I'm sure there was a learning curve for the doc . . . :-)  But, this is a great post about being factual, and not personal in the matter.  I'm glad to you're taking that course.  I hear it's pretty good.  We have a few  CDPE's in our area, and I LOVE to see them disclose this in their listings.  Breath a sigh of relief on showing the short sale to my clients!

Catchy title! But some good questions to ask. The doctor has no trouble asking the things he does. Neither should we. If our clients want us to help, we need to know all the relevant information. Even if asking it is a little uncomfortable.

A new agent once commented to me, when I was teaching them how to compute ratios, "I could never ask anyone who much money they make". 

All I could say was, "You'll learn". 

Learn she did.

We just don't portray that level of professionalism in this business Phil.  Many do, but that isn't enough to conquer our customers fears and put them at ease in our presence.

Hi Phil, I have let homeowners know up front that I will be asking them personal questions. I have found that most were fine and not uncomfortable. Sometimes I am but we have to in order to help them.

Phil, We had a seller hide from us once just how much trouble they were in.  Got them under contract quickly, THEN found out.  Fortunately they had plenty of equity, just behind on payments, so it all ended well.  We learned from that experience to put every listing's address in the foreclosure database to check for proceedings.  Hasn't come up again!

So true.  Oh, and you are so right - Mark Boyland is an EXCELLENT presenter.

I always start off by telling them that if they are prepared to go down this path, they will no longer have secrets from me. And yes, I learn to be better with each client. And what I found out is that when they sincerely want your help, by that time, they have no shame.

No dout about it Phil. You have to ask the tough questions when interviewing a distressed home owner!

Phil - Excellent example. You need to be able to ask the tough questions, because you need to know the answers in order to assist them. If you can't, then you shouldn't be there in the first place.

I'm always amazed when I read a blog post by an agent who "lost a contract" because the buyer didn't qualify.  It is often revealed that they knew nothing about the buyer. 

It is always easier to do the tough things up front, rather than at the end when your time and energy have already been expended.  It is really analogous to raising a child, better to be firm initially and then ease up when appropriate, rather than go easy early on and then have to fight the rest of the way through.

I agree with Lenn as well, "Know thy Clients"

I've gotten so used to asking these questions that it's second nature.  Of course, having compassion (the equivalent of a good bedside manner) helps immensely when probing for these answers.

I love the title of this one - really draws you in.  And, it is so important for all clients to disclose & share information so we can give them the best representation possible.

Hi Phil - AN associate wrote to me last night and asked me what CDPE stood for...  I replied Certified DItzy princess Expert...    He said that he latest designation was AARP....   Best, Gay

This analogy was perfect.  Those question will make any one squirm but answers are necessary in order to arrive at a solution.

Love your analogy, although I’ve never had a doctor ask me to take off my clothes. Doctors out here don’t do mundane tasks like that. It’s always the doctor’s assistant. J

If you aren't comfortable asking those questions of your sellers, you better start practicing until you are!

Philip working with distressed sellers just takes our "seemingly" invasiveness to another level.  Hopefully we've had good practice all along.