Tom:
You know, Bill, I see new investors that go out, they take all these seminars and spend all this money on all these courses. You just hit the nail on the head they don’t know how to negotiate with sellers.
Bill Twiffer:
No, they don’t. And then you know what happens? They buy the one short sale course. And they go out and they try to do three or four short sales and they don’t get them approved. And they go, “Well, that stuff doesn’t work. Why did I buy Dejuan’s course, that doesn’t work.” So they go buy Ron Legrant’s pretty house course. They go get that course. They try to work four or five deals. They go, “That one didn’t work.” Then they go get Lou Brown’s course. “That one didn’t work.” They find out that things is not working the common denominator is them.
Tom:
Yep.
Bill Twiffer:
It's their communication skills. So the 500 percent is people that come to my live boot camps and make 500 percent more than people that don’t. It’s just a proven fact. Everybody that comes to my NOP boot camp, it's called Negotiate Like a Pro, the NOP boot camp everybody comes back two and three and four times. Because the first time they're like, “This was just a blur for three days. Man I can't believe how much my mind took in in three days.” The sentences they write. The standing up and reading their sentences. And then they have to stand up and do downswings. They have to do a lot of role playing. But I tell you what, you come out of there after three days, talking the homeowners you don’t know is not a problem. Because your like, “Talking to people I don’t know. That’s not a big deal. I've been doing that for three days. Talking to people I don’t know.” Because we try to get you out of your box. Three hundred and fifty percent. That number means, people that come to a live boot camps, just like a regular short sale boot camp or a wholesale boot camp. They just come to a live boot camp, they make 350 percent more than people that don’t. Now if you're flying on that 747, do you want that pilot, do you want him to take some live seminars? Do you want to take some live simulation classes. You want him flying live with a pilot that’s done it before? Or do you want to just get on there with him and hope something happens that’s good. You want him to be trained just like the homeowners want you to be trained to get them out of their situation. But most of you think training is learning how to structure the deal. Well, learning how to structure the deal is 50 percent of the deal. The other 50 percent is how you're going to negotiate the deal with the homeowner and then ultimately how are you going to negotiate it with the bank? I tell people all the time in our short sale boot camps, doing the short sale, putting the package together is only 20 percent of the short sale. I don’t care how good your package is, how bad your package is if you can communicate and negotiate very effectively, you don’t have to put that good of a package together. So, putting a package together is only 20 percent of the short sale. The other 80 percent is negotiating with the bank. I ask people all the time, “How many people think O. J. Simpson is guilty?” Almost every hand in the audience goes up. Now, why did he get off. He had better attorneys that built a better case then the other attorneys did. Then the other attorneys did. Now, if you were being on trial for murder, would you want Johnny Cochran and F. Lee Bailey and Robert Shapiro to be your attorneys or would you rather have Marsha Clark? Everybody would rather have the dream team. Because they're better presenters. They're better communicators. They get people to believe what they say to be true and to believe it to be the reality. And that’s what it is in this business. You need to be those kind of people.