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.