Words of
Winners!
I've been
in the business for little over eight years, and I've done almost 850
transactions. I'm very, very assertive. My specialty is communication--talking
to homeowners and talking to banks.
So let's
start with some embedded commands. Embedded commands are patterns of language
that bypass conscious reasoning and speak directly to the subconscious mind.
Embedded commands influence people at the subconscious level. This allows you
to direct people to take specific actions.
They will
also have specific thoughts and will generally do whatever it is you want them
to do. The subconscious is in a constant search for patterns. One command is
not a pattern. You have to bombard your customer with command after command
after command.
Your
brain is always analyzing what's going on around you. It's trying to find
similar things from your past and trying to line them up. The subconscious mind
has stored millions and millions of conversations with other human beings.
These conversations have become so routine, that the mind has virtually fallen
asleep.
Your
subconscious mind runs on auto pilot. It's accustomed to remembering or
responding to stuff day after day. Remember, the older you get, the more you
think, "auto pilot heard this before." When using embedded commands
correctly, you create unusual patterns of language that force the subconscious
mind to wake up and pay attention.
Well
what's the result? The subconscious has received a direct and specific command
that it feels compelled to act on. What does this mean to you? Let me explain.
When you
are in a normal, everyday conversation with investors, banks, and customers,
you can influence them to sell this house, sign the deed, sign the contract,
accept this offer, or whatever it is else you want them to do with absolutely
no resistance.
How is
there no resistance?
Remember
embedded commands bypass conscious reasoning and speak directly to the
subconscious level. Now, they simply begin to get it in their minds that they
should do whatever it is you want them to do. Embedded commands are one to four
word groups that order you to do something, and they make sense on their own.
Commands
are like time bombs. When you use a command, you don't instantly see a
reaction. When you say a command, you plant it in the subconscious mind, and it
begins to grow into an action. Commands only work in massive quantities.
Remember, the subconscious is looking for patterns. And one or two commands are
not a pattern.
Examples
of powerful embedded commands
Lets look
at a few of these sentences that I wrote down. The first thing I say to
homeowners when I get to their house is: "Usually my customers *do as I
say*. Shall we *begin*?" Now, what's funny is to see their reaction to
that. They always, 100% of the time say "Okay!" and start working
with you.
Now, as
you're walking from the front door, to the kitchen table, or into the living
room, in their minds they're thinking: "Did he just say I had to do what
he said?" It's very, very powerful language patterns.
Another
one: "If you don't practice this daily, you will bumble and stumble when
it comes time for your presentation. Don't you agree? If you don't (down-swing)
*practice this daily*, you will bumble and stumble when it comes time for your
presentation. (down swing) Don't you agree?"
Now, we
didn't say: (up-swing) "Don't you agree?" We said, (down-swing)
"Don't you agree?" We pulled down on the "agree." It sounds
more commanding. You're basically telling them what the answer is: "Yes,
you do agree." *Practice this daily* is the embedded command.
Let's
look at another one: "You should work with me, so I can help you get what
you want." *Work with me* is the command. Another one: "You must take
notes while I'm speaking. You will learn so much more. Shall we do that
now?" *Take notes* is the embedded command.
Another
one: "You can begin to relax now that you are here." *Relax* is the
embedded command. Another one: "You need to think deeply about what you're
saying." *Think deeply* is the embedded command.
And the
last one: "I don't know when you'll (pause) feel motivated. I don't know
when you'll (pause) feel motivated. (pause) You have to (pause) trust your
feelings (pause) and make that decision."
Now let's
put "begin" in there. Lets put a presupposition in there. "I
don't know when you'll "begin" to (pause) feel motivated. (pause) You
have to (pause) trust your feelings and (pause) make that decision."
Use
powerful language patterns and assumptions
Now, can
you see how much stronger these language patterns are than what you're using? A
lot of people, when they do short sales, call up the bank and say "Do you
do short sales?" Don't ever do that--ever. Here's how you handle it.
"Hi my name is Bob. I've done a short sale package on 123 Elm St
And
they'll pull up the file. "Where do I need to fax my short sale package,
so you can go ahead and get this approved?" Now, hear the assumptions in
there? "Where do I need to fax my short sale package?" It's not
"Do you do short sales?" Now, I'massuming their going to approve it.
Okay? Hear the language patterns here? This step, guys and gals, is so
incredibly important.
I have a
program called Secrets of Closing the Deal. It's an NLP program, and it's exactly
what we're talking about here. Let's look at another one: "Unless you feel
motivated, you'll never decide to work with me, which means you'll never get
out of your situation, and that's not what you want. Is it?"
Hear how
demanding that sounds and how assumptive that sounds? Let me tell you
something; analogical marking is four things, in embedded commands:
Pausing
before the embedded command
Going
louder on the embedded command
Down-swinging
on the embedded command
Pausing
after the embedded command
So let's
read it again: "Unless you *feel motivated*, you will never decide to
*work with me*, which means you'll never get out of your situation, and that's
not what you want. Is it?"
"Unless
you *(down-swing) feel motivated*, you'll never decide to *(down-swing) work
with me*, which means you'll *(down-swing) never* get out of your situation,
and that's not what you (down-swing) want. (down-swing) Is it?"
See how
much stronger that is? What I want you to do is get strong with your language
patterns, and get strong with how you talk to homeowners and banks and how you
talk to other investors. Remember, great sales people assume everything.
Perception is reality. If they think you have power, you do. If they think you're
an imposter, they're correct.
Do the
homework, get the edge
Start
writing down some of these embedded commands. Now, you know what's funny? Only
10% of you are going to do this. You know what? This is work. However, that 10%
will out-produce the other 90% guaranteed. Let me give you some embedded
commands.
Sign the
contract
Trust me
Accept
this offer
Work with
me
Sell this
house
Decide
now
Act now
Do what I
say
Do as I
say
Feel
motivated
Get
excited
Take
action
Agree
with me
Convince
yourself
Believe
me
Extend
the agreement
Come to
my office
Sign this
now
Listen to
me
Accept
less
Take
notes
There are
all kinds of them. Now, write these sentences down that you've created. Get
them down to where you know exactly how to say them. When you figure out
exactly how to say them, you can figure out how your customer is reacting to
them.
I want
you to say those sentences fifty times a day as fast as you can. When the
customer says something, you know how to react to it. When the homeowner says,
"You know what? Why should I deed my house to you?" Bam! You have the
answer for it. You have something so much stronger in your arsenal. I hope you
have learned something.
For any
questions, please comment below. For investment services, leave a message at
314-246-9484 or you can email at dhibb99@gmail.com
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