MAKE SURE YOU TELL THEM THE TRUTH and EXPLAIN what you are going to do for them several times until they have a clear understanding of the process.
Homeowners are generally embarrassed about the whole situation and may not always want to share the whole story with you, so do your due diligence before you meet with them. If they are already in pre-foreclosure they usually have been bombarded with solicitations from many sources including Attorneys, Mortgage Brokers, Realtors and Investors so they are cautious about their next move, especially if they have been stung by someone else that promised them the world and didn't perform.
It is your job to tell them the TRUTH about the whole situation. Be educated enough to explain the foreclosure process to them and build up a trust with them. If you know what you are talking about and give them the truth no matter how ugly it is, they will respect you more and will be easier to work with.
In the current market most homeowners are very aware that they ultimately paid too much for a property.
You are all aware that referrals are a most effective way of insuring continued business. By showing homeowners that you are competent and have their interests at heart you will be inundated with referrals.
Homeowners are looking for answers to their problems. You may not have all the answers for them but you can reassure them that you will do all in your power to get a positive result for them. They are looking for a professional and an expert, so you need to make sure that you are both.
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