Set A Tone Of Collaboration

Set A Tone Of Collaboration

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Before every single call, remind yourself of your intention to set a tone of collaboration. It is too easy to jump right into a conversation, where it becomes a simple mechanical exchange of information. Of the hundreds of calls that a lenders representative takes in a week, there are not many that stand out, and these files are simply treated as one of many faceless files on their computer. Files stand out when youve established a deeper connection with the lenders representative, positive or negative.

Obviously, the negative calls stand out because voices are raised, tempers flare, accusations are made, and demands to speak to management are made. Not only does the bank representative remember this experience, they are likely to take things personally, and also less motivated to help you.

Set the tone of collaboration whether the issue is minor or one that can kill the deal. The goal is to gain some measure of cooperation from the lenders representative, and the best way to do that is to specifically let them know of your intention and willingness to help them fulfill their responsibilities. Here are some of the phrases that have proven to be effective:

How Are You? Thank you for taking the time to help me out today.

The initial part of every call is crucial. Instead of just giving your name and the loan number, this is the first opportunity to create a positive relationship with the lenders representative. How are you, (name of person) allows you to connect with them by using their name. Saying Thank you acknowledges the value of their time and effort, even though it is their job to field your calls. These two simple acknowledgements represent the building blocks of trust and collaboration.

What else can I do to help you process the file?

The lenders representatives field questions all day, with requests (and even demands) that they do something for the caller. This one-way relationship is extremely tiring, both physically and mentally. Set yourself apart from this set of calls, and remind the lender representative that you are interested in helping them meet their goals and objectives. Your willingness to collaborate will be recognized, and it is much easier to make progress when both sides recognize a win-win result with each and every phone call.

Given this problem, what would you advise me to do? Who else do you recommend that I speak with? What alternatives should I explore?

Sometimes, there are times when a file gets stuck, and it is beyond the capability of the lenders representative to do anything else beyond it. Those who are inexperienced, may respond by criticizing the lender or the individual representative with the file not making any further progress or even worse, the file being closed. Maintain the air of collaboration, and continue to show that you value their time and commitment. If the individual representative has established a connection with you, they will be willing to connect you with other people or resources that can help you solve the problem at hand.

Look out for our future blogs/articles from our Short Sale Leadership Series content.

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About the Author:
To learn more about how to qualify the best candidate for your short sale transaction visit whbsolutions.com. The number one factor in becoming successful in short sale secrets, Short Sale Success and Short Sales is to learn how to pre-qualify your deal which includes finding the right buyer.



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