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The greatest negotiating tool you will ever need in your life is. My main thing is I never try and have a predetermined outlook on a phone call, right? I always am trying to do. I always want to set the table, I want to invite people to have the conversation, I then get way more out of them. And I let them talk. I the students that have watched me make phone calls are just like paces. So Ultra patient and listening to these people.
The reason being is because I’m doing something different. I’m not trying to talk, I’m trying to listen. Because as I listen, I am obtaining bullets. And I always look at myself as a sniper. Because in the future when I get back on the phone with this guy, am I going to machine gun him with solutions? Am I going to machine gun him with a bunch of stuff? Or am I going to pull one little bullet off of this notepad and I’m going to try and solve that one thing by shooting one bullet. So I’m a sniper.
I always consider myself a sniper. And in this phone call, I wanted to obtain as many bullets as I possibly could. And then I also wanted to understand the timeline associated with this guy. Right now. Would we say this guy’s an ostrich with his head in the sand? Yeah, he’s in denial. He’s 30 days away from losing his home. Yeah. And he’s like, No, I’m not going to do this. And no, I’m gonna do that. I’m gonna file bankruptcy. I declare bankruptcy, blah, blah, blah, okay, great. You’re in denial, homeboy.
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You have not been paying your bills. You have not fulfilled your obligation to the bank. And you’re 30 days away from getting foreclosed on happens to a lot of people but you’re still in such denial. Now, third thing I want you guys to remember is this a man convinced against his will is of the same opinion still, I think I got it. But just in case told me the whole thing again, I wasn’t listening. A man convinced against his will is of the same opinion still. So am I trying to like reframe this guy’s bot process?
No. Fourth thing I want you to remember is the greatest negotiating tool you will ever need in your life is a clock time The suspense is killing me time will change everything in this guy situation in two weeks when he only has two weeks left to go. Do you think we’re gonna be having this super confident conversation with Mr. No, he’s gonna be stressed and if he hasn’t figured it out by then, right. So what you’ll want to do this is why I always push it. I push it down the road. I push it down the road if he was gonna solve this problem with anybody else you would have already done