Tom:
Yeah, it makes a lot of sense.

Bill Twiffer:
It does. Now, see, that’s what so critical in communication. People, and I speak all over the country, and I sell really well, because a lot of people like what I have to say, but there's always half of the group that thinks, “I don’t need this stuff. I'm doing five bills a year. I'm making $35,000 a year. I don’t need this stuff.” But the see the problem with those kinds of people is their ego is bigger than their income. If they would get their ego out of the way they could make $300,000 a year. I know there's not a person on this call tonight, that doesn’t want to make $300,000 a year working about 20 hours a week. What do you think, Tom?

Tom:
I think you're right.

Bill Twiffer:
So, all you have to do is learn how to communicate. Like I said earlier, I don’t care if you're doing short sales, wholesaling, subject tos, lease options. I don’t care what kind of business you're in. Even if you're not in the real estate business it all boils down to your communications skills and you're presentation skill. You're presentation skill is so important and once you learn what to say and how to say it and you get a polished presentation, your income is just going to go nuts. Because people are going to want to work with you because they have confidence in you. If homeowners don’t have any confidence in working with you, Tom. Do you think they’ll work with you?

Tom:
I don’t think they will, not at all.

Bill Twiffer:
No, not at all. And neither will banks. So when you call a bank up and say, “Uh, Hi, um, this is Bill. Um, do - do you do short sales?” They’re going to say, “No.” And they're going to hang up because they don’t have time to teach you the short sale process. Like I said, they have 3 to 5 hundred files on their desks. They don’t have time. They want to work with people that will get these things of their desk. I know everybody in this call has had a busy day before. When you have a busy day, what happens on those busy days? People that waste your time show up. And all you want to do is getting rid of them. Do, say something, get rid of them. Get out of my face. Get away from me. I've got so much to do today, I don’t have time for you. You are a time waster.

Tom:
Sure a lot of people on the call can relate to that, Bill.

Bill Twiffer:
I'm sorry.

Tom:
I'm sure a lot of people on the call can relate to that.

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, Tom?