How to Reveal Sensitive Information WITHOUT Asking a Question

How do you get homeowners during a sales appointment to reveal sensitive information that would be entirely inappropriate to ask them about? It's a technique that I learned by the FBI and I'm gonna teach it to you right now. So let's say for example, a homeowner gives you an objection. I wanna wait until I get my tax refund.

Now, you and I both know that it would be wildly inappropriate to say, well, how much is your tax refund? Because that's invasive and it's pushy. But what we can do is use assumptive statements and I'll give you an example. Oh, I'm so glad you're getting a monster tax refund. That's gonna help out a bunch.

And when I say a Monster tax refund, it implies that it's really big and one of two things will happen. Number one, the homeowner's gonna validate you and say, yeah, I'm so glad it's coming in. It's really gonna make a big difference. Or they're gonna say something like, oh, I wish it was monstrous. It's only 300 bucks.

Either way, you'll either validate or they will self-correct. And if they do validate, you can even go further and say, my buddy's getting three grand. And they'll say, oh, I'm getting four. Works like a charm.

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