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Bill Twiffer:
None what so ever. They're just like, “Well, okay. You know
what, I think we’re going to wait a couple of more weeks.
Why don’t you give me a call back in a couple of weeks.”
When you're people try to call them back, they never answer the
phone. Because they think, “Phew, I'm not working with that
person.”
Jeff:
Maybe.
Bill Twiffer:
“He doesn’t have any confidence in himself. How can
he have any confidence in doing my deal?”
Jeff:
You just came along and bought the property from them, right?
Bill Twiffer:
That's right. I just come along and talk to them in a way they want
to be talked to. To where they think, “Holy cow, this person
can take control of the bank. This person can take control of my
whole situation and get me out of this.” See, and it's real
important to learn your scripts and objection hammers. When a homeowner
- I've had homeowners sometimes tell me, “Wow, you know, you
really come across aggressive. I don’t know if I can work
with somebody like you.” And I say, “You know I totally
understand. That’s kind of my nature. However, let me ask
you something. How aggressive has the bank and their attorneys been
trying to take your house? Real aggressive.” And they start
thinking, “Well, yeah.” I say, “Do you see the
benefit of having me in your corner helping you with those aggressive
banks and attorneys.” “Well, yeah.” “Great,
than me being aggressive is a good thing, isn’t it?”
“Well, yes it is.” “Okay, great.” Then you
go right onto something else. But, most people if homeowners would
say that to them, if they come across and their trying to do these
language patterns and they didn’t have them polished good
enough yet. They come across and a homeowner said to them, “Well,
you come across real aggressive. I don’t think I can work
with you.” They’d say, “Well, I can probably -
I'm sorry - I just - I come across that way sometimes. I can lighten
up a little bit, I'm sorry. What would you like me to do?”
See now immediately they're losing control of the conversation.
Because they don’t say what their suppose to say. And stand
up for what you believe in, because the homeowners want to work
with somebody that will get them out of their situation. “When
you decide now to work with me we can finally get the process started
and get you out of this bad situation. Won’t that be great.”
See you have to decide now and work with me there.
Now, you only have to use three to four embedded commands a minute to have total control of what they say, how they act, and what they do. Three or four a minute, that’s it. So I just - some of these have two and three in them and it only takes you ten seconds to say them. What happens here folks, is when you start getting good at this it gets to be fun. I say things to get a reaction sometimes with homeowners. I say to homeowners all the time I say things like, “Usually my customers do as I say. Shall we begin?” Now they say all the time, “Okay.” And as their walking over to the kitchen table from the front door their thinking, “Did he just say we had to do what he said?” What we’re doing is we’re forcing them to get out of their box and start thinking. What I want everybody to do that’s on the call tonight. I want you all to get out of your box. Most people don’t. Most people don’t get out of their box. They stay in their own same little box. They live in their same little house. They drive their same little car. They have their same little life. And what I want you to do is start getting out of your box. Let me tell you a little story. One time we were going into an elevator in Atlanta, about three years ago, and we walk in, we push floor ten. A lady walks in behind us about 65 years old. She says, “Can you push floor six?” I say, “Yes, we may.” So we pushed floor six. The doors start to close. And I said to her, “Do you mind since that we’re on the elevator first if we go to ten?” And the lady looks at me, just stunned and she goes, “Well, it's going to stop at six.” And I said, “Well, you don’t have to get off.” Now what’s funny is she stood there and looked at me. It went to six, the doors opened. She stood there and looked at me and then looked at the doors, and then looked at me and looked at the doors. The doors were getting ready to close, I put my arm and said, “Oh, get off. I'm just teasing.” But see what I want you to do is do things like that. Because you know what, they're more uncomfortable than you are. But most people can't do things like that. When you go - when you're at a stop light or something and you're sitting in your car. Wave at the person next to you sitting in the other car like you went to school with them 20 years ago. Or you graduated with them. Like you haven’t seen them in 20 years. You know what they’ll do is they’ll just look at you like, “Do I know you?” And they’ll try to wave a little bit and they’ll try to look at you again, but they're very uncomfortable when you do that. And you're waving away, do you know