mark up the books with Post It notes and your personal thoughts written in the columns of the pages.

'Getting to Yes' is my favorite book on the negotiating.

It's important you find a philosophy that you can organize your negotiating skills around.

Confidence!

What does it mean to be confident?

Have you ever lost your confidence?

I’m not going to tell you that I’m always confident, but I will suggest that my confidence is always highest when things around me are happening in a predictable manner.

Have you noticed when things loose their predictability and become more random and chaotic, your confidence wanes?

It’s true for me.

I have seen very bright, intelligent men and women come to The Main Event with very low levels of confidence.

When I probe to discover what is going on, 9 out 10 times it’s because they don’t have a consistent predictable system for getting them transactions.

Which leads me to the conclusion that when you don’t have predictability, you give birth to self-doubt.

The fastest way to create confidence is predictability.

So are you like me, do you believe that confidence is a by-product of predictability?

So here is how I create predictability in my life so my confidence stays high.

1.    I know my unique ability is speaking, writing, coaching and thinking about ways to teach you, and provide for you, the tools you want so you can generate more referrals.

That is my greatest strength in life.

When I get involved in running my company, planning an event, or any activity that is not my greatest strength, I start to loose my confidence.

Notice that life becomes unpredictable when you are over-involved in activities that are outside your unique ability.

2.    When I notice that my confidence is low, I like to ask this simple question:

What three things can I do in the next 90 days that would get me 50% closer to the achievement of my life priorities?

This one question gets me refocused on my strengths.

3.    I love the thought 'progress, not perfection'.

When my confidence is low, I take out my journal and make a list of 10 things I have achieved in my lifetime that I’m consistent with.

By the time I get to item 6 or 7, my confidence is soaring.

So staying confident keeps things predictable.

Joe