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 Tom and I are in a conversation and Tom’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 Tom going to want to be there in that conversation? How long do you want to be in there, Tom?
Tom:
Not very long.
Bill Twiffer:
Not very long. That’s right. You do that all the time, not you, but I mean homeowners - people, investors do this all the time with homeowners. All the time. “How much is your house payment?” “Twelve hundred a month.” “How much do you owe on your house?” “One seventy-five.” “What do you think your house is worth?” “Two twenty-five.” “How many payments are you behind?” “Six.” “What are you going to do when I get you out of this situation?” “I don’t know.” See and they just keep bombarding with questions and they don’t even act like their even listening. Instead of saying “How much do you owe on your home?” “One seventy-five.” “One seventy-five, good for you.” “How much is your house worth?” “Two twenty-five.” “Two twenty-five, great you’ve got some equity.” “How many payments are you behind?” “Six.” “Six, six. Ouch. And how much is your monthly payment?” “ Twelve fifty.” “ Twelve fifty, that’s not too bad.” See what happens when you start repeating back what they say, they know you're listening, they want to stay in the conversation. This stuff right here, repeat, approve, and respond will put 30 percent more deals in your business. So if you're doing ten deals you’ll do 13 next year just if you start repeating, approving, and responding.
Now, approve. When you approve of what they say or what they do. They think you think they make good decisions. So when you say things like, “What can I do to help?” “ I already took care of it.” “Great, what have you done to solve your problem?” “ I hired an attorney.” “You hired an attorney, good for you.” Instead of “You hired an attorney, what did you do that for?” “You hired an attorney, good for you.” Now, they think, “Holy cow this person thinks I made a good decision.” Now they want to stay in the conversation. Do we all want to talk to people that are listening to us and think that we make good decisions. Yes we do. Because it builds up our self esteem and builds up our ego a little bit. So we’re like, “Holy cow, these people think I'm great. These people think I make good decisions. These people listen to what I have to say. I want to be around these people. In fact I want to work with this person.”