me or do I know you. No, you don’t know me but I'm waving at anyway, I'm just having a great day. But you have to put yourself in those kind of situations. If you don’t like talking to people you don’t know and getting out of your box. You're never going to make it in this business, folks. Your never going to make it. I don’t care what web site you use. I don’t care what bandit signs you use. I don’t care what post cards you use. What door hangers you use. What - who you call or who you door knock. If you can't communicate, you're going to limit your income, big time. Big time. I have people all the time that send me testimonials. Let me read you one here real quick. This one’s from Theresa Holbert in Colorado Springs. And Theresa, it's neat about Theresa, because when I met her she was a Tupperware salesman. She went door to door selling Tupperware. Now, she’s probably in her mid 50s, you know, and she just loves to talk to people. But she said, “After purchasing Secrets to Closing the Deal, my business grew. On an average of putting homes on a contract went from 1 out of 20 to 1 out 2.” Wow, what a difference. So see, it was important for her to learn this material. I tell people all the time, you have a choice you can learn the material and talk to less people and do more deals and save time. Or you can decide to save that time and not learn the material, but then talk to more people and make less money. You're still taking the same time. So to me it makes sense to go ahead. Let me give you an example. You can either leave Iowa and write a bicycle to Colorado or you can decide to learn how to drive a car. But you don’t want to take the time to learn how to drive a car because it takes so much time to learn how to drive a car, so I’d rather just ride my bike. But see, its going take you ten times longer to get there. You win, because you do what you want to do. So you don’t take the time to learn how to drive a car, but yet you’ll go ahead and just ride your bicycle. It's the same thing here, you're either going to talk to 20 homeowners to put one deal together and then talk to 19 people and blow the deals. Or you're going to go ahead and take the time to learn this and talk to two people and put one deal together. Which is best for you? Talking to less people and making more money. “Last year we purchased two homes. The first part of this year we purchased two homes. Since an LP course in July of 2004 we have sold three homes and have one closing next week.” Now she gave me this letter in October 2004, five months later. The first year she purchased two homes. The first part of 2004 she purchased two homes. From July to October they had sold three homes and have one closing next week. In addition to working on ten short sales. “Getting homeowners to agree with you is wonderful. You are an asset to my team. You have taught me how important body language and word choices are in negotiating deals. LP has allowed us to save a lot of money in purchasing meals, vacations packages, and just about everything in our daily lives. Thanks, Bill. Theresa Holbert from Colorado.” So see what happens here, folks, like I said, you're either going to take the time to learn it or you're going to decide not to learn it and talk to more homeowners.
Now, let's listen to these embedded commands in here. See if you can count how many embedded commands are in this little sentence that I say. “You don’t have to believe me. However, when you decide now to take action, Paul, your production will go through the ceiling. Trust me, when you become aware and do as I say you’ll have the freedom to take your family on all those vacations. And Paul, ultimately that’s what life’s all about, isn’t it? Great, let's make the commitment and sign right here so I can help you get what you want in the time that you want it. Won’t that be great?” Now see in there is seven embedded commands. Like I said, as long as you have three or four a minute you have total control over what they say, how they act, and what they do.
Now, let me give you another thing. Let's shift gears here. Let's talk about repeat, approve, and respond. Write that down, folks. Repeat, approve, and respond. This is important stuff. Repeat, approve and respond. When your talking to homeowners, here’s what I want you to do. I want you to go through your script. And when you say things I want you to repeat back what they said. Repeat back what they said. That’s what repeat is. Repeat back what they said. When people, when you repeat back what people are saying they know you're listening. If Jeff and I are in a conversation and Jeff’s talking about his business and how things are going. And I'm looking at my watch every ten seconds. He knows I'm not listening. He knows I'm interested. He knows I don’t want to be there in that conversation. How long is Jeff going to want to be there in that conversation? How long do you want to be in there, Jeff?
Jeff:
Not very long.
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