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Bill Twiffer:
But see, all I did all day long was call people on the telephone.
That’s all I did, all day long. I spent six hours a day
making phone calls. All I did was call just listeds, just solds,
expired listings, for sale by owners, you know, cold calls. That’s
what I did. So I’d call somebody up on cold call. I’d
dial a number, you know, the 303 number here in Colorado, and
I’d call 838 - 0000 and I’d got 1,2,3 all the way
to 10,000. I’d just dial numbers in sequentially orders
so I got a hold of everybody. Non published numbers everything.
My script with them was, “Hi my name is, Bill, with Coldwell
Banker. When do you plan on moving? How long have you lived at
this address? Where did you move from? How did you happen to pick
this area? If you were to move where would you go next? And when
would that be? Do you realize in the next 3 to 6 months you can
get your home sold in this market?” So my question to you
are you gone in 3 to 6 months or are you starting in 3 to 6 months?
Why don’t we go ahead and set up an appointment so I can
get you what you want in the time you want it. Won’t that
be great? Which is best for you 7 or 8?” And it made no
difference what they said back because I was going on to the next
question. “Jeff, when do you plan on moving? Never. Never,
good for you. How long have you lived at this address?”
See we’re trying to get passed those preprogrammed nos.
Those preprogrammed no’s are critical. We all have them.
I asked groups everywhere I speak, “How many people in here
have preprogrammed no’s?” And probably five or six
people in the audience raise their hand out of 400. I say, “Folks
you better all be raising your hands, because if you don’t
you're not telling the truth here.” Because you all have
preprogrammed nos. You walk into a store, they say, “Can
I help you?” What do you say? “No I'm just looking.”
But you went into the store to buy something. But then two minutes
later you're coming back to that same person, “Can you help
me?” See, so we all have preprogrammed nos. So when homeowners
tell you, Jeff, when you're at their door they say, “I already
took care of it.” “What can I do to help.” “I
already took care of it.” “You took care of it, great.
What have you done to solve the problem?” You go to the
next question instead of, “Oh, you took care of it. Well,
here’s my card. If you need me call me.”
Jeff:
That's probably what 99 percent of most investors do.
Bill Twiffer:
They do. Ninety-nine percent of investors do that, and I’ll
tell you what people that teach door knocking, teach that. Some
people that teach door knocking teach that because, “Listen
don’t be real pushy with them. Always give them a chance to
call you. Just leave them your card and leave.” You know,
you're over there to talk to them. Their in a situation. Everybody
on the call write this down. You're clients are all a yes. Everybody
in foreclosure is a yes. Are you making them a no. See, they are,
everybody that’s in foreclosure wants out of their situation
so when somebody comes to the door they want to get out of their
situation. They are a guaranteed yes. But when they open the door
and say, “Can I help you?” And you go, “Hey, how
are you doing? My name is Bill. I noticed your lender had publicly
posted your home for sale.” And you just go off on them, because
you're so nervous your talking fast, you're not listening to how
their talking. They just want to shut the door. You just turned
them from a yes to a no. Does that make sense, Jeff?
Jeff:
Yeah, it makes a lot of sense.
Bill Twiffer:
It does. Now, see, that’s what so critical in communication.
People, and I speak all over the country, and I sell really well,
because a lot of people like what I have to say, but there's always
half of the group that thinks, “I don’t need this stuff.
I'm doing five bills a year. I'm making $35,000 a year. I don’t
need this stuff.” But the see the problem with those kinds
of people is their ego is bigger than their income. If they would
get their ego out of the way they could make $300,000 a year. I
know there's not a person on this call tonight, that doesn’t
want to make $300,000 a year working about 20 hours a week. What
do you think, Jeff?
Jeff:
I think you're right.
Bill Twiffer:
So, all you have to do is learn how to communicate. Like I said
earlier, I don’t care if you're doing short sales, wholesaling,
subject tos, lease options. I don’t care what kind of business
you're in. Even if you're not in the real estate business it all
boils down to your communications skills and you're presentation
skill. You're presentation skill is so important and once you
learn what to say and how to say it and you get a polished presentation,
your income is just going to go nuts. Because people are going
to want to work with you because they have confidence in you.
If homeowners don’t have any confidence in working with
you, Jeff. Do you think they’ll work with you?
Jeff:
I don’t think they will, not at all.
Bill Twiffer:
No, not at all. And neither will banks. So when you call a bank
up and say, “Uh, Hi, um, this is Bill. Um, do - do you do
short sales?” They’re going to say, “No.”
And they're going to hang up because they don’t have time
to teach you the short sale process. Like I said, they have 3 to
5 hundred files on their desks. They don’t have time. They
want to work with people that will get these things of their desk.
I know everybody in this call has had a busy day before. When you
have a busy day, what happens on those busy days? People that waste
your time show up. And all you want to do is getting rid of them.
Do, say something, get rid of them. Get out of my face. Get away
from me. I've got so much to do today, I don’t have time for
you. You are a time waster.
Jeff:
Sure a lot of people on the call can relate to that, Bill.
Bill Twiffer:
I'm sorry.
Jeff:
I'm sure a lot of people on the call can relate to that.
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