Joe Stumpfs Coaching For Bankable Results My JumpStart Kit CD Contents and Track List

My JumpStart Kit contains everything you need to get started and stay focused on building your referral-based business. Youll find yourself returning again and again to your kit for information and inspiration. This CD collection is the best of the best BY REFERRAL ONLY trainings on the mindset, dialogues, programs, and systems that help you build a referral-based business and realize bankable results.

Strong Foundations Running Time: 47 minutes Strong Foundations introduces you to the BY REFERRAL ONLY mindset the mindset you need to transform the way you do business so your clients choose you as their real estate or lending consultant for life. The first recording focuses on you and your business personally; the second focuses on you and your team. Tracks 1-3: Level One Mindset: Purpose, Boundaries and Integrity Tracks 4-6: Level Two Mindset: Purpose, Boundaries and Integrity Visit the JumpStart Kit Web page at www.mybyreferralonly.com to download an outline of Joe Stumpfs presentations. Use these guides to follow along and take notes.

Creating a 12-Month Personal and Business Plan Where are you now, and where would you like to be in your life and business? This two-part series offers Joe Stumpfs in-depth coaching around the process for assessing your life and business today, and the steps that will help you move into the highest version of your personal and professional self. Part I: My Best Me Running Time: 47 minutes Track 1: Introduction with Joe Stumpf Track 2: Step 1. Where are you now? Track 3: Step 2. What improvement has to happen? Track 4: Step 3. What is important about _______, to you? Track 5: Step 4. What will it look like when its done? Track 6: Step 5. What are your action steps for your Daily Doables? Track 7: Step 6. What is your affirmation? Track 8: Step 7. What are your personal mantras? Track 9: Close with Joe Stumpf Visit the JumpStart Kit Web page at www.mybyreferralonly.com to download the workbook to assist you in developing your best personal plan. Part II: My Best Business Running Time: 72 minutes

Track 1: Introduction with Joe Stumpf/Common Language for Bankable Results Track 2: Step 1. Determine your monthly revenue goal and a transaction-to-revenue ratio. Track 3: Step 2. Determine your 5, 6 and 7. Track 4: Step 3: Close the gap between where you are and where you want to be. Track 5: Step 4. Pick the most productive system to work on. Track 6: Step 5: The 10-step action plans for systematizing your business. Track 7: Step 6. Break through all your resistance to getting started now and Step 7, Get going now! Visit the JumpStart Kit Web page at www.mybyreferralonly.com to download the workbook to assist you in developing your best business plan.

Getting Focused What does it mean to have focus? How do you feel when you have focus? What would your life look like if you were twice as focused? Joe Stumpf helps you get focused and stay focused on the mindset and language that bring you bankable results. Getting Focused Running Time: 75 minutes Track 1: Introduction with Joe Stumpf Tracks 2-3: How to Get Focused Tracks 4-5: How to Stay Focused Tracks 6-7: How to Get Others Focused Tracks 8-9: How to Focus on Making Money* Track 10: Close with Joe Stumpf *Joes Letters are available on the JumpStart Kit Web page at www.mybyreferralonly.com.

Initial Consultation Dialogues Running Time: 27 minutes These dialogues help you build extraordinary credibility with your client, position you as a consultant for life, and create the context for the Ultimate Scenario conversation and discovering your clients 5-6-7. (See related laminate.)

The 5-6-7 Conversation Joe Stumpf describes The 5-6-7 Conversation as the most useable, practical tool to quickly and efficiently build trust with your clients. This four-part series focuses on your mastery of the Ultimate Scenario and establishing yourself as your clients trusted consultant for life. The 5-6-7 Conversation, Part I Running Time: 50 minutes Track 1: Introduction with Joe Stumpf Tracks 2-3: How to Practice on Yourself Tracks 4-5: The Three Laws of Consulting Track 6: Close with Joe Stumpf

The 5-6-7 Conversation, Part II Track 1: Introduction with Joe Stumpf Tracks 2-4: Learning by Modeling Tracks 5-6: Giving Trusted Advice Track 7: Close with Joe Stumpf

