In today’s market, more and more people are losing their homes; this is plain fact.
The second one of your fellow Americans start to fall behind in their mortgage payments they begin to suffer greatly. They start to anguish mentally the second they know they cannot make the mortgage payment. They go through a plethora of emotions, and this builds up over the next couple months as they start to get phone calls from the bank with all kind of threats and predictions of what’s to come. It’s scary and terrifying.
Then all of a sudden a notice of default gets published, after they become late with their payments for about 90 days. This is where you, the investor, comes in. You begin to send out post cards, letters, phone calls and knock on their door.
Can you just imagine what they have been going through in the last 90 days?
They are going through one of most stressful times in their lives. So when you show up I’ll bet you $100 they are not happy campers. They have all this pent up anger and frustration that can be easily be directed at you. They see you as:
- a Thief
- a Liar
- a Jerk
So with all this hate and anger how on earth can you deflect it? How can you change their hearts and minds and bring them onto your side? How can you show them you care? Well my friends, it’s not going be easy but it can be done. Here are some of the things I incorporate in order to help bring people some ease to their problem, and show them a little sliver of light at the end of the tunnel.
The following are ways you as a real estate investor or regular Joe can convey you truly care and that you have a heart and not just dollar signs in your eyes.
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How Investors Should Talk to Homeowners Facing Foreclosure
- Listen – You’ve heard the saying, “God gave you 2 ears and 1 mouth. Use them proportionately.” Take the time to listen to their problem and let them tell you their story. Listen to what they have to say and pay attention. Engage in the story by asking questions to dig a little deeper where you feel they should elaborate a bit more. Nod your head from time to time to show you are listening and make eye contact periodically.
- Be Understanding – Like I stated before, they are feeling tremendous pressure. Be understanding if they are a little brash or rude at first. They are testing you to see what your true intentions are. They want to see if you really care about them or if you just want to flip their house for a fast buck. They want to feel like they will be taken care of by you.
- Keep your promises – They are already expecting you to be a liar and a shady sneak. They have a preconceived notion that you will tell them anything they want to hear just to get the sale done. Remember the old saying, “Under promise, over deliver!” By all means keep your promises whether big or small. Do what you say and that will show that you care, and that you are someone they can trust with the greatest problem they have ever faced.
- Respect – Respect the people you are sitting with, as you are helping them. If you say you will be there at 5:00 pm you better believe you should be there at 4:58pm. Respect their time. They have agreed to let you into their home. You will show that you care by respecting them and their time. Don’t park in their driveway. Call them by Mr. and Mrs. so and so and only call them by their first name when told to do so. Show respect in the little things. Use your good judgment.
- Mind your thoughts and body – It’s known that canines can sense fear. Sharks can detect a drop of blood from miles away. Eagles can spot a mouse while soaring high in the sky. Today’s breed of homeowners can sense when you are sincere or you are just smoke and mirrors. The second they shake your hand when you walk through the door is when their mind will trigger how they think of you. It’s the first impression that counts. Let that first impression be like a hot iron branding the hide of a cow; you are searing that first impression into their minds. Whatever you are thinking about will show on your face and will be heard in the inflections of the words you say. Your state of mind is stamped in all you say and do. Before you get out of your car you should be thinking about how you can care for them and how you can better their lives in their time of need. Get yourself in this frame of mind so that when you arrive, they will sense this emanating from you. Your words and body language will shout,” Guys I care and I am here to help”
Remember that when you truly care about people the money will come. This is true in all aspects of business and life. It’s plain and simple. Money will be an indicator of how well you are taking care of people. The holidays are upon us and many people will be hurting more than ever. We in the real estate industry should stop and think about the role we play in the betterment of society and the recovery of America. Tough times call for some tough people. Answer the call and help your fellow American.
Good luck in all you do America.