What Are Interest Rates Going To Do? Week of: 1/25/10

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, January 25, 2010

Presently Market Conditions Are:
Mortgage rates eased slightly for the third week in a row putting the 30 year fixed rate at 4.99% and .7% discount and the 15 year fixed rate at 4.40% and .6% discount. "Fixed mortgage rates followed bond yields lower for the third consecutive week, pushing 30-year mortgages below 5 percent once more," said Frank Nothaft, Freddie Mac vice president and chief economist. "Similarly, ARM rates eased along with shorter-term rates, as the federal funds futures market indicates no increase in the Federal Reserve's target rate following its upcoming committee meeting on January 26th and 27th.”

My Expectations Are:
A lot of economic is due out this week starting Monday with the Existing Home Sales report followed by Consumer Confidence on Tuesday and New Home Sales on Wednesday. Potential market movers could be on Wednesday with the Fed meeting and the State of the Union address Wednesday night. Durable Goods and Jobless Claims are out on Thursday and the GDP and Consumer Sentiment reports close out the week.

As Your Trusted Advisor For Life, My Guidance For You Is:
Rates continue to hold steady. Now is the time to consider a refinance of your existing home or purchase a home at affordable pricing and rates at near historic lows. Call your mortgage professional today to structure a loan to meet your clients financial needs.

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

The greatest business secret in the world can be best learned by the farmer with 3 pigs!

Dear Friends,

Once upon a time... There was a farmer.

He had 3 female pigs, sows, and he wanted to mate them.

He loaded the three sows into the back of his pick-up truck and headed to see his neighbor who had the bores.

As the sows and bores were getting to know one another the first farmer asked, "how will I know if my pigs get pregnant?"

The second farmer replies "they'll roll in the grass if it takes, or wallow in the mud if it doesn't."

The next morning the first farmer woke up early to look out back to see if the pigs were rolling in the grass or wallowing in the mud.

They were still wallowing in the mud.

So, he loaded them back up in his pickup and took them over to the bores for a second visit.

The following morning he looked out back and he saw they were still wallowing in the mud.

Undaunted he loaded them up, once again, and drove them over to visit the bores.

The next morning the farmer was away from the farm so he called his wife and asked, "are they wallowing in the mud or rolling in the grass?"

She looked out back and replied, "neither, two of them in are in the back of the pickup and the third one is up front blowing the horn!"

Now if I just told you what the Greatest Business Secret in the World was, you might yawn and say, "I know that" and forget about it.

The reason it's been called a secret is...well, let me ask you this: "How is business out there?"

How do you feel you're often treated as a prospect, customer or client?

It must be a secret because remarkable service is more the exception than the rule.

So what lessons can we really learn from this silly little story.

Here we go:

1. Every behavior has consequences.
2. Future behavior is largely dependent upon consequences of past or current behavior.

In our story, the pigs were taken to visit the bores, the behavior.

They liked it, the consequences. They wanted to do it again and again

The lesson:
YOU GET MORE OF THE BEHAVIOR YOU REWARD.

When a customer calls, visits, inquires about your service he is behaving like your customer.

If you don't reward him he will begin to act like someone else's customer.

All success in business applies to this lesson.

The greatest secret in the world:
THE REWARDED CUSTOMER BUYS, RETURNS AND TELLS OTHERS.

Here are a few "Movements of Truth" or service opportunities to REWARD your customers. They are taken from Dr Michael LeBouef, author and Quality Service guru from Louisiana State University...

1. When a customer appears, calls, inquires…reward with prompt, courteous attention.
2. When a customer is angry...reward with kindness, empathy and understanding.
3. When a customer has special needs...reward by customizing.
4. When a customer is indecisive…reward with a specific solid recommendation.
5. When a customer has objections...reward by acknowledgment and then build value.
6. When a customer has buying signals...reward by reinforcing.
7. When a customer refuses to buy...reward with polite appreciation.
8. When a customer complains...reward with fast, positive action.
9. When a customer will be disappointed…reward with positive perks.

How ever you do it just remember the Greatest Business Secret in the World.

The rewarded customer buys, returns and tells others.

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
Certified Short Sale Negotiator (CSSN) Designation Training

What Are Interest Rates Going To Do? Week of: 1/11/10

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, January 11, 2010

Presently Market Conditions Are:
Mortgage rates eased slightly after five weeks of increases. The 30 year fixed rate ended the week at 5.09 with .7% discount down from the previous week’s price of 5.14. The 15 year ended the week at 4.50 with .7% down from 4.54. "Mortgage rates eased slightly this week after rising consecutively through December," said Frank Nothaft, Freddie Mac vice president and chief economist. "Current interest rates for fixed-rate mortgages are just about at their annual average for 2009, while ARM rates are considerably below their averages for last year.”