Running Time: 52 minutes

Magic Words That Get Referrals Running Time: 54 minutes Imagine having the most powerful set of dialogues ever created specifically for agents and lenders who want to ask for and get referrals from buyers, sellers and borrowers. Track 1: Introduction with Joe Stumpf: REFERRAL Track 2: Hows the market? Track 3: How to use the word because. Track 4: Hows business? Track 5: How to link your referral chains . Track 6: How to get your number in their cell phone directory. Track 7: Youre the pilot; theyre the passenger. Track 8: How to have casual referral conversations. Track 9: How to speed up the introduction process. Track 10: How to tell people you have time to help. Track 11: How to ask for advice. Track 12: How to ask for introductions. Track 13: How to turn compliments into referrals. Track 14: How to get specific when asking for a referral. Track 15: How to challenge peoples inactivity. Track 16: How to get into a referral conversation. Track 17: Please, dont keep me a secret. Track 18: How to deal with referral reluctance. Track 19: What to put on your business card. Track 20: How to compare and contrast yourself. Track 21: How to use quotes to embed commands. Track 22: How to reframe bad referral experiences. Track 23: How to help people feel good. Track 24: How to ask for another referral. Track 25: How to discover if people will refer. Track 26: What do you do? A 2 3 4 5 6 7 8 9 10 J Q K A 2 3 4 5 6 7 8 9 10 J Q

Track 27: Isnt it nice to know? Track 28: How to use happy instead of satisfied. Track 29: Deal with people who dont refer. Track 30: How to orchestrate referral introductions. Track 31: How to use the feel, felt, found formula. Track 32: How to discover their hot words. Track 33: How good can they feel. Track 34: How to give specific instructions. Track 35: How to talk to their unconscious concerns. Track 36: Assume everyone knows someone. Track 37: How to choose referability. Track 38: How to handle rejections. Track 39: How to avoid awkward silence. Track 40: How to help people help you. Track 41: How to feel comfortable asking for help. Track 42: How to use introduce instead of refer. Track 43: How to suggest youre compensated in two ways. Track 44: How to explain the selfish benefit. Track 45: How to get past the fear of asking. Track 46: How to use the word family. Track 47: How to use the word friend. Track 48: How to use the word neighbor. Track 49: How to help people get comfortable. Track 50: How to help your client recognize your value. Track 51: How to ask people to refer people like themselves. Track 52: How to introduce yourself in social settings. Track 53: How to plant a referral seed on your voicemail. Track 54: Close with Joe Stumpf: TRUST

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Magic Words That Remove Resistance Running Time: 74 minutes Imagine the confidence youll have when you know the exact words and phrases that crush every possible objection a buyer, seller or borrower could throw at you. Track 1: Introduction with Joe Stumpf Tracks 2-14: The 12 Language Patterns Track 15: What Is a Five-Star Seller?

Track 16: What Is a Five-Star Buyer/Borrower? Track 17: This is not the right time to sell a home. We want to wait until prices go up/down. Track 19: The market is so bad, we want to wait before we buy or sell. Track 20: I heard that this is the worst time to buy/sell/borrow. Track 21: I think we will wait before we buy or sell. Track 22: This is not the right time; we want to wait. Track 23: How do I know you are telling me the truth? Track 24: We are just looking at open houses now. Track 25: I am confused about what to do because I have a friend in the business. Track 26: Ive never heard of your company. Track 27: I dont want anything less than $_____ for my house. Track 28: I want to offer $_____ or counteroffer $________. Track 29: Its too early to buy because we believe prices are still coming down. Track 30: I think you priced my home too low. Track 31: Maybe I should raise the price. Track 32: Maybe I should wait until prices come down before I buy. Track 33: I cant accept that offer. Track 34: Why didnt you sell my home when it was listed with another company? Track 35: I will put my home on the market when we find the right house to buy. Track 36: I want a shorter listing period. Track 37: I think we should list it at a higher price so we have room to negotiate. Track 38: I cant decide now; I have to think about it. Track 39: I dont like that your office is not local. Track 40: Im just looking. Track 41: I want to make a low-ball offer. Track 42: I dont want to buy when the market is down. Track 43: I dont have time to meet with you. Track 44: Just email (or mail) me the information. Track 45: Im not interested in getting together with you right now.

