Posts Tagged ‘Joe Stumpf’

Magic Words To Build Rapport Via Email

Friday, September 28th, 2012

As you know, it's human nature for people to like people who are most like them.

If that is true, then here are two simple, yet highly effective Magic Words Strategies to build rapport when you respond to emails.

#1 Use Matching Sensory Words (See, Hear, Feel)

Here are some examples with rapport enhancing responses.

Example: Auditory Language (Hear)

Let's get together for coffee. I want to talk to you about making an offer on the Highland property.

Response: I’m looking forward to getting together to talk about your offer on the Highland property.

Example: Visual Language (See)

I saw a sign in front of a home on Highland Street and I would like to see the inside. When can you show me?

Response: Looking at my calendar right now, and it looks like tomorrow at 4pm would be the first time I could show you the home on Highland. How does that look for you?

Example: Kinesthetic Language (Feel)

Mary, it was great to connect with you today. Larry and I would love it if you lined up about 5 homes for us to check out today. How do you feel about that?

Response: I feel great about that. I’m so glad you stayed in touch. I'd be happy to meet with you and check out what's new on the market. Does 3pm on Tuesday feel right?

#2 Match Salutations and Levels of Formality

If you receive an email with 'Dear Mrs. Anderson,' address your reply in the same fashion.

If the writing is casual ('Hey'), adopt that tone.

The same goes for sign-offs.

If they've included professional information after their name, do the same with your reply, and arrange the information in a similar format.

So there you go — two ways to use Magic Words to build rapport using email.

On your team,


$10,000 in commissions For Mita!

Wednesday, September 5th, 2012

Coach Jan shared this story with us yesterday.

Listen to the 5-minute interview below where BRO member and RE/MAX agent Mita Kapadia shares how she jump-started her business with the Finding Buyers and Getting Listing Programs.

To date she’s generated $10,000 in commissions, and over a dozen new leads.

More importantly, she’s done it without cold calling and door knocking – new 5-star clients are now calling her and asking for her help.

Congratulations, Mita.

You make us proud to be on your team.


P.S. Mita credits her success to the Finding Buyers And Getting Listing Bootcamps. New classes are starting every month. Click here and get signed up.

Two LIVE Webcasts This Week

Monday, June 25th, 2012

You can join us online this week for one of two live webcasts, where I'll be coaching and training you and more than 300 real estate agents and lenders on how to double your database and convert more of your leads to clients.

Choose the date below that works for you, then click the link and add the webcast to your calendar…

And if you have a friend or colleague who needs help generating more leads and converting those leads to clients, copy the url of this blog post, paste it into an email and send that email to them right now.

Wednesday, June 27 – Richmond, British Columbia

Thursday June 28 – Burnaby, British Columbia

On your team,




How To Grow Your Business With Referral Conversations

Monday, October 18th, 2010

Has this happened to you?

A client says, 

Client: I just found out that a friend of mine and his wife are expecting their first baby. They want to get out of their apartment as soon as possible and into their own home.

You: Here’s my card – ask him to give me a call.

Results: No call, no transaction, no commission check.

How many times have you been in a referral moment, and walked away with no referral?

What if you had the Magic Words to turn that referral moment into an immediate introduction to a potential client?

I use the term Magic Words because when you master this language, you will

• Set yourself apart from your competition.

• Position yourself as a knowledgeable consultant.

• Use the right language at the right time to ask for – and receive – referrals. And not just any referrals, but introductions to high-quality prospects who are serious about buying, selling, or borrowing – very soon.

The How To Get Into A Referral Conversation dialogue from my Magic Words That Get Referrals works equally well whether your client is a buyer, seller or borrower.

Watch this Magic Words Dojo video for my coaching on using this dialogue to encourage your client to think of the best way to make sure that you and their referral will have a conversation – very soon.

Get the Flash Player to see this content.


How To Get More Referrals By Getting Your Cell Phone Number Into Their Cell Phone

Monday, October 11th, 2010

Experience shows that the sooner you can get your phone number in your clients' or prospects' cell phone directory the more likely you are to be referred to their friends and family members.

Check out this story I recently heard from By Referral Only member Bob Dalsimer:

Bob received a phone call that went like this:

“Are you are a Realtor?”

“Yes, my name is Bob – how can I help you?”

“Well, your number is in my phone under ‘Realtor’ and I was wondering if you’re the man we met at the open house in Rancho Santa Margarita.”

Bob confirmed that he was, and the caller said, “Hold on, here’s my friend – she wants to sell her home and possibly purchase out here.”

Bob is now working with the client that caller referred. She’s since called again and referred another friend who wants to buy and sell.

Why did the caller have Bob’s number in her cell phone under ‘Realtor’?

Because Bob used the Five of Spades dialogue from my Magic Words That Get Referrals. Watch this video from the Magic Words Dojo to learn the same language that Bob used:

Get the Flash Player to see this content.

Getting your number into the cell phones of your current and past clients, family members and friends makes it easy for them to connect with you, and refer you.

The most valuable real estate in the world of referrals is a location in a person’s cell phone directory.

Watch this video from my Magic Words Dojo and I'll show you exactly how to get your phone number in their cell phone directory, so you can get more referrals, just like Bob.

Convert More Leads And Close More Transactions With This Simple Technique

Wednesday, September 29th, 2010

Have you ever had a client who had a poor experience with another Realtor or Lender?

An experience that YOU ended up paying for because no matter what you did you could never make them happy?

Now imagine how it would feel if you had the skill to redirect your clients out of their negative past experience and into their positive future with you as their skilled real estate consultant.

It’s really easy to learn how to do this.

And it will help your prospects and clients make better decisions, so you get more of your leads converted to loyal clients and more of your clients turned into closed transactions and commission checks.

You can incorporate this skill into your business today. Watch the video below and I’ll show you exactly how to do it…

Get the Flash Player to see this content.

Five minutes of powerful training taken straight from the Magic Words Dojo and The Magic Words That Negotiate Agreement Card Deck.

I guarantee it will help you get more signed contracts and close those transactions that seem hopelessly stuck.

How Do You Respond When A Client Says, “Another Agent Said They’d List It Higher”?

Tuesday, August 31st, 2010

It’s likely you’ve heard a seller say, “Another agent said they’d list it higher.”

Unfortunately, in our industry there are agents who, desperate to get the listing, agree to a seller’s pie-in-the-sky price knowing full well that the market will beat the seller down until they’re forced to lower their price.

Fortunately, in our industry there are many more agents like you, who have the expertise and integrity to price a house based on what the market is doing, not on what the seller wants to get for their home.

When you advise the potential client of your recommended listing price and they say, “Another agent said they’d list it higher,” use the Two of Clubs dialogue from my Magic Words That Remove Resistance. Watch this video from my Magic Words Dojo to see how this language positions you as an agent of integrity, and the one who is best equipped to help the seller make their dreams come true:

Get the Flash Player to see this content.

Magic Words
I know you want the highest price, but isn’t selecting the best agent more important than listing with the agent who will just tell you what you want to hear? (Client name), I'm here because I want to make your dreams come true. Isn’t it more important to know you 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.