Develop Trust With Your Short Sale Client
Seems almost too simple. Want to be taken seriously by your Short Sale client or customer? Be honest about their situation and tell the trust and nothing but the truth. The homeowners have been beat up by the collections departments; do them a favor and be straight with them.This article will deal with the trust issue and how to develop the trust needed to successfully complete a Short Sale.
Steps
- Keep in mind that these homeowners have been verbally and psychologically beat about the head and shoulders by the banks/lenders collections departments for the past few months, you will see why they do not trust many people.
- Explain to them that the bank/mortgage company that just spent three plus months dumping on them are now ready to help them. Their thought is: “Sure they are!” They have a right to be more than just a little skeptical.
- Understand that many of the property owners are being contacted by investors, attorneys, and other vermin looking to take advantage of their misfortune. The property owners BS detectors are on and ready to spot anyone not being square with them. Many are looking for answers from people who may not have many.
- Be honest when answering questions about the process. This is not a time to be telling anything but the truth, that will kill your chances for ever developing a working relationship with you client or customer.
- Have a policy of full disclosure for everything you say or write. Give the honest and straight answer, even if it is not in your best interest.
- The “full disclosure” practice makes it easy for you to do all you can honestly and accurately for your clients. If you get asked a question that stumps you, just admit you don’t know it all, but you have the ability to get an answer for them.
- Don’t sugarcoat the reality and don’t tell them anything but the truth.
Tips
- You want to build trust with a client or customer? It’s simple be honest and tell the truth no matter how much it hurts. People in the middle of a foreclosure have been through enough stress; don’t give them a reason for more.
- The good news is that many banks and mortgage companies are trying to get the Loss Mitigation departments involved earlier in the process. That’s a good thing. As of late, the banks are being much more pro-active than say even a year ago. It’s no secret that these banks are being swamped with foreclosures that are occurring at a record pace.
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