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Track 18: We think its not the right time to sell a home and buy a home. 4

Track 46: Why do you ask these questions (5-6-7)? Track 47: Just tell me the price of my home. Track 48: We need to net more money. Track 49: We just think its worth more than that. Track 50: I think our home has many extras and upgrades that other homes dont have. Track 51: I dont want to give our home away. Track 52: Another agent said theyd list it higher. Track 53: Will you cut your commission or reduce your fees? Track 54: Is your service really worth all that commission? Track 55: I want you to discount your commission. Track 56: I think you should cut your commission. Track 57: I really want you to cut your commission. Track 58: I know an agent who said they would cut their commission. Track 59: I cant net less than $______ or we will sell it on our own. Track 60: I want to think it over. Track 61: I have seen several marketing plans; what makes yours different? Track 62: I want to wait for the market to come back before I try and sell/buy/refi. Track 63: This offer is too low; were going to wait for a more reasonable offer. Track 64: Ive lowered my price five times already and its still not sold. Track 65: If we drop the price any lower, we wont have enough equity to move. Track 66: I really want you to lower your commission. Track 67: Close with Joe Stumpf

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Magic Words That Motivate Me Running Time: 42 minutes Imagine having instant motivation whenever you want it or need it. When you experience a business challenge, pick a card and allow its wisdom help you quickly discover a solution. Track 1: Introduction with Joe Stumpf Track 2: I am willing to change my life. Track 3: I am loving the feeling. Track 4: I am grateful. Track 5: I am feeling wealthy now. A 2 3 4

Track 6: I am pure referability. Track 7: I focus on being highly referable. Track 8: I have unlimited referral potential. Track 9: I am willing to master Magic Words That Get Referrals. Track 10: I am connected to all the right people who love to advocate for my business. Track 11: I am trustworthy. Track 12: I choose to change my ways and my thoughts to change my life. Track 13: I am BY REFERRAL ONLY. Track 14: I am willing to invest time to Master Magic Words That Get Referrals. Track 15: I feel referable. Track 16: I am willing to be a person who is easy to refer. Track 17: I am confident. Track 18: I am valuable. Track 19: I choose to be happy now. Track 20: I am feeling my results now. Track 21: I love the thought that I convert my courage to confidence. Track 22: I am turning my action into results. Track 23: I am all about high-impact behavior. Track 24: I love the feeling of getting referrals. Track 25: I imagine myself enjoying the rewards of my results. Track 26: I am choosing to delay hesitation and procrastination today. Track 27: I am powerful and self-directed. Track 28: I am comfortable being uncomfortable. Track 29: I am laser-specific. Track 30: I am loving affirming my consistency, predictability and reliability. Track 31: I am courageously questioning my limiting beliefs. Track 32: I am free of fear. Track 33: I am really referable. Track 34: I get what I expect. Track 35: I think big. Track 36: I love the thought, Everything is a cinch by the inch. Track 37: I am living in the now, now. 7

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Track 38: I am in love with the now. Track 39: I am feeling like I have. Track 40: I am consistent, predictable and reliable. Track 41: I love the thought that I am drifting in the direction of the people I hang out with. Track 42: I love being part of a Do Group. Track 43: I love the thought that what I think about I talk about, and what I talk about I bring about. Track 44: I am a consistent, predictable and reliable person. Track 46: I am willing to do whatever it takes. Track 47: I love my willingness. Track 48: I am seizing the day. Track 49: Imagine my perfect day. Track 50: I love the thought that my setbacks are setups for my comeback. Track 51: I let go of trying. Track 52: I am like a postage stamp I stick to it until I get there. Track 53: I am a value creator. Track 54: Close with Joe Stumpf

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Track 45: I love the thought, What the thinker thinks, the prover proves. 9