Joe's Journal

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.