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This is great information that you can utilize and use in today's Rua State market. So today we're going to talk about talking to a homeowner

when they are in the embarrassment mode. When they're embarrassed, you go to their door, you're using your script, you're talking to them, you've got to realize now

homeowners that are behind in payments, homeowners that are going through divorce, homeowners are in bankruptcy,

homeowners that are losing their property maybe just because they're behind two or three payments or they're in for closure.

They're six or eight payments behind and they're losing their property. You've got to remember there's some embarrassment with that.

They're going to go through the different modes of emotions. They're going to start out in denial and they're going to go to anger.

Then they're going to end up going to do a fearful mode or an embarrassment mode or they're going to go into an acceptance mode or depression.

There's all different types of modes that they go in. So an embarrassment mode, what I want you guys to do is you have to learn how to realize what these modes are

and also you have to realize how to deal with those modes. So when you're out there speaking and talking to a homeowner face to face or even over the telephone, when you're talking to a homeowner, you have to be listing to what they're saying.

That's why it's important guys and gals to know what to say because in communication, we always talk about communication in a hundred percent of communication.

Words are seven percent. Body language, think about this for a second. Body language is fifty-five percent. Tonalities is thirty-eight percent.

So when you start looking at seven percent in communication is words, we'll build why are you even talking to me about learning what to say?

If that is only seven percent of communication because I'm telling you guys and gals, when you start talking to homeowners, you start working in any type of a sales business.

When you memorize what you need to say, you don't have to think about what to say. So now what happens ultimately, you can listen to what your customer is saying back to you.

So you don't have to think, oh, what do I need to say next? Oh my gosh, hope they don't say that because if they do, I won't know what to say. And then boom, they ask you that and you go, oh, no, what do I do now? They just ask me that question. I don't have an answer for that. That's what I was hoping wasn't going to happen.

So see, you have to learn how to know exactly what to say, to memorize internalize and rehearse your scripts. So you know what to say in all circumstances.

So once you memorize it seven percent, that's an autopilot. Now you can focus on the other 93 percent of communication which is body language and tonality from your customer.

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