Tis The Season, For Networking and Building Relationships

Dear Friends,

Tis The Season...

Since many of you will be attend holiday parties or maybe you will be attending The Realtor's Triple Play in Atlantic City, NJ I have decided to have themed tips for the next few weeks..

Networking and Building Relationships.
Here Is The First Tip:

At any kind of gathering but especially during holiday party time, do you find yourself struggling to make conversation with strangers?

Well, a wise person once said, “Be interested instead of interesting.”

In other words, the best way to get a conversation going with someone you don’t know is to be interested in them, rather than offering (perhaps over offering) information about yourself.

How do you show you’re interested?
By asking questions that aren’t too personal, and elicit more than a “Yes” or “No” answer.
For instance:

· How do you know our host/hostess?
· What are your plans for the holidays?
· What do you think about (a current event)?
· I’m looking for a new restaurant to try – do you have one you love?
· There are so many movies coming out over the holidays – can you recommend one?

Finally: Listen to the person’s answer, make eye contact, and prompt further conversation by nodding when appropriate and saying “Really?” or “How interesting!” And who knows? That person you were nervous about talking to just might become a friend.
So stay tuned, be on the lookout, listen in, and grab a hold of some valuable information and new ideas on how to network and build better relationships now.

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

One of the fastest ways to build a successful business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com

http://www.yourprofessionaldevelopment.com/
Certified Negotiation Expert (CNE) Designation Training

Happy Thanksgiving

A message from Jeffrey Scott Stanton & Your Professional Development...


As you read this your thoughts, no doubt, are on the upcoming Thanksgiving feast preparations & having time off to spend with family and friends. To each and everyone of you, we appreciate you as, friends, students, graduates & future students of our trainings.

May your stuffing be tasty
May your turkey plump,
May your potatoes and... gravy
Have nary a lump.
May your yams be delicious
May your pies take the prize,
May your Thanksgiving dinner
Stay off your thighs!

Happy Thanksgiving!

On Your Team
Jeffrey Scott Stanton ITI, CLC, CNE, CSSN, WOW
Your Professional Development

Negotiation Training
Certified Negotiation Expert (CNE) Designation & Training
Certified Short Sale Negotiator (CSSN) Designation & Training
Neuro Linguistic Programing (NLP) Training for Real Estate Professionals

Have A Plan: Send Your 2010 Client Thank You Letters Now

Dear Friends,

Its really easy to be an "A" Player in a "A" Market.
What does it take to be an "A" Player in a "C" Market?

REFERRALS
And A PLAN

So here is my tip for today HAVE A PLAN!

Don't wait...

Send your 2010 client "Thank You" letters now

Don't wait until the end of the year or until January 2011 to thank your clients.
Do it NOW!

Start your "client appreciation" activities in the fall and make them an ongoing process.

The best place to start is with a "Thank You."

Here's an example.

"I would like to take this opportunity to "Thank You" for your business. I truly appreciate your confidence, faith and trust in me and the services of our company.

Thanks to clients like yourself, we can continue to enhance the quality services that you have come to expect and deserve.

We are committed to building our business by your referrals and recommendations.

This is where I need your help and continued support.

If you know anyone who is considering purchasing a home or selling their existing home, I would appreciate if you would pass my name along to them.

I am dedicated to providing them with the same level of outstanding service I provided to you.

Thank You."

Haven’t Stayed in touch with your pre 2010 clients over the years? Send them a Reconnect / Humble Apology Letter.

This is where you begin to re-build your relationship with past clients. It's easy to feel anxious about what you will say when you call or write them a letter after 12 months or even 2 or 3 years of no contact.

Here’s an example to get you started:

“Dear Mr. Smith

I have to apologize!!!

I had an experience recently that compelled me to write you and APOLOGIZE for not keeping in closer contact with you since we worked together on the sale of your home.

This experience made me realize just how important your relationship is to me, so I hope you will forgive me for not being good about keeping in touch.

The realization I'm referring to was due to a recent experience with a client. This person was such a pleasure to work with, I was reminded of you and how much I enjoyed working with you.

I've made a decision recently about the way I do business, and from now on, I only want to do business with people like you!!...”

If you speak from your heart it’s easy to reconnect with past clients.
Select and execute a strategy for the next 3 months that expand your appreciation efforts.
By example:

November:
Invite a Raving Fan Advocate out to coffee, lunch or dinner.
Do two each week.

December:
Gather your referral advocates and best clients for a Client/Advocate Holiday cocktail party at a local restaurant for an hour or two.