My Expectations Are:
The Feds plan is to top off its mortgage purchases by the end of March, and will at that time decide whether the economy is strong enough to stick with that plan. "I think the economy is starting its recovery, and there's reason to be optimistic," Thomas Hoenig, president of the Federal Reserve Bank of Kansas City, said Thursday. On the Economic Calendar this week, Treasury auctions will run through Thursday when the Retail Sales Report will come out along with Jobless Claims. Closely watched will be Friday’s Consumer Price Index, Industrial Production and finally the Consumer Sentiment Report.

As Your Trusted Advisor For Life, My Guidance For You Is:
Mortgages are holding at incredibly attractive rates and housing continues to be extremely affordable. Now is the time to meet with your financial professional to structure a mortgage to meet your clients needs.

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

Who Are YOU An Advocate For In 2010?

Dear Friends,

Here's an idea to kick off your Referral Business in 2010...with a twist.

We teach people how to treat us by our own behavior.

That's right! We teach people by our actions and words how we want to be treated.

So, here's how you can make this simple rule of interpersonal behavior work in building your referral business.

It is a great start to a new and exciting year ahead.

First you have to know the difference between a:

• CUSTOMER
• CLIENT
• ADVOCATE
• RAVING FAN

This will help.

A customer buys, once.

A client buys and returns.

An advocate need not be a customer or client but will speak publicly to others and refer you to their friends, family, neighbors and co-workers 2 to 4 times a year.

Then there's the Raving Fan. This individual need not be a customer or client, but often is, and will not only refer you 5 or more times a year, they will make sure the person they referred makes contact with you.

Raving fans are the people who are compelled to tell others about you and make the referral go through.

Getting back to our question. Who are you and advocate for in 2010?

This is an exercise that you can do once in the beginning of the year and will have lasting results.

Follow these 4 simple steps:

1. Consider who you are an advocate for
2. Call them in January
3. Compliment their service and acknowledge your relationship.
4. Commit to referring THEM business in 2010

Here's how it works.

Consider and identify 25 people whose business you are an advocate for.

What's an advocate you ask? When you find yourself saying something like this. "If you need an electrician, call Steve Smith, here's his number, and tell him that I referred you." That is an advocate.

We advocate for people all the time.

Consider 25 people you are an advocate for, call them and say something like this:
"Jeff, I just wanted to thank you for always being available and doing a great job for us on our rental properties last year. Everyone I refer you to tells me the same thing. I just wanted to let you know that you can count on my business and on me to refer you at least 4 new customers before the end of the year. I don't know how many advocates you have, but you certainly have one in me. Thanks for the great service."

You get the idea.

It's important to understand the value in this exercise. Don't take my word for it. Find out for yourself.

You are teaching people how to treat you, by treating them the way you want to be treated.

Better said, you are leading by example.

Want better service? Act like a better customer.

Remember, an advocate is someone you know, like, refer, and trust.
For example:

• doctors
• lawyers
• roofer
• plumber
• accountant
• home inspector
• handyman
• insurance agent
• financial planner
• banker
• mechanic
• marine mechanic
• computer repairman
• painter
• lender
• Realtor
• etc.

We refer because of how we feel we were treated and the likelihood those we refer will be treated the same way.

By this exercise we also come to know how difficult it is to refer others because we have so much to do in our lives, that thinking about others is often put aside. We can renew our respect for those who take the time and refer us as Advocates and Raving fans.

If we can learn this, lesson learned!

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 Are Interest Rates Going To Do? Week of: Monday, January 04, 2010

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, January 04, 2010

Presently Market Conditions Are:
“Long-term mortgage rates rose for the fourth week in a row but still remain low by historical standards” stated Frank Nothaft, chief economist for Freddie Mac. He continued by saying “As the last survey of 2009, this marks a time to look back over the last decade. Based on today's median loan amount of $138,000, monthly principal and interest payments for a 30-year fixed-rate mortgage are close to one-third less than a decade ago when rates peaked at 8.6 percent in May 2000. This translates into almost 50 percent less in interest payments over the full 30-year term.”

My Expectations Are:
Friday’s Employment report will highlight a fairly busy economic week. Other reports investors will be keeping a keen eye on are the ISM manufacturing index, which will be released on Monday; Pending Home Sales will come out on Tuesday; ISM Services and the minutes from the December 16 Fed meeting will be released on Wednesday; and finally, Construction Spending, Factory Orders and the Treasury announcement of the size of upcoming auctions on Thursday.

As Your Trusted Advisor For Life, My Guidance For You Is:
With rates hovering at historical lows and housing prices remaining extremely affordable, now is the best time to meet with a mortgage professional to discuss a mortgage solution to meet your clients financial goals.

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

Be prepared to make a great connection.

Dear Friends,

You have a meeting coming up and you're going to be in a room full of other business people.
It could be a networking meeting, a conference, a convention, a party, my classes or workshops, or an awards night celebration.

