Joe's Journal

Your Referral Business Card

By Referral Only member, Gary Klassen, uses this incredibly effective method to generate calls to his MyPhone Leads Systems – he prints a message on the back of his business card that points to a script on his Hotline!

The Business Card Message:

"By Referral Only"... a philosophy and a commitment!
...but what does it mean to YOU?

I am totally committed to providing to my clients a world-class level of real estate service that is above and beyond expectation. In turn, I offer the same commitment to your friends, family and coworkers who you are willing to refer to me whenever possible.

By choosing to work by referral, instead of spending the majority of my time constantly looking for business from the general public, I can focus on giving you the special level of care and consideration that you deserve. It's a great way to do business...and you'll appreciate the difference!

For a FREE, recorded message that explains the secret key behind "By Referral Only"...and all it can mean to you and to those you refer to me, call my Information Hotline at (905) 555-1234, ext. 201.
My Toll-Free Referral number is 1-877-555-1234 (Canada/U.S.A.)

The Script:

Hi. This is Garry Klassen, and on behalf of myself and my Klassen & Associates Team, I want to thank you for taking the time to call this message.

In the next five minutes or so I want to share with you both why my team and I are firm believers in the philosophy of doing business By Referral Only, and the commitment that results from that    philosophy. And at the end, I'll disclose the secret KEY.

By Referral Only is based on the concept of delivering an extraordinary level of service that results in clients being more than satisfied with the job done for them. As a result, they want their friends, relatives and business associates to have the same satisfying experience when they buy or sell their next property, too. It's a way of doing business where everyone wins.

The fundamental concept is often referred to in today's business world as the "law of reciprocity," or you get what you give. Some have simply called it, "what goes around, comes around."

Almost 2,000 years ago, on the shores of the sea of Galilee, a young man taught the same fundamental principle to his first twelve customers, and since then it has become known as the Golden Rule.

You are no doubt familiar with the words, "Do unto others as you would have them do unto you." As a principle of doing business, it has certainly been proven valid by the test of time, since some 2,000 years later he is still getting referrals! Rather than being a Super Star, he concentrated on living the life of a Super Servant and became famous for "washing their feet."

While I do not profess to measure up to the lofty ideals of the Golden Rule 100% of the time, I am 100% committed to trying to do so. And, whether I am helping you to sell or buy a property or arrange mortgage financing, you can trust in the fact that my goal is to have you so pleased with both the result and the experience of having selected me as your Realtor, that you will be ready to refer others to me whenever you have the opportunity.

And that's the commitment end of the program. You see, I am committed to delivering the finest level of real estate services I can to those clients who have been referred to me, and who, in turn, are willing to refer to me their friends, family and coworkers. All will benefit from the experience and expertise I have gained in helping families just like yours to optimize their real estate situations for over 26 years.

With a business built "By Referral Only", I can afford to commit the vast majority of my time to providing that superior level of service that you and your referrals deserve, instead of spending hours every day looking for cold business from the general public. You'll appreciate the difference that that makes to our business relationship.

The truth is that most salespeople see their customers as a one-time transactional value only. They make no long-term commitment to their customer's well being. They are after the quick sale, then on to the next.

In contrast, I take the time to be your real estate and mortgage consultant.

I'll give to you, and to those you refer to me, the guidance and direction needed to move confidently through each step of the process, always knowing that you are making decisions that are in your best interests and those of your family. As I said, it's a great way to do business...and everyone wins.

I hope by now that you are starting to share some of my excitement about the "By Referral Only" concept and the philosophy behind it, because there is one final, very important aspect I haven't mentioned yet. That is, how important YOU are to the equation.

You see, for me to be able to commit those extra hours to giving you the world-class service you deserve, I really do NEED your REFERRALS. In fact, YOU are the secret KEY to making it all happen.

Without you on my team, the whole system falls apart! But, if I can I count on your support, we're both going to be winners in the long run! Thank you again for taking the time from your important schedule to listen to this message. If you are ready to make your next move, or could use some assistance with your mortgage financing, you have my commitment to provide you with the finest service I can.

If, like me, you operate a business where the level of service you give to your customers is critical to your success, I'd be happy to talk with you some time about how you can employ these sound principles in your business too. Your customers will be happy that you did!