January:
Send Looking Forward to 2011 letter.

Make your Client Appreciation efforts a process and ongoing event.

Make the best use of your time by being in contact with people who know you, like you and trust you.

Do it today.
Remember, people buy what's familiar and enjoy being appreciated.

PS. If you need a sample copy of a reconnect or thank you letters just give me a call or shoot me an email jstanton@YourProfessionalDevelopment.com

Thanks for spending 3 minutes with me.....
the best is yet to be!

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

You read Jeffrey's Journal every week because you, like me want the best for yourself. And you, like me want to build a strong referral based business.Who else like you, like me loves referrals that you can share this blog with right now?

Three Skills For Better Negotiation

Dear Friends,

Here are Three Of The Skills For Better Negotiation that we teach in the Certified Negotiation Expert (CNE) designation and training seminar.

Negotiating is a make-or-break skill, whether you’re a CEO in charge of a merger or a parent trying to sort out a sibling squabble. Follow these tips to negotiate agreements productively:

Keep an open mind. Brainstorm ideas. Listen to outlandish proposals. Entertain unusual possibilities. This will expand opportunities for agreement.

Treat people fairly. When people feel you’re being fair with them, they’re more likely to make real commitments. If they think you’re trying to mislead them, they’ll walk away in a huff. You won’t get commitment unless the other party feels you’re sincerely trying to do what’s right.

Listen actively. Don’t plan what you’re going to say while the other side is talking. Pay attention to what they’re saying so you know where they’re coming from and what they really want. When your response makes it clear that you’ve really been listening, they’ll be more willing to listen to your suggestions.

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

One of the fastest ways to build a successful business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com

http://www.yourprofessionaldevelopment.com/
Certified Negotiation Expert (CNE) Designation Training

What Are Interest Rates Going To Do? Week of: 2/22/10

Dear Friends,

You like me, are asked this question every day. "What Do You Think Interest Rates Are Going To Do?" Now here is a customer focused report for Mortgage Market Direction:

Week of: Monday, February 22, 2010

Presently Market Conditions Are:
“Mortgage rates eased for the second week, while economic data releases suggest that the housing market may be in a slow state of recovery.” stated Frank Nothaft, chief economist for Freddie Mac. He continued by saying “The National Association of Realtors® (NAR) reported that existing home sales rose in 48 states and the District of Columbia between the third and fourth quarters of 2009; 32 states experienced double-digit growth. In addition, 67 metropolitan areas saw positive annual house price growth in the fourth quarter; more than double that in the third quarter, according to the NAR.” “New home construction is also slowly improving. One-family housing starts rose to an annual pace of 484,000 homes in January, which is up almost 36 percent from January 2009, based on the U.S. Census figures. Moreover, homebuilder assessments of market conditions over the first half of 2010 improved in February, according to National Association of Homebuilders/Wells Fargo Housing Market Index.”

My Expectations Are:
The economic week will start slowly and end with a flurry of activity. It all starts on Wednesday with New Home Sales along with Fed Chief Ben Bernanke’s speech; Thursday is the release of the Durable Good Orders; Friday closes out the economic calendar with the Existing Home Sales, Preliminary GDP, Chicago PMI manufacturing index, consumer Sentiment and finally the Consumer Confidence report.

As Your Trusted Advisor For Life, My Guidance For You Is:
With the housing market slowly rebounding and rates holding low, now is the best time to meet with your mortgage professional to discuss a mortgage solution to meet your financial goals.

On Your Financing Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Personal Mortgage Consultant For Life.
347-466-3047

The Law of Attraction + The Law Of Action

Dear Friends,

Do you remember that first spark of hope you felt when you watched The Secret? I clearly remember the desire that filled my heart, knowing that - Yes, I can make my dreams come true - FINALLY!

But how many of you soon saw that hope dwindle into frustration? How many of you (and be honest now) started muttering things like:

- "It seems to work for other people, but I just can't get it right."

- "I'm frustrated that sometimes I can get it to work, but sometimes I can't. What's the trick?"

- "Why am I having so much trouble?"

- "I think the universe is against me."

- "I'm trying very, VERY hard but still nothing is happening!"

Don't worry, you're not alone. About 97% of people also couldn't make the Law of Attraction work for them the first time round.

Think about it, just like anything else, you have to practice many times before you see success. A child doesn't learn to walk without falling over a couple of times.

But in practice, everything is easier said and done. When you're frustrated, it's hard to stay positive; it's especially hard to stay positive when the evidence all around you is screams negativity like the unstable economy or senseless acts of violence.

