Tom:
Yep.
Bill Twiffer:
Their mad at you because you're at their door. You have to be mad at you, too, because you're there. Then they think, “Holy cow, this guys on my side. He’s mad at himself, too.” They don’t think of it that way, but that’s the way they perceive it. So when somebody’s mad, you want to be mad with them. When somebody’s happy, you want to be happy with them. A lot of people think when you talk to somebody that’s irate and mad, you want to be nicey nice to them. That doesn’t work. They will eat your lunch. They’ll eat your lunch, because when you're in a bad mood do you want to be around happy people? No, you want to smack them. You don’t want to be around happy people when you're in a bad mood. So when homeowners are in a bad mood, you want to be in a bad mood with them. “I can't believe you came and knocked on my door.” “I know, it just drives me nuts. You’ve probably had other people today do that, haven’t you?” “ Well, yes I have.” And then they start toning things down and they start thinking, “Holy cow, this guy's like me. He’s mad at the world, too. I don’t like him. He's doesn’t like him.” That’s generally the way communication works.
Now, you know when I was a real estate agent with Coldwell Banker, I was a, you know, I listed properties is what I did. And I sold 574 homes in four years that I was a real estate agent. Now, that’s a lot of homes.
Tom:
Yeah, that’s a lot.
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. “Tom, 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, Tom, 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.”
Tom:
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, Tom?