Joe Stumpf’s Magic Words Dialogues For Realtors And Lenders

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

http://www.byreferralonly.com/freelivetraining/june27

Thursday June 28 – Burnaby, British Columbia

http://www.byreferralonly.com/freelivetraining/june28

On your team,

Joe

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.

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:

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.
 

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…

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.
 

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:

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.

When people ask “How’s the market?” what they’re really asking is, “How is my market?” They’re not interested in how many homes you’re selling or how many loans you did this month.

So instead of saying the market is “slow” or “not bad” or “picking up,” use the Ace of Spades dialogue from my  Magic Words That Get Referrals.  This language helps you begin a relationship by leading with a giving hand, and offering to send valuable, free information specific to their market.  What an easy way to add a potential client to your database!

Watch this video from my Magic Words Dojo, master the language, and use it when someone asks, "How's the market?"  You'll become the go-to person when they, or someone they know, has a real estate or mortgage need.

Realtor Magic Words:  How's The Market?

Experience shows, it all depends where you live.  I would love to do some research for you and send you an email that will tell you what homes are for sale now, what homes have sold recently and how long homes are taking to sell in your neighborhood.  So you can feel secure in the knowledge that you have the most accurate information.  This timely information will tell you right away how your market is right now!  I imagine that information would be of value to you, would it not?

Lender Magic Words:  How's The Market?

Experience shows, it all depends on what the interest rate is doing at a given moment.  (Optional: And if there are government programs that affect you.)  I would love to do some research for you and send you an email that will tell you about some of the loans that are available now for both purchasing and refinancing.  So you can feel secure in the knowledge that you have the most accurate information.  This timely information will tell you right away how your market is right now!  I imagine that information would be of value to you, would it not?

When you ask “Why?” you are demanding the back-story that will fully explain “why” things are as they are.

The real problem is you’ll answer “why” questions with a story of why things are that way, whether they are really like that or not!

You may notice you’ll make up an answer based on your current opinion because that’s what a “why” question forces you to do.

“Why” makes you justify!

“Why don’t I get any calls on my info-box flyers?”

“Why am I not getting referrals?”

Do you want to know which Magic Word is a more useful word for most of us, most of the time?

The Magic Word is “What.”

As in, “What can I do to make my info-box flyer program really work well?”

Or, “What can I say and do to create more referrals?”

Again, two different words from two different outlooks.

“Why” invites you to accept whatever the stated reality is, and then demands that you make up a good story that explains it. It seems like a waste of time, unless you enjoy making up stories about unimportant stuff. “Why” makes you look back into your past, looking for blame.

On the other hand, “What” is an action word. It looks to the future. “What can I do to get what I want?”

Or, “What can I do to become more referable?”

Good questions

And it guides you in a direction of action.

And actions are what get results in life.

What can you do this week to experience the highest version of yourself?