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Bill Twiffer:
A lot of people can relate to that. But see that’s the way
banks are all the time. All the time. You’ve got to remember
they have 300 to 500 files on their desk at any given day. And you
know what, if they don’t get rid of some of them today, there's
more coming tomorrow. And they're going to do nothing but get worse.
Because of the market, the way the market’s going.
Now, I'm going to talk to you a little bit about assumptive tag phrases. Write this down folks, assumptive tag phrases. Assumptive tag phrases are used by highly trained assertive people. Assumptive tag phrases are used by highly trained assertive people. Now, you don’t have to write the rest of this down, I just want you to get that one sentence. Assumptive tag phrases are used by highly trained people. They are used at the end of assertive statements to reinforce the speaker’s point of view and get the listener to agree with them. Okay, getting the listener to agree with them. Assumptive tag phrases are masqueraded as a question. It's a general reassurance to the listener in a subtle way to reinforce your assertiveness. They're always intentional and deliberate. What they basically say, is reinforce my assertiveness, make it twice as strong. So when you start using assumptive tag phrases, here’s what happens. People are going to start agreeing with you. You’re going to start nodding your head saying, “Don’t you agree?” And you're nodding your head up and down. So I want everybody to do on the call right now is nod your head up and down. Okay, nobody’s looking at you so you can do it, so you don’t look stupid in front of everybody. Just nod your head up and down and say, “No.” It’s hard to say no with your head bobbing up and down. But see when you start using assumptive tag phrases. Start using the body language with your bobbing your head yes, and you know, up and down like in a yes manner. What’s going to happen you’ll start seeing them bobbing their - and I do this all the time. In groups I start talking to people, I say, “Listen folks, how many people think this is good stuff?” And I'm nodding my head up and down. And they start raising their hands, but the half the audience nod their heads up and down. They just do it because you're doing it. So write some of these down. Don’t you. Haven’t I. Isn’t it. Doesn’t it. Can’t you. Wont it. Don’t you agree. Now I'm just giving a few of them there. Because some of you on the call right now are thinking, “What’s this got to do with real estate?” If you're thinking that right now, folks, that’s the dark side of your mind trying to talk you out of something. Don’t listen to it. Just tell your mind to shut up and listen to what I have to say. Your mind’s always going to be messing with you. Your mind’s not your friend. This stuff is the critical stuff in communication. This is the stuff you need to learn. Let me give you some examples, quick. If you don’t practice this daily you will fumble and stumble when it comes time for your presentation. Don’t you agree? See there's an assumptive tag phrase at the end. Don’t you agree? Let me give you another one. Getting out of your situation is what you want, isn’t it? Instead of saying, “Well, do you want to get out of your situation, yes or no?” See it's just a different way that you change the language patterns around. When you nod your head up and down, your saying getting out of your situation is what you want, isn’t it. When you start using those kinds of language, people have a tendency to agree with you. Why would a homeowner say, “No, I don’t want to get out of my situation, I'm in foreclosure. I want to stay there.” They don’t want to stay there. They want to get out of their situation. Don’t you agree, Jeff?
Jeff:
I agree 100 percent.
Bill Twiffer:
Yeah, people want out of their situation. What homeowners are doing
in foreclosure is they're just waiting for somebody strong to come
along and help them out. That’s all they're doing.
Let's look at another one. “In less you feel motivated you’ll never decide to work with me. Which means we’ll never get you out of this situation and that’s not what you want is it?” You hear how we’re asking that, Jeff?
Jeff:
Yeah, I see the difference.
Bill Twiffer:
And that’s not what you want is it? This is a great call,
don’t you agree?
Jeff:
I agree 100 percent.
Bill Twiffer:
See, and I just used it right there. So you use it everywhere you
go. When you start using these kinds of language, you find out people
do what you want them to do.
Look at another one here. Well, let's not do another one, let's jump to something else. Let me give you something else to listen to. Downswings, write this down. Downswings and upswings. This is critical stuff. Real critical stuff, here. Downswings and upswings. When you upswing on your words, and let me give an example. I’ll give it to you with upswings first then with downswings. You’ll hear how much powerful it is with the downswing. “If you don’t practice this daily, you’ll bumble and stumble when it comes time for your presentation, don’t you agree?” You hear how I'm asking that, Jeff?
Jeff:
Yes.
Bill Twiffer:
I'm upswinging as I'm asking you. Now listen to the difference when
I downswing. “If you don’t practice this daily, you
will bumble and stumble when it comes time for our presentation,
don’t you agree?”
Jeff:
One hundred percent.
Bill Twiffer:
Now you see how much stronger that sounds? Now when you upswing
on your words, write this down folks, it's sounds like you have
no authority. It's sounds like you have no authority. When you upswing
on your words. You also sound like you have no confidence. Sounds
like you have no confidence when you upswing. You sound insecure.
You sound insincere. And you sound as if you are weak when you upswing
on your words. Don’t you agree.
Jeff:
One hundred percent.
Bill Twiffer:
Did you hear that? Don’t you agree?
Jeff:
Yeah, I hear the difference.
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