You've decided that you're going to network a little.
Expand your contacts, meet someone who may lead you to a new business.

So, you're thinking "should I plan ahead or just let things happen spontaneously?"

Wouldn't it be great if great connections happened spontaneously?
Unfortunately what happens is a conversation more like this.
"Hi, how are you?"
"I'm fine, how about you?"
"Just great, what's new?"
"Not much. Busy. What are you up to?"
"Same old stuff. Nothing new."

That is a conversation in search of a topic.

Instead BE PREPARED to be spontaneous.

Plan your answer to the question, "What's new?" or "How are you?"

Here's a few tips you may want to consider.
Have a plan to meet someone new.
Ask a couple of provocative questions.
Listen intensely.
If you did maybe your conversation would be more like this:

"Hi, are you Jeff Stanton? My name is Dawn Jackson. I've heard a lot about you and the great work you're doing and wanted to meet you. The people in my office are still buzzing about your training. Can I ask you a quick question?"

(Some sample opening questions)

"What advice could you give me. I'm new to the business."
OR
"What is the best way for me to get started in building my referral business?"
OR
"How did you get started?"
OR
"Could I get your opinion on something?"
OR
"Could you give me a little direction on a specific situation?"
OR
"What's the best thing I could do in today's market?"
OR
"How do you keep in touch with your clients?"
OR
"What one thing can I do to build a better relationship with my co-workers?"

You get the point!
There is a system working here.

Know in advance who you'd like to meet. It should be 2 or 3 people. You may not meet them all but at least plan to. Think about what they do and what you could like to learn from them.

Relax and have some fun.
Yes, I said fun.
Be honest.

How much fun is listening to the same old, same old, conversation?

Be prepared to quickly recognize, acknowledge and compliment what they do. Ask an open-ended question to a specific issue. Be precise. It helps to get a directed answer.

People like to talk about what they do and how they help others. They are comfortable with it. It makes for good conversation. They really like having their opinion asked. This is how relationships are built.

Spice it up and ask some planned, well thought out, questions of some interesting people you would like to meet and speak with.

This means all you have to do is know a few simple questions to ask.
They'll do all the talking.

Simply asking:
Could I get your thoughts on this?
Could I get your opinion on a situation?
Could I get some advice on an issue?"

Now listen.
Focus your attention on them.
Don't fool with your drink or gaze around the room while they're talking. Listen with your eyes and your body language.

Repeat back a brief recap that may begin with:
"Let me make sure I understood what you said" or
"In other words you said...."

Briefly repeating comments to how it may relate to you makes the connection. "So what that means to me is....is that right?"

That my friend is the point to meeting someone new.

Making Great Connections is all about relationships.

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

Communication Is All About Listening

Dear Friends,

How important is it to be a great listener?
Since many of use will be attending holiday parties over the next few weeks, you will be meeting new people and reconnecting with old friends, listening the greatest skill you can have.

All of these qualities and many more begin with LISTENING.

• understanding
• acknowledging
• recognizing
• problem solving
• customizing
• adapting
• responding
• influencing
• building rapport
• feeling special
• respecting
• feeling safe
• trusting

How well do you listen?

There are many issues to overcome our sometimes inability to really listen.

First, the average person speaks at about 150 words per minute, yet we have the capacity to think at 600 words per minute.

So, when you catch yourself thinking about what you're going to say when the other person finishes instead of listening, relax, It's completely normal.

It's in our physiology.

There is however a few simple things we can do to improve our concentration on what the other person is saying.

This will help you to become an active listener.

We have all been in situations where we knew the other person understood us, what we were feeling, what we really wanted and maybe couldn't articulate it well, but yet we knew they knew what we meant.

Was it because the other person was a great listener or did they share a similar experience and could relate empathically?

In context, what is important to the other person can only be as important to you as the other person is to you.

In plain language, if you don't like the other person you won't really care about their problem.

You'll go through the motions and maybe slide by and even get their business...once.

Building a solid referral business is about relationships and solid relationships are about listening.

You know when people aren't really listening to you don't you?

They're eyes are looking past you or to the side at other things.
They seem unfocused on what you're saying.
They respond to your issue from a script.
They want their position known more than wanting yours to be understood.
They may even have that glazed look like they're someplace else.

How can you show someone that you're listening, really paying attention, and encourage them to tell you more?

To become an active listener is easy with a few simple tips. Use them at a upcoming party or networking event.

1. Use your body language to show interest.
Lean forward, make good eye contact and simply pay attention

2. Ask questions that relate to what they're saying.

3. If they're explaining a problem or situation, repeat back, (paraphrase) what they said to ensure understanding. (i.e. "Let me make sure I understand what you said"...or "What I just heard you say was....")

