Joe's Journal

Questions for New Team Member

-- Tell me about your experience for helping a highly, motivated, creative person to be more productive?

-- How would I be able to tell that you like your environment neat, organized and efficient?

-- How would you help me have a neat, organized and efficient environment?

-- What kind of time/task management system would you use? How would I be able to tell that you are truly skilled at using it?

-- What kind of project management systems do you use? How would I be able to tell that you are skilled at using them?

-- If you could design an ideal office/work environment for us to be highly productive in together, what would it look like? How would it feel?

-- The following are a few typical situations that are illustrative of my life. I would like to hear your thoughts about how you would handle them.

1. You know that I am trying to stay focused to be more productive every day. You are aware what my goals are for the day and you understand the high priority projects and tasks for the day. How do you make sure I stay on track to produce the desired results?

2.  When I take a Free Day(s), I am completely and totally unavailable. I do not call the office, nor do I take calls from clients. What would you say to a client who thinks I ought to personally respond to their needs even on my day off?

3. Give me an example of what you would say or do if you notice that I’m distracting myself or getting off track?

4. One of my clients wants me to do something that you are absolutely certain I will not agree to do, no matter how persuasive they try to be or how good our relationship is. What do you say to this client so I don’t have to get on the phone and tell him/her what you know I would say anyway?

5. Sometimes my staff gets frustrated because they know I am busy working on high payoff projects and client commitments, but there is still some detail stuff that has to get done in order for them to complete their tasks and projects that only I can do. How do you get these things squeezed in so I don’t become the bottleneck? What do you say to me so these things get taken care of?

6.  My objective is to only have in my possession what I need to be working on right now to produce the highest priority results. Part of your job is to know what I’ll be working on and get what I need just in time. How do you envision doing that?

Current Leadership responsibilities – How are they demonstrated?

-- Why are you interested in this position?

-- Thinking about your current leadership responsibilities, how are they demonstrated?

-- What can you bring to the job/department/company?

-- How do you keep current with the aspects of your industry? What groups, associations are you involved in?

-- Thinking about a work project that was very successful, what was it and why was it a success for you?

-- Thinking about a work project that did not go the way you’d hoped, what was it and how did you handle it?

-- Thinking about your last manager, what qualities did you admire most? What qualities did you not like?

-- What kind of person are you? Name three characteristics:

-- Name three areas you would like to improve upon:

-- When are you most productive during the day?

-- With your permission, what were some of the biggest challenges you had to get through?

-- What are some of the defining points of your life?

On the Professional Front

1.    Who was your best employer and why?

2.    What do you think are essential success ingredients for a team or a company?

3.    Who was your worst employer and why?

4.    What do I need to know about you if I want you to excel?

5.    What should I never do that might frustrate you or cause you to lose heart?

6.    Define success for me.

7.    What do you see yourself doing 5 years from now?

8.    If you had all the money in the world, what would you do with your time?

9.    What makes you unique?

10.    If you could go back to school now, what would you want to learn and why?

-- What do you like about this opportunity?

-- Why are you the right person for the job?

-- What opportunities do you see here for yourself?

-- What concerns do you have?

-- If I were to hire you, how would the team and I be positively impacted?

Email Raymond to get your DISC profile...

This is one of the most important tools you will ever use when hiring and leading your team.

Raymond@TheMoerlerTeam.com

Spin - Release - Blow Up !

Several years ago, a coach and friend Richard, asked me to try this. It really worked well for me. After I did exactly what he told me to do, I felt much more confidant and more self-assured.

As a matter of fact, I liked how I felt so much I thought, I’m going to write a blog about this and see if you want to try it.

Here is what Richard asked me to do.

First, he asked me to remember the last prospect that rejected me.

I had to think pretty hard about that!

He said to me, “Joe, if you can’t remember being rejected, it might mean that you’re not prospecting enough!”

I chuckled…

I thought, “Gee, I wonder if that is possible? Then, I thought every time I do a Main Event, I’m prospecting for new coaching club members.”

Is your head nodding up and down right now?

Richard asked to specifically remember a time when a person said ‘no’ to my offer of joining the coaching program.

Then I remembered a woman who came up to me at a Main Event and said, “I really do not think your program is good for me and I have decided not to join.”

The more I think about it now, the clearer the memory becomes.

I mean, right now I can close my eyes and get a very clear image of her. I can hear her voice. I can feel her energy as I fully recall this actual memory.

Go ahead and try it.

Remember a person who decided to list their home with another agent.