And do you know what happens when you fail to stay positive? That's right - you start attracting negative things in to your life.

So how can you make the Law of Attraction work for you - without getting frustrated? How do those who successfully implement the Law of Attraction do it with such confidence and finesse?

Well, here are three quick tips so you will never feel frustrated or tired of begging from the universe, because you know how to start manifesting like a pro.

1. Allow Yourself To Receive

Just like a lost child who approaches a police officer and asks, "Excuse me Sir, can you tell me how to go to the post office? Can you? Can you? Can you? Can you? Can you?" Well, if the child goes on and on asking, the police officer can't even give an answer, right?

Well, it's the same thing with your mind. If the only thing your mind is doing is transmit, transmit, transmit, the universe -- which is trying to respond -- can't give you a single thing because you're not allowing yourself to receive!

So, have the confidence in yourself and stop exhausting yourself by running around person to person begging for riches, and then wondering why nobody is dropping a penny in your cup (Hint: It's because you're running away too fast for them before they can even reach for their wallets).

Just think of your desires and leave it out there, go away, and trust that your cup will be filled with gold coins (or whatever it is you asked for) when the time is right.

2. Be Patient With Yourself

Receiving takes time.

Sadly, many people give up just a couple of steps before the finish line because they've decided that if it's not working by now, it's never going to work at all. Worse still are those who throw in more and more energy because they think that with more resources, the results will come faster.

This is like expecting 9 mothers to conceive and deliver a baby in 1 month. You also can't bake cookies in half the time by doubling the temperature. You'll incinerate those cookies to ashes!

In simple terms: Everything in this world has a natural development time, and this fact will not change no matter what resources you throw at it.

So relax and be patient. Remember that you too, as part of the universe, are also governed by the laws of the universe, and you cannot change the natural development time.

If you remember this, you will less likely work yourself up into frustration, or worse, push yourself into a downward spiral of negativity.

3. Support and Educate Yourself

Like the child who is learning how to walk, you need support. You also need to guidance on how to do it, and also the role models to look up to.

Many people give up because they think that "The Secret" is the "be all and end all" solution. Well, it's NOT. "The Secret" is just a small portion. It was never intended, and has never been, the whole answer.

Coming to the conclusion that the Law of Attraction doesn't work when all you ever did to educate yourself was watch "The Secret" 19 times (without looking at changing the habits of other areas of your life) is like coming to the conclusion that exercising is not an effective way to lose weight because all you did is run on the treadmill for 2 hours a day (but you're still stuffing yourself with fried foods and cheesecakes).

So seek and be hungry for new knowledge. Also, make an effort to be amongst people or communities where you can support each other, learn from each other and also share new knowledge that you have found.

While the Law of Attraction is not an overnight delivery service, it will indeed deliver, if you do your part too!

Thanks for spending 3 minutes with me.....
the best is yet to be!

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

One of the fastest ways to build a successful business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com

http://www.yourprofessionaldevelopment.com/
Certified Negotiation Expert (CNE) Designation Training

Who I Am & What I Believe Our Relationship Is All About.

Dear Friends,

With Valentine's Day drawing near, I wanted to take this opportunity to let you to know who I am and what I believe our relationship is all about.

I have a set of 'Guiding Principles' by which I would like to conduct my life and have a relationship with you.

I hold my 'Guiding Principles' as a very important part of my daily experience.

Since you and I are now entering into a relationship where I serve as your advisor, guide and teacher, I believe it is important you know where I am coming from.

Especially since you are taking advice from me.
It is important you know what my 'Guiding Principals' are.

As you become more familiar with my work and you feel more comfortable communicating with me, I would invite you to email me your thoughts on what guides you in your life.

Here are my beliefs that guide my life and can also guide our new relationship.

Being An Advisor Is For Life

I believe you are seeking advice and counsel that will best serve your life. Therefore, I conduct myself as your Trusted Advisor for life, rather than as writer, author, speaker and trainer who is sending you emails or blogging.

I believe you read my blog for my energy, my insight, my wisdom and my advice. I do not take that role lightly. I am honored that I can contribute at this important level in your life.

I believe that only when I provide you with what you need and have earned your trust, then and only then, will you invest your time and attend my live events.

Connecting With The Heart Is Essential

I believe that the only way genuine communication can be given is when it comes from love.

Love is the best-kept secret of all.

I seek to come from the ‘heart’, which means I really care about you and I am willing to set aside my own agenda for you.

I will share things about my life with you.