4. You can vocally acknowledge with a "uh-huh," "yes," or "mmm," every 15-20 seconds so that they know you're listening. If your on the phone and you hear them say "Are you still there?" you were too quiet.

5. In person, take notes. This will slow the conversation and evidence your attention.

6. Don't interrupt.

7. Don't clip the end of their sentences

8. Acknowledge what they said before changing direction in the conversation.

These simple exercises will demonstrate that you are an active listener.
It just takes a little practice.

Often we may hear the same problem over and over but from different people. If you've been in the business for any longer than a couple years, you think you've heard it all.

It's important to remember that each persons situation is brand spanking new to them and to give them the space and emotional environment to express their needs and wants.


Here's what you want others to think to themselves or say to one another after speaking with you:

"He knows what I want and what I don't want"
"She knows what's important to me and why"
"I'm finally understood. He gets it"
"I feel he can get us where we want to be"


In today's fast paced, high speed, what's next world giving someone the gift of your undivided attention and really listening is so powerful.

You may want to remember it this way: ATT

Attention + Time = Trust

Now repeat back what you've read in this "3 Minute Referral Tip" - practice starts now!

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 Consciousness?

Dear Friends,

How many sales people, when speaking to a client or to anyone for that fact, talk all about themselves?

Webster says consciousness is awareness, sensitivity, and the ability to perceive the relationship between oneself and one's environment.

We use our conscious mind when we are thinking logically or carefully. Your referability resides inside your conscious referable behavior.

I was at a holiday party recently, while standing at the bar the gentleman next to me started up a conversation, just some idle chit chat. (I'll call him "John" to protect the innocent till proven guilty) 15 minutes into a conversation all about him, the host made an announcement that dinner would be served and to return to our seats. I said my goodbyes to “John” and told him it was a pleasure speaking with him.

I sat down, guess who sat besides me, yep it was “John”. We stated talking again, more about him.

He is a Realtor in NY, has his Associate Brokers License, 3 small children, 2 cats, and a puppy named Cookie... He finally asked me if I had any children. I told him I did not.

After about 30 more minutes of him talking about himself during dinner he asked me what type of business I was in.

Ok here was my chance.

I explained that I am speaker/sales trainer for real estates offices and associations mostly training on building referral based business. “Oh you’re a realtor?” he asked.

I explained to him who I am, what I do, and how I help people.

He continued to talk… asked me what I thought of coaching. I explained that I do personal coaching, and then he asked me for some advice on getting more referrals.

Over the past years, I have compiled a list of over 1,000 ways to improve your referability.
So I gave him 10 quick thoughts that came to mind that are referable behaviors.

These are the ones I shared with him:

1. Tell the truth, no matter what
2. Be on time
3. Make no assumptions and always ask the question behind the question. Find out what is truly important to the other person.
4. Check your thinking
5. Acknowledge people frequently with notes.
6. Quickly admit when you’re wrong.
7. Say 'please' and 'thank you'.
8. Give people permission to share how they feel about your service. Be hungry for feedback.
9. Speak with confidence and passion, do your homework and never wing it. If you don’t know the answer, say so.
10. Be more interested then interesting

I brought into his consciousness, that referable relationships have and equal amounts of give and take.

It was painful for him at first to recognize this; however, after a few minutes of playing the question game, “John” became aware of how unskilled he was at being interested.

He was unconscious to the fact that he wanted to be interesting more then he wanted to be interested.

How many sales people when speaking to a client or to some one at a party talk all about themselves?
They may talk about what those letters are after their names (ABR, ABRM, ALC, CCIM, CIPS, CPM, CRB, CRS®, CRE, GAA, PMN, RCE, XYZ, MNLOP, ect...).
They may tell them why they should list with them, why they are the best, how fast they sell houses, and how nice the home is, among many other things.
The sales person thinks that they are taking about the customer or having a conversation, but they are really just talking about themselves.

How many sales people are more interested the other person then they want to be interesting? Not many…

That the difference between being a transactional based sales person and relationship based consultant.

So, look at the list of ten behaviors that I gave to “John”.

Which ones can you bring into conscious constructive behavior?

Rain falls as a result of a change in the temperature, so in a like manner, a change in your referability happens as a result of a change in your state of consciousness.

Today’s 3 Minute Referral Tip: You Must Develop A Referability Consciousness, and Please Be More Interested Then Interesting.

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/

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

Homebuyer tax credit extension and expansion update

Dear Friends,

On November 6, President Barack Obama signed into law the extension and expansion of the current homebuyer tax credit, an important step in ensuring a real estate and economic recovery.

The measure extends the present $8,000 tax credit program for first-time homebuyers through April 30, 2010.It expands the program, effective November 7, 2009, to include current homeowners, who are now eligible for an up to $6,500 tax credit (10 percent of the purchase price) through April 30, 2010 provided they have lived in the home they are selling, or have sold, as principal residence for five consecutive years in the past eight years.

