Don't Tell My Secret

By
Real Estate Agent with Realty One Group # S.0190863

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?

 

Comments (30)

Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400 yes, I remember the Go Gos. Shhh, don't tell anyone

May 06, 2021 06:21 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Bill Salvatore - YVP Blog then I suppose you would be immune if they tried to torture you with those.

May 06, 2021 06:22 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Kat Palmiotti in a fear culture where people instill their fears in others, we must realize that many buyers have been fed misinformation and have high anxiety levels because of that. The agent that is smart enough to find a way to lower those fears (like Brian did) will be the one increasing their business.

May 06, 2021 06:24 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Good morning Brian England yes, you and I know this stuff backwards and forwards, but first time buyers near their anxiety relieved

May 06, 2021 06:25 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

I have always tried to use mortgage loan officers who have excellent follow up practices and report follow up contacts to the agent.

May 06, 2021 08:14 AM
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Rocky- Ok...I liked Bobby Sherman!!! OK...we should get you on the Zoom program to teach us!!!!!

May 06, 2021 12:51 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Roy! I am with you. I find that it seems to be the buyers who have become more distant and anxious

May 06, 2021 02:04 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Kathy Streib We were going to schedule it once before, but it slipped through the cracks.

May 06, 2021 02:05 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Rocky I think your secret is out since you now have posted it on the Internet .... LOL

May 06, 2021 04:02 PM
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Rocky.

Your secret is just that, secret.  I promise I will not tell anyone about this, now where was I going with this, not a clue...

May 07, 2021 02:03 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there George Souto but nobody ever reads secrets on the Internet, right? After all, I see all sorts of agents posting drunken debauchery photos all over their social media - nobody ever sees those, right?

May 07, 2021 12:16 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey James Dray thank you for keeping my secret a secret

May 07, 2021 12:16 PM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Rocky:

OK, I won't tell.

But it's easy to see who is motivated and who is not when it comes to pre-approvals. Yes, the process can be a pain with the paperwork, but so often you can just upload documents, and when you work with the RIGHT lender, it should flow smoothly. No pre-approval? Forget about getting in to see houses in my area, and even if it's not needed for a showing you will NOT be competitive when you want to make an offer.

Jeff

May 07, 2021 06:47 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Rocky good for you, personally in this market I don't want buyers just give me sellers and you bring the buyers:)Endre

May 07, 2021 10:29 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Rocky. The old adage of keeping it simple stupid also works. Enjoy your day.

May 15, 2021 05:06 AM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Rocky Dickerson - Great Blog!  I have found that most buyers are overwhelmed with everything they need to do as well as the need to know.  I emphasize to them that I am going to walk them through the process slowly and have them ask questions.  This has worked well for me and more importantly, my clients.  The clients who think they know it all because they have bought and sold a couple of houses are the ones that always have the issues.  

May 15, 2021 10:20 AM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hey there Wayne! Yes, very much keep it simple stupid for me

May 15, 2021 01:45 PM
Rocky Dickerson
Realty One Group - Las Vegas, NV
Superior Service!

Hello there Sheri! Glad you enjoyed the post. Just trying to get better.

May 15, 2021 01:45 PM
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

Rocky Dickerson  Like those hypnotic eyes - Sometimes buyers really need to understand why they need all the information they are required to hand over. So I usually warn them and go over what they will need  

May 16, 2021 12:30 PM
Ed Silva
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Now is the hypnotist the one that has the dummy on his lap, or is that the magician?

I get so confused

May 16, 2021 05:18 PM