You will get to know where my heart is and when you are comfortable, I invite you to share with me where your heart is.

I would love to know who you are and how I can best serve you through my daily writing.

Close Relationships Are Best

I believe that relationship bonding is how I best create lifelong relationships.

When I bond with you, you will then tell me everything I need to know to be successful inside our relationship.

However, if I just serve you as another reader of my blog, you will stick around as long as it is convenient, but will feel no loyalty. Therefore, with Jeffrey's Journal I choose to create a good, strong bond with you and remain professional.

Great Decisions Are Values Based

I believe that my decisions are easy when my values are clear.

Therefore, I will do my best to get clear on my values before I give you advice and insight.

I have experience in my 15+ years of coaching that when I focus on my values I gain clarity, which gives me certainty, which ultimately provides me with the trust that I need to take action.

Speaking The Truth, I Become Trustworthy

I believe you have a hierarchy of trust within every relationship you’re in.

Therefore, for you to trust me, I have to extend myself by being available, by volunteering information, by sharing my personal experiences, and by making connections with my experiences and aspirations of you.

I believe that trusting you encourages you to trust me; distrusting you makes you lose confidence in me.

Building Competencies And Wisdom Is Crucial

I believe that when I combine my competency with common sense, good judgment, and lots of experience, I know you get my best expertise.

Therefore, I am constantly building on my core competencies and my inner wisdom, becoming a lifelong learner, so I can better serve you with daily insight and wisdom to help you become more referable.

These principles have been tested and challenged and continually prove to create enjoyable, healthful businesses and joyful personal lives.

In closing

Everyday I read this a passage from Marian Williamson's book, “Return To Love”.

Each time I read it, it inspires me to be the highest version of myself. I now share with you a copy and invite you to pass it on.

Play Big

Our deepest fear is not that we are inadequate.

Our deepest fear is that we are powerful beyond measure.

It is our light, not our darkness that frightens us.

We ask ourselves, who am I to be—brilliant, gorgeous, talented, fabulous?
Actually, who are you not to be?

Your playing small doesn’t serve the world.
There’s nothing enlightened about shrinking so that other people won’t feel insecure around you.

We were born to manifest the glory of that is within us.
It’s not just in some of us, it’s in everyone.

And as we let our own light shine, we unconsciously give other people permission to do the same.

As we are liberated from our own fear, our presence automatically liberates others.

~Marian Williamson

I look forward to writing to you daily for as long as you find value. I invite your questions and comments and will respond to each one of them in the timeliest manner possible.

Go For It

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

Better Referral Partnerships

Dear Friends,

As a Real Estate Instructor, Mortgage Banker, and a Licensed Real Estate Sales Person I want to share with you an observation.

Most lenders don't understand the real estate business.

They don't really understand the challenges and obstacles of being a Realtor.

They may not recognize that when you refer a client to them to get a mortgage, you may have been working with our customer for 6 months, or longer, showing 20-30 homes, low offers that weren't accepted and accepted offers that got into bidding wars and were out bid, buyers who just changed their mind about buying at all, customers who bought ended up buying privately......

Finally after the long hours, frustration, undone laundry, missed weekends, phone calls during dinner and hundreds of hours driving all over creation... a signed contract.

This may be their only contract for the month.
It means everything to the customer and to you.
It's that important.

Someone at home may have said, “if you don't sell something soon you're going to have to get a real job."

The Real Estate business is tough, demanding, changing and requires a very flexible focused person to succeed beyond one market cycle.

If you're a Realtor, maybe you can relate to this.

Most Realtors don't understand the mortgage business.

The learning curve for a lender is longer, complex and very detailed. Most mortgage companies have over 100 loan products, a fluid and ever changing interest rate and programs subject to Wall Street, compliance requirements and penalties that makes our industry look like grade school and an internal work system that generally go from a person that opens the loan, another processes the loan, another underwrites the loan and another that closes the loan.
That's a lot of people working on one loan.

Of course Direct Underwriting makes this a lot easier and streamline, but for most Realtors you may not know what Direct Underwriting is and the benefits to the consumer.

For the average lender the frustration of doing pre-qual after pre-qual and not getting the loan because the customer found a rate that was, on the surface, 1/4% lower only to find out that it wasn't quite as advertised.

My point here is simple.

Understand your Referral Partners business.

My observation is this:

The lenders and Realtors whose relationships transcend time and market cycles, based on long standing trust and confidence have a better understand of each others business dynamic.

They can talk about sales, marketing, referrals, industry changes, and market cycles as Partners.

As real PARTNERS.