Remember a person who told you that they were going to get a loan from a different lender.

As you recall these past memories, just notice what happens to your attitude.

Notice what you see when you remember a negative experience.

Notice what happens when you close your eyes and dwell on this memory of rejection.

Does the picture of the moment get brighter? Does it get louder, and do you feel the pain of rejection more intensely?

Go ahead and dwell on the moment you got rejected.

Replay the picture over and over again.

What I have noticed as I replayed the picture of the woman walking up to me and telling me she was not going to join, was that I was reliving the experience over and over.

So, in fact, she only rejected me once, but then I had her do it at least a dozen more times to make sure that I really felt bad.

Try it.

Keep replaying your rejection over and over.

If you’re like me, you are starting to notice how exhausted you’re getting holding this negative memory.

Richard said to me, “Joe, what you are experiencing right now, is what most people are doing every day; they are living out of their memory.”

As a result, they continue to get more of what they don’t want, because they are automatically replaying old memories, like the repeat button on the stereo is stuck, playing the same song over and over and over!

Can you relate to this at all?

Then Richard said to try this.

Would you like to try this with me? I think you’ll feel much better when we’re done – go ahead, give it a try with me.

Richard asked me to take the image of the woman rejecting me and place her on a record disc in my mind.

He said, “Like one of those old vinyl records, place the image of the woman walking up to you and saying she is not going to join on the front of the record.” It took me a few minutes, but I focused long enough to create a picture in my mind of her walking up to me and rejecting me as if it was the record label.

See if you can do it for your rejection memory.

Then he said, “Now, start to spin the album clockwise, slowly at first, so you can actually see the woman spinning around in your head.”

So I did, and then he said, “Speed it up now.”

So I did.

Faster and faster.

Then Richard yelled, “Stop! Now reverse the spinning motion counter clockwise.”

So I did.

Faster and faster, I spun the image counter clockwise.

Then he said, “Reverse it.”

Go clockwise again.

Then he said, “Stop. Go counter clockwise, again.”

So I did.

Then he said, “Now release the image into the air and imagine you’re skeet shooting and you have a rifle in your hands. As the record flies out into the air, it becomes your target and you take aim and shoot and the image blows into pieces and falls to the ground.”

So I did.

It was amazing -- the memory shattered instantly.

Then Richard said one of the most profound things I have ever heard, he said, “Joe, from this day forward let’s live out of our imagination, not our memory.”

He instructed me to imagine the same woman walking up to me and spinning around on a record and she is spinning as she is talking to me. I begin to laugh and she blows up.

What Richard was doing was giving me a tool to rewire my neuro network with a pattern interrupt.

He was giving me a tool to take control of my automated memory and rewire the memory so it had little or no effect on my current reality.

I must say this one tool has helped me immensely in my life.

Today, when I have an experience that I want to remove from memory, I spin, release and blow it up.

The results have been more confidence and more self-assurance, and today I live out of the unlimited possibilities of my imagination vs. the old, patterned, limited memory of the past.

Give it try.

Magic Words Language Pattern #2

I’m not going to tell you that your buyers, sellers and borrowers feel fear from time to time, because you already know that, but I will suggest that you better learn to ask profound, insightful questions that help them get out of their fear.

After all, that is what a skilled consultant would do!

Now, imagine what it would feel like to have two powerful questions in your arsenal of Magic Words that you could ask anytime you sense your client is in fear.

Imagine having two questions that instantly get your client to change their perspective from one of limited options to unlimited opportunity; fear to fearless!

I first learned these questions from my friend and mentor Brian Tracy.

Here is my story.

Back in 1985, I was promoting seminars for Brian Tracy. After a few years of working for Brian, I decided that I wanted to be the speaker more than I wanted to be the promoter.

I had to tell Brian what I was planning.

Because I admire and love Brian, I wanted his advice and his blessing.

I called Brian and asked him if he would give me some much-needed advice.
We met in the backyard of his mansion in Solana Beach.

I told Brian that I was ready to move on from being a promoter to being a speaker/trainer like him. He smiled and said, “Well, what is stopping you from doing what you dream of doing?”

I said, “Fear!”

Brian asked me this very profound question. He asked, “Joe, what would you do if you knew you could not fail?”

The question put me into a trance.

I stalled for a minute and he asked me the question again in a different way. Brian said,     “What would you do if it was OK if you fail?”

It was these two questions that opened up my mind to possibilities. For the next hour, I described to Brian that my intention was to teach real estate and mortgage lenders how to build referral business.

