I am going to tell you a secret. You can’t tell anyone that I told you. I don’t care if they strap you down and make you listen to Bobby Sherman records, you can’t tell anyone that I told you.
You see, I was talking to my lender today and because none of the buyers I had sent to him had even done the prequal process yet. I asked what I might do to get a better response from my buyers in completing his process. The lender didn’t know the answer. But he told me that Brian in my office was the BEST with the percentage of total buyers that completed all the paperwork in a timely manner. So I called Brian to find out what he does.
All Brian said is that he dumbs it down. He tells the buyers which documents they will need. How they will need to show proof of income and credit. And then he asks when is a good time for the lender to reach out to you. Then after he has gone all through that, in the same conversation, he covers all those points again. No big secret, right?
Well, here is the deal. I was trained as a master hypnotist. I have even done a stage show and trained other folks how to hypnotize people. If you ever watch a stage show of a hypnotist, here is what you will see: The hypnotist will tell the subject exactly what will happen and how they will respond. With tonality and powerful adjectives, they will paint quite the clear picture. Then, they will direct the subject to do something else (like take a deep breath and let it out) and the hypnotist tells the subject that they are doing very well. Then the hypnotist will do that process a complete second time. They will describe what will happen, they will then direct to a simple action like taking a deep breath and then they will compliment the subject on how well they are doing. Finally, they do to the subject what they said they would do and the subject complies completely.
So here I was, the man certified as a master hypnotist completely forgetting the tools of NLP. Now when I am setting up the call for the lender, I will use these tools much more.
And sometime (I know I said this before, but I really will) I will teach you in a Tuesday call how to use NLP in your business to increase your effectiveness.
Now don’t tell anyone my secret, okay?