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How To Explain The Selfish Benefit Of Referring People To You

Thursday, March 18th, 2010

I gave this training to By Referral Only Members during a Magic Words Dialogue School at my house.

It's the 3 of Hearts from The Magic Words That Get Referrals Card Deck.

Watch below if you believe you'll avoid the referral fee conversation from learning this dialogue.

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Here's the dialogue

(Client Name), there is another benefit for you in introducing me to your friends during your transaction that you may or may not already be aware of.

(Client Name), you probably already know that the most time-consuming part of any business is finding new clients. What I would like to suggest is in the days and weeks ahead, when you have sold your home/closed your loan, you will look back and feel great that you introduced me to your friends during the transaction because it allowed me to invest the maximum amount of my time, energy and resources into you, rather than looking for new clients.

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An Open Letter

Thursday, March 11th, 2010
Dear Real Estate and Lending Professional,

You have a sea of choices when seeking out training in this profession.

Maybe you’re new to the business and looking to build a strong foundation for your career, and you want to get your business up to speed quickly. I may be able to help you.

Maybe you’ve been in this business for years and need some new ideas to put some spark back in your business.

Maybe you’re looking for a way to get predictability in your business so you don’t have to worry where your next commission check is coming from. I may be able to help you, too.

Whatever your dreams, goals, or desires, I may be able help you.

Becoming a member of the By Referral Only Community is the same as entering into a new relationship. Like all successful relationships there must be mutual commitment to make it work.

For our relationship to work for you – it’s got to be a perfect match. This is a key element. Your philosophy and my philosophy must be completely aligned for this to work for the both of us.

That’s as important for me as it is for you. It’s a requirement for us to work together.

I’ve been training real estate and mortgage professionals for more than 20 years, because long ago I discovered I had a gift for helping to mentor the agents in my office and as a result of my training – get more business for them.

In fact, most of the top agents who are now coaching other agents have been trained and coached by me.

Today I dedicate all my time to creating new systems and tools for professionals who are a part of the By Referral Only Community, so they can get more contracts and more closings.

My focus is on you.

By Referral Only is not just a “coaching program” or specialized systems and web site-based tools…it’s a living, breathing family. It’s a community of professionals sharing with you the most intimate details of what’s working in their businesses right now. It’s direct access to real people on my Business Advisory Team, who you can ask for help on any subject at anytime.

As a member of the community you’ll never be alone in your business again. I encourage you to take a look inside the community.

See if we’re a good fit for you.

See if we match your style and the way you want to conduct your business.

See if we match your philosophy and mindset.

We want you to put us on your team if you see us as a fit.

If not – that’s okay, too.

All the best to you, your family, and your business.

Joe Stumpf

P.S. By Referral Only is a philosophy backed up by systems, structures and support to help you become the best version of yourself. By Referral Only is a great way to build a successful business and a satisfying life. We are here to help you get from where you are to where you want to be.

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I’m Not Doing That Again – Or Am I?

Monday, March 1st, 2010

 

I was reading this community message board post from Craig LaMar and I thought you’d like to hear about his success.

 

If you want to do something that could make you so busy you’ll never want to do it again then do exactly what Craig did and learn how to link your referral chains.  

 

Here’s what Craig said:

 

So that system of calling through your referral tree whenever you receive a referral? I'm not doing that again! 

I received an introduction last night to a family relocating here from one of my Top 150. We previewed properties his morning. Got back to office and called the referrer. Then had a few minutes, so what the heck….I called the person who had referred me to the person who just gave me a referral. And that person is looking for acreage to build, plus gave me the name of a family member who is moving this year. Then I called the person who referred that person to me. As a result now I’m doing a CMA for their home because they said, "If the numbers are right, we want to make a move and take advantage of the $6500 tax credit". 

So now I have to all this work because I called and linked my referral chains!

 

 

 

You only need three ingredients to make this strategy work for you:

 

Top 150 – The 150 people who know you, like you and trust you. Maybe you only have 75 or 100, just don’t use more than 150 max.

 

It’s important you recognize the power this group gives you when they offer your help to the people they care about. I’ve seen people make $70,000 a year by focusing energy on the 4 people who truly know, like and trust them. Imagine what you can do for the people who know, like and trust you – no matter what the size.

 

Referral Tree – This is your referral genealogy or the names of people who have referred you and go several layers deep.

 

Know How To Link Your Referral Chains – I’ll show you the same video Craig watched to get those results – so you can too.

 

Here’s Why It Works

 

What I’ve known in my life is the more I express my gratitude the more I get what I’m expressing my gratitude for.

 

Think of it this way, instead of calling and asking for another referral. Simply, call and link your referral chains so that your clients can experience that you’re grateful for the people they’ve introduced to you.

 

Call your client base today and tell them what their positive behavior is doing today for the people they introduced to you.

 

Then, based on your call and recognition of their behavior you’ll reinforce that behavior.

 

Watch this video and learn how to link your referral chains so you get results just like Craig.