Brian smiled after listening vigilantly to me for over an hour and said, “Joe, go for it. I totally support and encourage you to live your dream.”

As I reflect back on that critical moment, it was these two questions Brian asked me that gave me freedom to dream bigger then ever before.

Sometimes all we need is someone permission to dream big!

1. What would you do if you knew you could not fail?

2. What would you do if it was OK to fail?

I now give you permission to ask your clients the same question when they are in fear or confused about what to do next.

How Well Do You Score On These 12 Habits

By now, you have already started to notice that changing a well-developed habit takes a significant commitment to change.

You might even notice that underestimating the amount of determination and Herculean strength that is required to change an old habit, might be your biggest obstacle to success.

Well, a few weeks ago at the Strategic Forum Conference, a long time member Barbara asked me what I thought were the most important habits a person must develop if they want to fully embrace the By Referral Only way of living and doing business.

As you may or may not know, that when I’m asked a question like that, I see, hear and feel a blog coming on.

Well, after about a few weeks of journaling and observing the most referable people in the BRO System, I made a list of 12 habits.

My original list was 52, and then I realized that I am developing the habit of saying more with fewer words, so I whittled it down to a dozen.

That is a good thing for you, is it not?

I would love to see what you have to say about the list that I have created.

Maybe you can add to the list or embellish on some of the points that I have made.

Try rating yourself on a scale of 1 low to 5 high to discover what habits you may want to strengthen to become more referable.

1.  I have developed the habit of thinking about and talking about the one word purpose for my business – Referral!

2.  I have developed the habit of asking for and expecting referrals only after I have delivered value to my client.

3.  I have developed the habit of communicating to my clients that the most valuable skills I provide them are my consulting, negotiating and the overseeing of the transactional details.

4.  I have developed the habit of asking my clients what value they have received from me.  I know at a very deep level, that the only way my clients have actually received value is I must hear them talk specifically about a behavior that I performed for them that they perceive or judge to be of value to them.

5.  I have developed the habit of sharing what I have written on the back on my business card as my vision to each person I give my card to.

6.  I have developed the habit of using the By Referral Only dialogues during my initial consultation. (Join me on the November 29th 10:30am Teleclass).

7.  I have developed the habit of only giving advice to my clients after I have discovered their 5, 6 and 7.

8.  I have developed the habit of orchestrating referral moments using the BRAG formula. (B=Blow it up; R=Resolve it; A=Acknowledge it; G=Go Green)

9.  I have developed the habit of using the “Referral Rejection Dialogue” after clients say they don’t know anyone they can refer to me.

(Thank you for thinking about it. The next time you’re in a conversation with a person and they mention (define your referral request), please call me immediately and let me know how I can help them.)

10.  I have developed the habit of asking for referrals using the ACTS formula. (Ask for Awareness; Ask for Comfort; Ask for Time; Ask for Specific People)

11.  I have developed the habit of following through completely after receiving referrals by using the Referral Follow-Through Formula.

12.  I have developed the habit of keeping what I learn about a client confidential, and at the same time, following up with the referring person to update them on my progress with the person they referred.

Well how did you do?

It might be a good idea to join on the Art of Asking Teleclass on November 29th at 10:30am.

I will be teaching you Level Two of the By Referral Only Initial Consultation.

Have a nice day.

Joe

Get A Great A Personal Assistant

As a By Referral Only member your invited to a tel-class entitled

" How to Hire, Train, Inspire and                                                           Delegate To A Personal Assistant"

The class is on  November 30th at 8:00am.

Watch this quick video to find out more.

What Will I Teach On The Next Art of Asking Call

Just wondering if you will be on the next tele-class with me.

It's on November 29th at 10:30am PT.

Here watch this quick video to get all the details.

What I'm Reading Now

So, you’re probably wondering what I'm reading these days?

Right now, I have got three great books going.

Each one of them is packed with original thinking. I say that because, finding original thinking, the quality thinking of people like Dan Sullivan and Dean Jackson, is the thinking that is contextual in nature and mind expanding in content.

I love an original thought – someday I hope I have one! ☺

My first book is by John Naisbitt -- “MINDSET! Reset Your Thinking and See The Future”.

Among the 11 mindsets that have helped him the most are: "Don't add unless you subtract," "Focus on the score of the game," "Understand how powerful it is not to have to be right," and "Don't get so far ahead of the parade they don't know you are in it."