If potential homebuyers have a binding contract on or before April 30, they will have until June 30 to close the transaction.

Income limits for eligible homebuyers are expanded to $125,000 for single buyers and $225,000 for couples. The purchase price of the home cannot exceed $800,000. To help guard against fraud, buyers are required to attach documentation of purchase to their tax return.

Click here http://www.realtor.org/fedistrk.nsf/files/government_affairs_tax_credit_ext_chart_110409.pdf/$FILE/government_affairs_tax_credit_ext_chart_110409.pdf for detailed information about the legislation.

On Your Team
Jeffrey S. Stanton
Your Trusted Advisor For Life
347-466-3047
Sent from my Verizon Wireless BlackBerry

New Approach To Problems

Dear Friends,

At work, at home, even on vacation, there are always problems that need solving. Some problems are easy to solve with the same solutions that have always worked. Others call for a fresh thinking, an original approach. Try these tips for generating exciting, new ideas:

Rephrase your problem. Turn your problem around by describing it in different words. Instead of “How can we produce more widgets?” ask, “What’s preventing us from producing X widgets a week?”

Dig deeper. Instead of focusing exclusively on the present situation, explore the background. When did the problem start, for example? What changed? Or, what are some of the underlying causes? What could you do about them?

Avoid either/or thinking. Don’t limit the possibilities. Instead of “We can either raise revenues or cut costs,” look for ways to do both, or find additional options. Maybe you have time to work on only one project, for example, but instead of neglecting the other, perhaps you can find someone else to get it started.

Ask for help. No matter how smart you are, an extra brain will usually help you find options you wouldn’t have considered on your own. Someone else’s eyes may see angles you hadn’t spotted before. Go outside your usual circle of advisors for a different perspective.

Keep a log. Carry a small notebook and get into the habit of writing down your ideas as they occur to you, so they’ll be accessible when you need them. Don’t worry about how practical your ideas are in the beginning, or what they might apply to. Just looking through your list may spark a thought you wouldn’t have found before.

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

Home Buyers Tax credit making progress in Senate

Dear Friends,

The Senate is expected to vote, Monday evening, for a "Motion to Invoke Cloture." If 60 Senators vote yes on the cloture motion, the Senate will then be able to schedule a vote on the bill that contains the homebuyer tax credit expansion.

Once the Senate acts, the tax credit must still go to the House of Representatives for action.

NAR has an active, nationwide Call for Action on the federal homebuyer tax credit. REALTORS are asked to tell their members of Congress to "expand and extend the tax credit" in order to keep the housing market moving in the right direction.

The credit needs to be extended for an additional period of time and expanded in order to build upon the progress that's been made. Uncertainty about the future of the credit will dampen consumer demand. The best way to assure continued housing activity is to extend and expand the credit and to do that now.

Please take a few minutes to respond and take action now!
http://takeaction.realtoractioncenter.com/campaign/hbtc?rk=n7AWhl9al5hHE

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

Senate negotiators reached a tentative deal to extend a tax credit

WASHINGTON -- Senate negotiators reached a tentative deal to extend a tax credit for first-time home buyers, but its passage remains uncertain.

The agreement would extend the existing credit for first-time home buyers, worth up to $8,000, while offering a new credit of up to $6,500 for some existing homeowners, Senate aides said. The reduced credit would be available to all home buyers who have been in their current residence for a consecutive five-year period in the past eight years.

The new provisions are aimed at broadening availability of the credit beyond first-time buyers and giving the weakened real-estate market a bigger boost while preventing real-estate investors from benefiting.

Many property experts have cited the credit as a reason for signs of recovery in the housing market in recent months. But that recovery was somewhat undercut by the September drop in new-home sales reported Wednesday.

The credit would be extended from its current expiration date of Dec. 1 to all contracts entered into by April 30, and closed before July 1. It is expected that income limits on people claiming the credit would be increased to $125,000 for singles and $250,000 for couples, from the current $75,000 and $150,000, aides said. The credit phases out for people making more than those amounts.

While Senate lawmakers appear to have reached a deal on the substance of the tax credit, they are still at odds over how it would be brought to the Senate floor. Senate Majority Leader Harry Reid (D., Nev.) hopes to add it to a bill currently on the Senate floor to extend federal unemployment insurance benefits. But agreement on that hasn't been finalized.

While Senate Republicans are likely to support the measure, House Democrats have raised concerns that it carries a high cost to the government. The Internal Revenue Service is examining the program for alleged abuse.

The Power Of A Two-Letter Word

Dear Friends,

There will always be someone out there who’s going to ask you to do something you don’t have time to do or something you can't do.

In an effort to please everyone, you may say “yes.” This is a recipe for increasing your stress, and falling short of completing any obligation well.

