Explaining SS to NOD homeowner

[Caleb Whitney]

I market to the NOD list for my area and get calls from people asking me what my offer is to buy there house. They seem to be thinking in traditional terms about selling there home. They don't really know or understand what a SS is. How are you guys structuring your "script" on the phone with the homeowner?

[Jon Holdman]

I'm not really sure what's you're looking for. I assume you understand the short sale process. After you get some idea of what they owe, what the property is worth, and its clear a short sale is going to be needed, say "seems like you're in the situation of many people where you owe the lender more than your house is worth. Have you heard about short sales as a way to get the lender to accept what the house is worth?" Then proceed to explain what it is and answer their questions.