You will be able to reconstruct the process which led to the creating of John Naisbitt's pictures of the first half of this 21st century: The Visual world; The shift from Nation States to Economic Domains; Europe's future and China's role in the world; and Why waiting for the Next Big Thing is not any better than waiting for God. MINDSET! provides pictures of the future and illustrates the impact of deliberately developed thinking.

The second book that has captured my attention is Jerry Porras, “Success Built To Last”.

People who make an impact doing what matters most to them, have the potential for enduring success. Some of the world’s most enduringly successful people have become so by harvesting their failures and summoning the courage to follow their passions. These individuals do not feel the need to rely on the approval of others to pursue their calling or cause. Most define success as the ability to make a difference, create lasting impact, and challenge conventional wisdom.

In Success Built to Last, authors Porras, Emery, and Thompson set out to inspire readers to find their own way to make a lasting difference by doing what matters to them. One must realize and accept that a compelling personal commitment to something that matters may not result in power, wealth, or fame, but in a life of meaningful work that makes a lasting impact on the lives of others.

The third book is “Social Intelligence” - Daniel Goleman has written a groundbreaking synthesis of

   the latest findings in biology and brain science, revealing that we are "wired to connect" and the surprisingly deep impact of our relationships on every aspect of our lives.

I will keep you posted on what's going on  this week, so check back with me.

Joe

Happy Faces At The Tampa Main Event

 

 

 

 

 

 

 

 

 

 

 

 

   

 

 

Todd Welsh is A Rock Star At Night

I would like to suggest that....

I was wondering, how much happiness can you stand?

Imagine how happy you'll feel when you prove to yourself that you can master my Magic Words Technology.

The fact is experience shows, that agents and lenders who learn the By Referral Only Initial Consultation, become extremely influential which means they make more money and generate more referrals.

At this weeks’ Main Event in Tampa, Florida, one of my longtime By Referral Only members suggested that I share the Magic Words Language Patterns on joesjournal.com.

I was curious, so I asked her, “If I am willing to share my secret Magic Words Language Patterns, would it be helpful to give her examples for both real estate agents and lenders?”

She smiled from ear to ear, and said, "Joe, if you could give real life, day-to-day examples of specific language patterns for both agents and lenders, then I would be willing to refer joesjournal.com to everyone in my MLS."

So, on the plane ride from Tampa to Dallas, (I'm writing this in the Dallas airport right now), I decided that I would begin a weekly communication to you called ‘Magic Words Language Patterns.’

And guess what?

I will include plenty of examples so you can use these powerful patterns in your day-to-day conversations, so you can make the people you talk to, five times more interested in what you say.

All I ask you to do in return for me, is refer at least 10 agents or lenders that you care about to joesjournal.com within the next 48 hours.

Would you please do that for me in exchange for my Magic Words Technology?

Let me know if you’re willing to do it!

Joe

MWLP #1

“I would like to suggest that…”

When you use the statement ‘I would like to suggest that’, you soften your request and make it easier for your listener to hear your suggestion.

You may notice how much easier it is to receive the suggestion because I inserted the words ‘I would like to suggest that’ prior to your actual suggestions.

Maybe you will notice how you feel when you compare the two examples.

Example #1 With Magic Words:

“I would like to suggest that you take a moment and imagine living in your new home.”

Example #2 Without Magic Words:

“Take a moment and imagine living in your new home.”

You may notice a certain feeling as you become determined to learn this first language pattern.

I would like to suggest that you read the following examples, and as you read them, consider when and how you can embed these suggestions into your consulting, negotiating and overseeing the transactional detail roles.

Examples of when to use ‘I would like to suggest that…’ pattern:

On an incoming call from a potential prospect --

“Hi, I would like to get information on the loan or home.”

“My name is Joe Stumpf and I would like to suggest that you get a piece a paper and pencil so you can write down everything that I will give you during our conversation.”

When you are giving your client your best advice --

“Mr. and Mrs. Jones, based on your 5,6 and 7, I would like to suggest that you position your home for sale in the price range between $235,000 and $245,000 for the next 30 days.

And because of the current economic conditions, I would like to suggest that you and I meet every thirty days at my office and re-evaluate our position in the market and make the needed adjustments based on the market feedback.”

Those are two terrific examples of how and when to use the language pattern ‘I would like to suggest that…’.

I would like to suggest that you think of several others and the next time you are about to give advice, soften it with this simple, yet effective Magic Words Language Pattern.

I would like to suggest that you imagine having a great rest of the day!

Joe