So everyone, including you, might be better served if you invoke that powerful, two-letter word and just say “no.”

How can you do that?

Start with this advice and today's tip:

Don’t say anything when you’re on the spot. Take some time to think it over. It’s OK to say, “Let me get back to you about that this afternoon.”

Be direct. Tell the truth about why you can’t do what’s asked of you. There’s no need to make up what might be deemed a “better” reason.

Be polite, but firm. Don’t build false hope about what you can do. Don’t say, “I’ll try.” You’ll just worry about squeezing the request into your schedule or how you’re going to say in the end that you didn’t get it done.

Suggest alternatives.
Perhaps you know of someone who has the time or is better suited to fulfill the request. Or perhaps you yourself will have time in the future.
If so, say, “Bob may be the better person to help you, lets call him together” or, “I don’t have time to do that this week, but I can do it next Thursday if you can wait.” Be honest, though.
This tactic shouldn’t be used merely to get the person off your back or to postpone an inevitable “no.”

I invite you to consider the memorable scene in the classic movie "Miracle on 34th Street" when Kris Kringle, as Santa Claus at Macy's, refers a customer to Gimbals, a "rival" department store because he knows that the customer would find the exact item they are looking for right there.

Kringle recognizes that it is in Macy's best interests to serve the needs of the customer... even if it means losing the sale to another retailer. He knows that he is building a reputation among his customers that Macy's is the first place to shop. If Macy's doesn't have it, they will know who does.

Remember is always in your best interests to server the needs your customer or client, even if that means saying "NO".

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

Systems and Strategies for Success - October Dates - 15hr CE in NYS - FREE to SIBOR Members

Dear Friends,

I would like to invite you to attend our Systems and Strategies for Success (15 Hours CE in NYS) on 10/22, 10/23, 10/27, 10/28, 10/29 9:00am - 5:00PM at the Staten Island Board Of Realtors. This is the 2nd time that we will be holding the class this year. This class is FREE to SIBOR Realtor members

Systems and Strategies for Success (15 Hours CE) covers everything you need to know as licensee to position yourself for success as a true real estate professional.

In this class you will learn systems and strategies to:
· Generate credible leads.
· Set goals and effectively manage your time.
· Understand your local market and property values.
· Define characteristics of buyers and sellers.
· Conduct effective listing presentations.
· Develop consultative selling techniques.
· Gain buyer clients.
· Negotiate offers and manage a transaction to a successful closing.
· Secure market share.
· Market properties successfully.

Get the key skills you need to jump-start your career and build your clientele today

This agent training program will help you:

· UNDERSTAND the essential elements of a transaction and how to manage the process to a successful closing.

· LEARN how to develop a systematic process to identify prospects and generate reliable leads.

· UNCOVER marketing techniques and technologies to sell yourself to prospective clients and maximize property exposure.

· NETWORK with fellow licensees and position yourself to generate future idea exchanges and referrals.

Systems and Strategies for Success
( Download Brochure )
Staten Island Board of Realtors.
1535 Richmond Avenue Suite 3
Staten Island, NY 10314
10/22, 10/23, 10/27, 10/28, 10/29
Must attend all 5 Days to receive CE credit
9:00am—5:00pm
FREE to SIBOR MEMBERS
$199 for non-members
Log onto IMS.SIBOR.COM to register
Or call Debbie (718) 979-0007 ext. 1523
Download Registration Brochure

When would now be the best time to register?
On Your Learning Team
Jeffrey Stanton ITI, CNE, WOW
Your Trusted Advisor For Life
347-466-3047

Course Outline:
MODULE 1: BUSINESS DEVELOPMENT
Session One: Lead Generation
Session Two: Goal Setting / Time and Self Management

MODULE 2: UNDERSTANDING THE CLIENT
Session One: The Marketplace
Session Two: The Consumer

MODULE 3: SELLERS
Session One: Listing Checklist
Session Two: Presenting Your Value Proposition

MODULE 4: BUYERS
Session Two: Buyer Checklist
Session Two: Agreement through Closing

MODULE 5: MARKETING
Session One: Your Properties
Session Two: Yourself & Your Services

What Are Interest Rates Going To Do? 10/12/09

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, October 12, 2009

Presently Market Conditions Are:
Rates fell slightly the first part of last week but the weak demand for the longer term treasuries negated the downward push and as of Friday the 30 yr rates remained relatively unchanged. Currently the rate is close to the historic low of last spring.

My Expectations Are:
The financial markets will be closed on Monday and the rest of the week is light on economic data. The reports with the most significant impact will be Wednesday’s Retail Sales report and Thursday’s Consumer Price Index. There are mixed reviews as to whether rates can hold the current low but according to Greg McBride, senior financial analyst for Bankrate.com “If a huge auction of government debt won't drive yields higher, they'll stay near record lows awhile longer. If corporate earnings beat expectations, that could be the catalyst for higher rates.”