If you're ready to make your next move, or you have any questions or comments about the By Referral Only concept, feel free to call me at 905-555-1234 or call my TOLL FREE Referral Hotline at 1-800-555-1234-K.

I hope to hear from you soon! 'Bye for now

How to Hire!

Magic Words For Client Objections

Reframing Is About Shifting Quickly Your Point of View

I was in the grocery store and I was watching a child scream at the top of his lungs…then I watched the mother pick up the little child and hold him close to her chest allowing him to scream, not asking him to stop, just holding him, and she said, “David, I love you.

Everything is ok.

I love you…” and slowly little David began to calm down .

I was quite impressed with what I saw, so I followed them around the store for a while. I noticed that each time the mother would walk away from the cart, the little boy would get upset…and she repeated the ritual 3 times and each time David calmed down.

I admittedly was a bit aggravated by this child screaming.

Now I was curious, so I walked over to the mother and said, “I couldn't’t help noticing that every time you walk away, your son gets upset and you come back and hold him.”

She smiled and said, “I’m not his mother,
I’m his aunt and his mother is in the hospital and I can only imagine how much he must misses her, so I just have to keep telling him he is loved.”

Instantly, I had more space for David to cry , I understood why she did what she did – my point of view was instantly reframed.

A New Frame For Client Objections

So, with new some new magic words, you will now welcome client objections.

Actually, once you fully assimilate these scripts, you will look forward to the day when your client says, “It’s not the right time to buy or sell a home or will you cut your commission?”

You actually might even hear it as a cry for love.

Here are some new magic words to get you from where you are to where you want to be. Study these examples and keep you eyes open for a new telecasts I'm creating to help you master these powerful language patterns.

"This is not the right time to buy a home or sell a home or we want to wait until prices or rates drop"

1. Well, in a way it’s more accurate to say that only the people who are clearly focused on what is important about buy or selling should be buying or selling a home in today’s market.

So may I ask you what is important about buying a home to you?

Now go 7 levels deep if you’ve got the skills and the courage to do so.

2. Who specifically gave you that information? Because it could be true for some people and for those whom specifically have a goal like your 5, 6 and 7 this is the perfect time to go for it.

3. It may be true and every coin has two sides to it .

For example: In the price range of $250,000, prices have dropped about 10% and in the $400,000 range they have dropped 10%. So now, when you sell your $250,000 home you get $25,000 less and when you buy the $400,000 house you pay $40,000 less, so that is a net gain of $15,000.

4. Wow, you sound so confident!  Did you actually try to sell your home in the last 60 days to arrive at that conclusion as if it was a fact, or are you repeating something you heard from the TV, newspaper or a neighbor?

5.. Well, if you really want to know who should not be selling their home, it’s the people who are either not serious about moving or the ones that owe more on it then it’s worth.

5. The prices certainly seem to cost too much now, but I wonder if by putting off the purchase now and seeing prices go up next year and the year after, until it gets so high that you’ll never have the opportunity that you have now, I wonder how you will feel about missed opportunities your fear of price has caused you?

"Will you cut your commission or reduce your fees?"

1. That is a good question and before I could make that big of a decision, I would have to ask you a few thought-provoking questions, listen intently to your answers and only after I clearly know what is important about buying, selling or borrowing to you, could I then better suggest how you can compensate me for my consulting, negotiating and organizing of the details.

2.The question you’re asking me reveals a lot about what you may or may not know about this current market place. What you really should be asking is what bonus can we be offering to get the local agents more interested in showing their best clients your home so we can make darn certain your dreams come true.

41,233

Wow… Today we hit 41,233 page views.

Thanks!

Joe...

How To Eliminate Buyer’s Remorse

Larry, a top agent in Columbus, shared a story with me that is worth repeating. Larry met Ted and Sandy at an Open House. He could tell the moment they walked into the house that the coupled loved it. They didn’t hide their excitement from Larry. The walked from room to room bubbling with excitement as they talked about how their current furniture would fit in each room. Larry, a good consultant, knew these people were ready to buy the home. So Larry suggested that they go ahead and make an offer immediately. They did. Full price. For Larry, it felt like it was too good to be true.

Well it was.

After Larry went through the process of getting the offer accepted, Ted and Sandy backed out during the 3-day Right of Rescission clause. The problem -- Ted and Sandy talked to some friends who suggested that they look at more homes than the few they saw that day.

