Tom:
Okay. Okay. I thought this was your presentation, the questions. I was like, “Wait a minute. I can't cite that ten minute call and then ask, you know.”
Bill Twiffer:
No, not at all.
Tom:
Okay.
Bill Twiffer:
And then you know, it's start up right now, because they’ll cut all this out right?
Tom:
Yeah. Yeah, absolutely. Okay. Yeah, it just kind of threw me off. I'm like, “Wait.” It's a ten minute call, you know what I'm saying?
Bill Twiffer:
Okay. Well, watch this. Why don’t you let me go into my -
Tom:
What do you want me to do to start off with?
Bill Twiffer:
- go into my presentation right now. Let's do this. Let's go ahead and you say, “You know, Bill, I hear how you're saying all this stuff. Is this stuff scripted?” And that will cue me right into my presentation.
Tom:
Okay. Cool, cool. You see my point of view. I was like -
Bill Twiffer:
Oh yeah, I know. I totally understand. See, all the calls I do, even when I do to onsite. It's like, “Does anybody say anything on your calls?” I said, “Well, honestly they introduce me. They ask me a few questions. How I got started and I take over and go for an hour and fifteen minutes and go through my whole presentation. Once in a while they but in and say a couple of things, but that’s it.
Tom:
Okay. Cool. Okay. Okay. Okay. I got that. I just thought that you wanted me to ask you questions and then I was going to go away.
Bill Twiffer:
And here’s the thing. You but in to ask me a question, it's not going to throw me off at all, because everything is memorized.
Tom:
Okay. Cool. So I’ll say, “You know, Bill” what should I say now?
Bill Twiffer:
Well, let's go. We’ll do a count down, but what we’ll do is you just say you know all that stuff you said. It kind of sounds like you’ve had that memorized. Okay. All that stuff you just said here about talking to the bank and talking to the homeowner, it really sounds polished and sounds memorized.” Then I’ll go right into scripts. Okay. “Everything you just said there, Bill, sounds like it was a little bit polished and memorized.”
Tom:
Okay, great. Okay. We’ll do a count down. Okay, ready. One, two, three. You know, Bill, everything you just said there, it sounds a little bit polished and a little bit memorized.
Bill Twiffer:
But, you know it is. And you know the thing is, Tom, what’s so critical about this real estate business is scripts. Learning what to say and how to say it and how to present it to homeowners and banks. See the thing is, the more scripted you sound, Tom, the worse the results are going to be. The more scripted you sound, the worse your results are going to be. The reason I say that, let me say one of those back again. Let's talk - let's just say we’re talking to homeowners and I go up to the homeowner and I say, “Hello, my name is, Bill. I was at the courthouse the other day. I noticed your lender publicly posted your home for sale.” Can you hear how that sounds choppy? It doesn’t sound polished. But see, I sound scripted when I do that, don’t I?
Tom:
Yep.