As Your Trusted Advisor For Life, My Guidance For You Is:
We’re back to all time lows. If you missed out last spring, don’t hesitate now. This is the best time to get with your mortgage advisor and structure a loan to meet your clients financial needs.

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

Upgrade your referrals

Dear Friends,
I received this email from a reader that I would like to share with you:

Dear Mr. Stanton,

I've been licensed Realtor for about 5 years.

I get referred quite often by clients and friends.

What I don't understand is why my conversion of referred prospects is so low?

I call immediately after getting the lead and follow-up on a regular basis until I get through, but I don't feel I get as many appointments as I should considering they are referrals.

What can I do to increase my percentage of appointments of referred clients?
Best Regards,

TK

Dear TK,

Upgrade your referrals before you call them.

First lets look at the reasons people may refer you.

Some people want to be a hero and a referral can be a way to enhance their status.

Others want you to experience the better service they experienced possibly as a way to reaffirm their decision.

They most probably like you, trust you and genuinely want to help you.

Letting others know how pleased we are with our decisions, reaffirming our choices, telling others by way of a referral is only natural.

Here's my point...the act of referral is not always about the needs of the person being referred.

Because we all have given referrals, received referrals and have been the prospect of referrals we know this to be true.

Upgrading your referrals is a process.

We'll look at the two most important parts of this simple process today.

1. Know more about the person you're calling.
2. Ask the referrer to call the referral first.

Here's what normally happens:
You get a name and number and permission to call and then say "Thanks for the referral, I'll call them right away."

What a waste.

The first way to upgrade your referral is to know more about the person you're calling.

Questions you may want to consider asking first:

• How do you know this person?
• What is your connection with (name)?
• What do you admire most about (name)?
• Does (name) have any special interests?
• What are some challenges (name) is facing right now?
• Why did you think of (name) first?
• Do you know where (name) is in the process?
• Why do you think we would be a good match?
• Does (name) know you’re referring him/her to me?
• How do you think (name) will respond to your giving me his/her name?
• Is there anything else about (name) that would be helpful for us to know?

IMPORTANT
If you're referred to help solve a problem, a serious problem, ask this question.
"How do you think he or she will react and feel about discussing their problems? Can I bring them up or should I be less direct?”

Remember, referral selling is about building and protecting relationships.

When given a referral there if there isn't time or you are not in the appropriate situation to ask all these questions, just call back the next day and ask before you call the referral.

You are teaching people how important relationships are by your very behavior.

The second part of upgrading your referrals, after you' ve asked these questions, is to ask the referral source to call first.

It might sound like this.

"Mike thanks for helping me meet Anthony. I was wondering, maybe he would appreciate hearing from you first, just to know that you're not sending some salesperson to attack him. Would that be Okay?" (pause)
“I don't want this to be a hassle for you, so if you get his voice mail a quick message about why you think it would be good for both of us to meet would be just fine."

OR

"Mike thanks for trusting me to help your friend. How can we let him know how I can help him also?” (pause)
“Could we give him a call now to let him know that I will be contacting him tomorrow and why you think it would be good for both of us to meet?"

That's it.

Upgrading a referral is more about a genuine and sincere desire to better understand who you might be talking to before you pick up the phone.

With this understanding, your words, tone, style, temperament and manner are transferred to the referral to create a more comfortable conversation, leading to a desire to meet.

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 referral based 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

What would be the one most important tip you would give, if you could only give one?

Dear Friends,
I received a question from a reader and thought I would share my response with you...

Dear Jeff,

I have a question. I hope you will answer this.

First, I want you to know how much my team enjoyed your training.

We've been to a lot of seminars over the past years and this was by far the best.

I have some new people joining my team and I added what I learned from you into their training.

Thank you!

I like to break things down into an order of importance and try to keep it simple.

New agents get so much thrown at them so fast I give them a priority list of the most important thing to remember as they learn and develop throughout their first year.

Looking back over your experiences what one thing would you tell a new agent coming into the real estate business about building a referral business for themselves?

What would be the one most important tip you would giveif you could only give one?

Thanks,
BT

Dear BT,

You must be a good trainer, because you have learned to ask great questions.

The answer is simple, very simple.

Always speak as if your customers are listening.

That's it. It's really just that simple.

Practicing this one tip will increase your agents refer-ability.

By example. If you're talking to another agent on the phone about your listing speak to the agent as if your sellers are listening on the other line.

If you're in the office talking to another agent about your buyers, speak as if your buyers can hear ever word you say.

When speaking about your customers or clients (past, current or future) in your office, at a board meeting, a training seminar, on a caravan, open house, anywhere or any time, imagine the people you are talking about can hear you.

What do you want them to hear?
Always, always respect your relationship.