My tip is this.

Get to know your Referral Partners better.
The understanding leads to a stronger and more effective business relationship.

Here are a few questions that will get the ball rolling.

• What are the obstacles and challenges you face in this changing market?
• What do you see happening?
• How is this affecting you and your company?
• What do the other sales people say about the business when they get together?
• What can I do to better understand your business?
• Is there one thing I can do to improve my service that will immediately improve yours?
• What is it that you dislike about your industry as a whole?
• What is it that you dislike about our industry as a whole?
• How can we work together better to increase your referrals?

You get the point.

We are all working together.

Thanks for spending 3 minutes with me.....
the best is yet to be!

On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life
347-466-3047

One of the fastest ways to build a successful business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com

http://www.yourprofessionaldevelopment.com/
Certified Negotiation Expert (CNE) Designation Training

What Is Love?

Dear Friends,

In this Valentine’s month, if you find yourself wondering about the meaning of love, just do what the experts did – ask a group of four- to eight-year-olds:

When someone loves you, the way they say your name is different. You just know that your name is safe in their mouth. Billy, age four

Love is when a girl puts on perfume and a boy puts on shaving cologne and they go out and smell each other. Karl, age five

Love is what makes you smile when you’re tired. Terri, age four

Love is when my Mommy makes coffee for my Daddy and she takes a sip before giving it to him, to make sure the taste is OK. Danny, age seven

Love is when you kiss all the time. Then when you get tired of kissing, you still want to be together and you talk more. My Mommy and Daddy are like that. They look gross when they kiss. Emily, age eight

When you love somebody, your eyelashes go up and down and little stars come out of you. Karen, age seven

Love is what’s in the room with you at Christmas if you stop opening presents and listen. Bobby, age seven

Love is when you tell a guy you like his shirt, then he wears it every day. Noelle, age seven

Love is when Mommy gives Daddy the best piece of chicken. Elaine, age five

Love is when Mommy sees Daddy smelly and sweaty and still says he is handsomer than Robert Redford. Chris, age seven

Love is when your puppy licks your face even after you left him alone all day. Mary Ann, age four

You really shouldn’t say “I love you” unless you mean it. But if you mean it, you should say it a lot. People forget. Jessica, age eight

What is Love, to you?

Happy Valentine's Day

On Your Team
Jeffrey Stanton ITI, CLC, CNE, WOW
Your Trusted Advisor For Life
347-466-3047

Are You Facing a Setback?

Dear Friends,

Are You Facing a Setback?

Setbacks are a part of life. The next time you’re facing a setback, here are a few stories about people who used a setback as a set-up for a comeback:

Lucille Ball: She began studying to become an actress in 1927 and was told by the head instructor of the John Murray Anderson Drama School, “Try any other profession. Any other profession.”

Clint Eastwood and Burt Reynolds: In 1959, a Universal Pictures executive dismissed them at the same meeting with the following statements. To Burt Reynolds: “You have no talent.” To Clint Eastwood: “You have a chip on your tooth, your Adam’s apple sticks out too far, and you talk too slow.”

Alexander Graham Bell: When he invented the telephone in 1876, it didn’t ring off the hook with calls from potential backers. After making a demonstration call, President Rutherford Hayes said, “That’s an amazing invention, but who would ever want to use one of them?”

Chester Carlson: In the 1940s, this young inventor took his idea to 20 corporations, including some of the biggest in the country. They all turned him down. In 1947 – after seven long years of rejections – he finally got a tiny company in Rochester, NY, the Haloid Company, to purchase the rights to his electrostatic paper-copying process. Haloid became Xerox corporation, and both it and Carlson became very rich.

Abraham Lincoln: He entered the Blackhawk War (1831-1832) as a captain. By the end of the war, he had been demoted to the rank of private.

J.K. Rowling: Author of the Harry Potter series, Joanne was an aspiring writer and single mother living on welfare with her young daughter in an unheated, mice-infested flat. Her first book was rejected by 12 publishers before the world met Harry Potter in 1997.

And then there was the young man who submitted a paper to his Yale University management professor, and got this response: “The concept is interesting and well-formed, but in order to earn better than a ‘C,’ the idea must be feasible.” The young man was Fred Smith, his paper proposed reliable overnight delivery service, and Fred went on to found FedEx Corp.

Failure is not falling down, but staying down!

Sincerely,

Jeffrey Stanton
Your Trusted Advisor For Life

P.S. Have you experienced a recent setback or are you facing one now? Please email me at feedback@jeffreysjournal.com