'Seems like it's almost an everyday thing nowadays to see one news spot or another that shows an anxious homeowner talking about the distress of the current market. Many of these spots include sound bites of the homeowner sharing testimonials about the confusion he/she experienced when they originally signed loan docs... 'seems many didn't understand the details back then.
Fast forward to today, after the rates have adjusted, the higher monthly payments have come home to roost and the prospect of a foreclosure hovering on the horizon, it's not too far a stretch to imagine there being homeowners today who are similarly confused -- and fearful -- of the consequences of decisions to be made when missed payments start cropping up. Not surprisingly, there's a lot of anxiety with many homeowners looking for someone to guide them through various options. One challenge for agents is to be able to explain that process with an even mix of practicality and compassion.
I recently had the pleasure of helping bring a short sale bootcamp conducted in California from the classroom to the web. (www.CertifiedShortSalePro.com) It was refreshing to see the instructor, Jacob Swodeck, conduct the seminar from a compassionate viewpoint and the need to address the anxieties experienced by homeowners who are under the threat of foreclosure.
|It really brought home the point that, while there's definitely a logical process, technical finesse
and mathematical awareness that's involved (all which Jacob addresses in his
seminar), we can't lose sight of the fact that first, and foremost, there are people in the details.
What do you think? Should the approach be "tough love" or velvet gloves?