What you say about others speaks volumes about YOU.

It's not easy sometimes.

It's OK to have an unexpressed thought.

If you don't like the way someone is acting or responding to the challenges of the marketplace, keep it to yourself.

Take time to understand what the other person is going through.
Give them the benefit of the doubt.

As top agent and dear friend put it 10 years ago, "I don't have to like my clients, I have to love them."

In 10 years I have never heard him say anything about his customers that he wouldn't want them to hear.

Is it a coincidence that his business is 100% referral based and his production is in the top 10% of the industry for 10 consecutive years?

He has the respect of his peers, friends, business associates and anyone who has been in contact with him.

He embodies a deep and sincere respect for his client no matter what. This teaches us the single most important lesson of any referral based business strategy. You get what you give.

So when you ask, "what would be the one most important tip you would give if you could only give one?"

My answer is... Always speak as if your clients are listening.

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 referral based 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

How to write a memorable THANK YOU note…in less than one minute.

Dear Friends,

Want to increase your referability?
Do it with thank you notes....

Taking the time to acknowledge someone for something is good; making it memorable takes a little effort; following these 3 steps makes it quick.

You've heard me say that the speed of implementation is the No. 1 quality of a "high achiever."
With that spirit let’s learn how to write or say thank you in a way that will be appreciated, respected and memorable ...in less than one minute.

Here we go....

First I want to thank all of you for reading the “3 Minute Referral Tips” each week. I know it takes time out of your day and I hope you find them informative and interesting.
It also takes courage to be willing to learn and try new things. This speaks to your character as a person and the professional you are.
Your clients are fortunate to have you serving them. I look forward to continuing our learning experience together.

Respectfully,
Jeffrey

The note you just read follows a pattern of 3 steps.

1. Thank you
* thank the person for what they did

2. Acknowledge the character behind their action
* have a list of characteristics and virtues that you can find, recognize and compliment in others

3. Keep the relationship open and ongoing
* be specific to the next contact or future of the relationship

Here's how it works by example.

1. Thank you…
for your time
for speaking with me
for considering our company
for choosing us
for using our services

2. It's always nice to...
work with fun people
be with creative people
work for considerate people

3. I'll be speaking to you...
soon
next week
next Tuesday at 2:15

or

looking forward to working with you...
in the future
again
next time


It's that simple. Here are the three components needed in writing a memorable “Thank You.”

The event
See the character
Keep the relationship open

Below is a list of characteristics and virtues that you can find and recognize in your clients and customers.

You'll also support and reward the behavior you want more of.

To have some fun with this and help you create your own list answer these questions. The answers will reveal what you want more of in others.

I wish my wife was more.......
I wish my husband was more...
I wish other drivers on the road were more...
I wish my neighbor was more.....
I wish my boss was more.....
I wish my coworkers were more...
I wish my best friend was more....
I wish my customers were more...
I wish kids were more...

You get the point. We know what we want more of.

Keep a list of what you want more of from all the relationships you encounter.

Leave it in plain view or keep it on a 3 X 5 card for quick reference.

When people do things that really need to be recognized and appreciated you'll have the skill and practiced ability to make it memorable.

Here's my list:

Honest, Punctual, Understanding, Decisive, Loyal, Cooperative, Successful, Considerate, Attentive, Congenial, Supportive, Ethical, Gracious, Energetic, Integrity, Empathy, Persistence, Sincerity, Consistency, Enthusiasm, Courteous, Insightfulness, Commitment, Modesty
Along with many more…

EXAMPLE:

Thanks for spending the time to read these tips. It speaks of your character, a willingness to learn new ideas, and the courage to implement them. I look forward to working together with you in the future.

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 referral based 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

What Are Interest Rates Going To Do? 9/21/09

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, September 21, 2009

Presently Market Conditions Are:
Rates dipped slightly last week. According to a survey of national lenders the 30 year fixed rate mortgage fell 2 basis points to 5.38%. The results of the Freddie Mac Primary Mortgage Market Survey have the 30 yr ending the week at 5.04% with .7% point.

My Expectations Are:
The economic calendar is light this week with Treasury auctions Monday through Wednesday. Jobless claims will be posted Thursday along with Existing Home Sales followed by New Home Sales and Durable Goods Orders on Friday. “Interest rates for fixed-rate mortgages eased for the third consecutive week and remained at 3-month lows,” said Frank Nothaft, Freddie Mac vice president and chief economist. “Interest rates for 30-year fixed-rate mortgages have averaged just above 5 percent through mid-September, which is roughly a percentage point below last year’s average and suggests that 2009 may reach a record annual low since the survey began in 1971.”

As Your Trusted Advisor For Life, My Guidance For You Is:
Now is the time to take advantage of low rates and affordable housing. Meet with your mortgage advisor today to structure a loan to meet your financial needs.

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