Tom:
I agree 100 percent.

Bill Twiffer:
Yeah, people want out of their situation. What homeowners are doing in foreclosure is they're just waiting for somebody strong to come along and help them out. That’s all they're doing.

Let's look at another one. “In less you feel motivated you’ll never decide to work with me. Which means we’ll never get you out of this situation and that’s not what you want is it?” You hear how we’re asking that, Tom?

Tom:
Yeah, I see the difference.

Bill Twiffer:
And that’s not what you want is it? This is a great call, don’t you agree?

Tom:
I agree 100 percent.

Bill Twiffer:
See, and I just used it right there. So you use it everywhere you go. When you start using these kinds of language, you find out people do what you want them to do.

Look at another one here. Well, let's not do another one, let's jump to something else. Let me give you something else to listen to. Downswings, write this down. Downswings and upswings. This is critical stuff. Real critical stuff, here. Downswings and upswings. When you upswing on your words, and let me give an example. I’ll give it to you with upswings first then with downswings. You’ll hear how much powerful it is with the downswing. “If you don’t practice this daily, you’ll bumble and stumble when it comes time for your presentation, don’t you agree?” You hear how I'm asking that, Tom?

Tom:
Yes.

Bill Twiffer:
I'm upswinging as I'm asking you. Now listen to the difference when I downswing. “If you don’t practice this daily, you will bumble and stumble when it comes time for our presentation, don’t you agree?”

Tom:
One hundred percent.

Bill Twiffer:
Now you see how much stronger that sounds? Now when you upswing on your words, write this down folks, it's sounds like you have no authority. It's sounds like you have no authority. When you upswing on your words. You also sound like you have no confidence. Sounds like you have no confidence when you upswing. You sound insecure. You sound insincere. And you sound as if you are weak when you upswing on your words. Don’t you agree.

Tom:
One hundred percent.

Bill Twiffer:
Did you hear that? Don’t you agree?

Tom:
Yeah, I hear the difference.

Bill Twiffer:
Yeah, big difference. Now listen here, when we downswing the opposite happens. Write this down folks, the opposite happens. You sound confident. You sound in control. You sound commanding. You sound serious and when you downswing it commands your customer to make a decision. It commands your customer to make a decision. So when you hear Donald Trump speak, do you hear him say, “You're fired.” No, he says, “Your fired.” You don’t hear him say, “Meet me in the board room in ten minutes, okay.” He says, “Be in the board room in ten minutes.” There's no ifs, ands, or buts. You know when he's talking you better be listening. Because he’s the guy in charge of all his conversation. That’s just the way he is.

Now let me give an example, “Most people in your situation find out that when they trust me and do as I say, they achieve maximum profits, and that’s what you want, isn’t it? Great, let's get started.” Now I'm going to say that with upswings. And you’ll hear how much weaker it sounds and how I'm just really asking, I'm really shy and gosh I don’t know. Please don’t be mean to me because I'm trying to be nice. I'm trying to help you out. That’s the kind of attitude I'm taking. The kind of mind set I'm taking. “Most people in your situation find out that when they trust me and do as I say, they achieve maximum profits, and that’s what you want, isn’t it? Great, let's get started.” Hear how weak that sounds, Tom?