 

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How To Get 2 Referals In The Next 7 Days

Saturday, February 27th, 2010

Good Day! 3721 agents and lenders watched the entire 37 minute video " How To Get 2 Referals In The Next 7 Days" 3109 downloaded the scripts. If you have not watched it yet – i will keep it up over the weekend – then put it behind the BRO password for members only. Go and get this system for yourself today.

 http://www.mybyreferralonly.com

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What do you say when a prospect says – another agent said they’d list my house at a higher price?

Friday, January 15th, 2010

Working in the current economy you know prospects can challenge everything about your transaction. You’ve heard people challenging your commission and even challenge the price you know can get their home sold.

One of the biggest threats to your financial health happens if you abandon your consultancy and let the client choose the price that won’t get their home sold. Because you can already see it — the house sits on the market for 6 months with no activity and then out of frustration the seller cancels the listing agreement. Not only do you not get paid a cent, you find you’ve lost money because you’ve invested your money in all the marketing.
 
Whatever resistance you’re hearing in this current market, when you use these exact words you’ll discover how to influence your seller to list their house at the price that will let you get their home sold quickly. Watch this video and see the live training that will show you exactly what to do and how to protect every penny of your well deserved commission.

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________________________________________________
 
Magic Words To Get Their Home Sold Quickly:
 
Martin (your prospect): Another agent said they’d my list house at a higher price.
 
Consultant: I know you want the highest price, but isn’t selecting the best agent [touch your chest] more important than listing with the agent who will just tell you what you want to hear?
 
Martin, I am here [touch your chest] because I want to make your (5-6-7) come true. Isn’t it more important to know you [touching your chest embed the command] chose an agent who can consult, negotiate, organize and handle the marketing of your home, rather than some agent who tells you the price you want to hear?
 
Experience shows a common mistake people make is to overprice their home with the agent who is the least competent to attain that price. [Pause and notice their unconscious shift]
 
Martin, based on what you said that you want (5-6-7) your next best step is to introduce your home on the market for $415,000 so that you get attention from multiple buyers and compel them to compete and pay you what your home is worth.
___________________________________________________

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Get People To Stop Debating And Accept The Advice They Need With These 27 Words

Tuesday, December 22nd, 2009

You already know when a person gives themselves their own advice they’re more likely to take it. These are the perfect words to step aside and let the person make their own suggestion on what they should do next.

Here are the 27 Magic Words . . . 
 
Client Name, I’m curious, if a good friend of yours wanted (their 5-6-7) and was given this offer and asked for your advice, what would you say to them?
 
The reason these words work particularly well is because it’s easier to see what would be good for someone else. You can use this fact to help your client find solutions that move them beyond their current challenges.
 
_______________________________
 
Working With A Buyer Named Michael
 
Michael, I’m curious, if a good friend of yours [start to touch your chest and say these words slowly so that they search for the memory of a good friend] wanted (their 5-6-7) to make room for the new baby on the way [go slowly as you say all the words in bold and give your client time to absorb and experience their impact] and was given this offer and asked for your advice, what would you say to them?
 
_______________________________
 
It’s hard to give advice when people are not open and receptive to accepting help. It’s easy when you give people the tools they need to make the right choices.
 
Notice when you ask this question you’ll find that you give your best advice and rarely get full credit. That’s because the client believes they’ve solved their own problem. That’s OK – because you’ll know you’ve helped your client move forward, make decisions and take your advice.
 

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What do you say when your seller says – I don’t want to give my home away?

Friday, December 11th, 2009

Selling real estate in today’s market chances are you’ve heard a seller say ”I don’t want to give my home away,” and you didn’t know what to say.

You may have disagreed with them. You may have agreed with them. Maybe you didn’t give them the facts to help them understand.
 
Plain and simple you weren’t ready, you weren’t prepared. It’s not your fault you didn’t have the right words. So that you can have automatic recall and make it easy for you to remember, I’m giving you my 10 Step Memorization Method in the video below.
 
The next time you hear someone say, “I just don’t want to give my home away." You'll know exactly how to respond.
 
Use these words to increase agreement, raise awareness and give the facts that will get their home sold.
 
____________________________________________
 
Client: I don’t want to give my home away.
 
Consultant: Bob, that’s a good idea and I agree!
[ When you say this you give them an instant reframe, you start to agree with them, you join forces with them, and you can see their nerves start to calm down, now they're ready to listen to you.]
 
As you can imagine, as the person who [touch your chest] negotiates for you, I would not allow that to happen. I don’t know if you’ve already begun to notice that as your consultant, it is my responsibility to tell you the facts about the highest price I believe the market will bear for your home, so I can help you achieve your goal of [their 5-6-7] getting your home sold. Bob, I feel comfortable because I know you want enough money to get your home sold and make room for the new baby on the way, don’t you?
____________________________________________
 
Use my 10 step memorization method and lock down these words so that you have automatic response the next time this happens to you – just like when someone sneezes and you say, "Bless you."
 
Click on the arrow and watch the memorization method video now.

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