The Most Asked Frequently Question About Short Sales
Dec 17th, 2007 | By cboatright | Category: Short Sale News, Short Sale QuestionsI get about 230 emails a day to one of my inboxes. Some of those are spam, others are advertisements and many them come from my short sale students all across the United States.
Do you know the number one question that I continually get asked?
What is best way to present my offer to get the short sale accepted?
Do you know the answer? There isn’t one perfect way to present your offer in order to guarantee the lender will accept it. However, there is a WRONG and RIGHT way to present your offer in order to get the lender to consider even working with you.
You need to understand that loss mitigators are absurdly busy and only have time to deal with someone that will not waste all of theirs. A loss mitigator can tell the difference between an inexperienced, seminar wanna-be from a professional. Who do you think they would prefer to deal with? You got it… the professional.
They want bullet point type conversations and they don’t like to explain too much of anything to you.
How do you learn to speak “mitigationeze”?
Easy… you ask well thought out questions that lead to the desired result you need from them.
For example.
Mr. Loss Mitigator what is the most preferred way you wish to be contacted?
as apposed to…
Do you want me to call you tomorrow?
How about this one.
Mr. Loss Mitigator the new offer will be on your fax Monday in the morning between 8AM-9:30AM. Will you be in the office then or do you have a better time you wish me to send it to you?
as apposed to…
I’ve fax you the offer tomorrow. We can get together afterwards to discuss it.
These are subtle, but powerful differences that you can adopt in your negotiation practices. You want to cater to the loss mitigator’s desired way of doing business, but you ultimately are leading them by asking questions that will give the most desirable and direct results for your real estate short sale deal.
That’s it for now. I hope this helps.
Remember…be a servant,
Cory Boatright
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Excellent tips! I’ve noticed that mitigators will remember you if you know what and how to talk to theme the “their” language. Not to say they all speak the same language, but They can easily read the fakers from the real deal. I now outsource my short sales to a friend of mine and I’ve noticed even more of late that she’s a real “get to the point already” kinda person (guess that that NYC swag) and this is why she gets responses and acceptances so fast.
Quick but Very important for all to take in.
Cory, I am a newbie in this business. I am short on capital. Do you know of any private lenders or investors who would be willing to help jump start my business? I also am looking for a mentor to walk me thru the process. Please assist asap. Thanks, Mary
Cory, you offer some excellent advice on your blog!
I love your advice here. Very professional!
I think I’m about 30 of those daily emails. I’m a junkie and trying to cut the habit! But, but those are important emails! I took Cory’s advice and check my emails all at once so it appears to be a email shotgun blast all at once. I started this check only few times a day on my JOB phone years ago and it really works well (don’t know why I did not correlate this to email). Now, I only get sales calls (whom I never call back) and people wanting me to take surveys (whom I ask “Call me on Fridays, that is the best time to call me with all the time you need.” Which I’m rarely there on Fridays, he he).
This rearrangement of asking questions and leading people to the answer you want to receive also works well with homeowners. It is like the higher success rate of asking, “Do you want to meet Tuesday or Wednesday”, instead of asking, “When do you want to meet?”. The 1st invokes them to make a decision “set in stone”, whereas the 2nd allows them to dibble dabble and not sure on when to meet, only to cancel on you. You need to take control of the questions and steer them into the answer you want. Remember, it is YOUR time not theirs that you are trying to take control.
Hmm, does this mean when I talk to Cory in person at meetings that he is steering me? If it is steering toward success then I will obey. Sleepy for some reason.
Look into my eyes,
Ron
Hi Cory this is John w Reynolds Thank you very much , I am like you about the Email that i get ever day i spend a bout three hours a day trying to read all the E mail that is sent to me wanted me to buy seminar course on short sales . But you know what i got to where iam brun out trying read all the email but the thing i found out is ever time you send out a email to help your studnet is very good infom to read please send out more of it I myself really injoy it and cory will you tell me some thing i really want to buy all your course how long will you stay to help your studnet to make a deal after they buy your Course . I trying to save enought to pay for the hole thing at once even the web site to were you find deal you offer your studnet please email me at this email greasytire @yahoo .com and were have been senes xmas i have not see any more mail from you thank you for your help John w Reynolds