They experienced buyer’s remorse.

Larry asked me what could he do different the next time something happened like that.

Here is my coaching to Larry and you.

The Remorse Mover Script

Immediately after they sign a purchase agreement, look the client in the eye and say, “I’ve got this contract here and I’ll rip it up right now if you want me to.”

“I know that you might talk to people who are going to say, ‘you bought a house, why did you do that?’ or ‘you should have waited’, or ‘real estate is not a good investment’.”

“It is likely that after today, you will encounter people who suggest that you made a poor decision.”

“If you don’t want to buy this home, I will tear up the contract right now.”

“I need to know that you want to buy this home and that you are sure you want to do it.”

“I don’t want you to come back to me later on, dissatisfied, because I count on your referrals and endorsement to family, friends and neighbors.”

When they insist that they want to buy, you erase remorse because you had them defend the decision they made, which deepens their commitment to what they are doing.

Also, if they change their mind after just a few suggestions you make now, you can count on them changing their mind when they talk to family, friends or neighbors.

So it is in yours and their best interest to discover if they really have made a clear decision by using the "Remorse Remover Script."

Consulting is about helping people make wise, effective decisions, then sticking to their game plan once they have chosen a clear path.

When people make quick decisions, the chance of quickly having remorse is greater. So when a person makes that quick decision, you know that it is in their best interest use the “Remorse Remover Script”.

“How To Reframe Your Client’s Objections"

5 AM Pacific Time
September 25th, 2006
Cardiff By The Sea, California
70 Degrees

To: By Referral Only Members
From: Joe Stumpf
Regards: Tele-Class “The Art of Asking"
Subject: “How To Reframe Your Client’s Objections"
When: Wednesday September 27th
Time: 10:30 AM Pacific Time

Good Morning,

I am really excited about presenting my newest material on ‘Reframing Your Client Objections’.

Please find time to join me on Wednesday morning at 10:30 for a 45-minute training. I will give you 10 new dialogues to deal with the two biggest objections you are now hearing, "Will you cut your fee's?” and “I will wait until the market improves before I buy or sell."

The new dialogues are based on the ‘My Magic Words’ technology. So, if you’re a By Referral Only member, you know what phone number to call at exactly 10:30am. During the call, I will tell you exactly where to get a copy of all my new scripts.

Here is an example of a reframing script:

“This is not the right time to buy a home or sell a home.”

Reframing Script:

“Well Mr. and Mrs. Prospect, in a way, it’s more accurate to say that only the people who are clearly focused on what they want to do next should be selling or buying a home in today’s market?”

“What specifically did you want to get accomplished by selling or buying right now?”

*******

What a great reframing question does is dissolves the client objection, much like the wicked witch of the east dissolved when Dorothy threw water on her.

As a skilled consultant and negotiator, sooner or later you want to learn how to dissolve client objections and this upcoming teleclass can be the beginning of a new way of communication in today’s much more sophisticated market place.

So make plans to be there.

KR Makes The Main Event Move and Grove

Jae Wu Shares Her Success

Live From The Main Event

Good Evening From The Main Event,

We had a great Day 2 here in Burbank. Over 500 agents and lenders are packed in the Hilton Convention Center. We started the day with a pledge to 'Play Big'!

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented and fabulous? Actually, who are you not to be? You are a child of God! Your playing small doesn't' serve the world. There's nothing enlightened about shrinking so that other people won't feel insecure around you. We were born to make manifest the glory of God that is within us. It's not just in some of us; it is in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others."

Milton's Musts

My mentor and friend Milton, wants to share with you his four "musts" to create a life of joy and freedom.

You must absolutely resolve that the journey towards being of maximum service to your fellow man is the most important part of your life.

You must be aware of the people who are attracted to your higher frequency. Some of the people you attract are wolves in sheep
clothing.

Choose not to be in relationships with people who would rather pull you down than lift you up.

You must keep your vision in front of you and surround yourself with people who demand that you be the highest version of yourself at all times.

You must trust God and serve people vs. trust people and serve God. At critical moments when it is time to make life-changing decisions, recognize that you always have 17 seconds to escape the situation if you choose.

In the picture is Ruby, (Miltons wife) Olivia, Traci (my daughters) and Milton.