I was lucky enough to be "brought on board" this past Summer by a professional short-sale company. I was made their Treasure Coast Realtor-to handle all the leads that they received inquiring about short-sales, in a certain geographical area. There were many on-line training sessions to be listened to regarding "how to proceed and capture the short-sale lead". Much of the information taught has been useful, but I have found that the "idea" they try to teach..that you'll be "in and out"-meaning..list the property,get the property sold, and in the middle "Don't get too personally involved".. is a grand idea, in theory, but does not happen that way.
If anything..the short-sale clients need much more compassion,attention, and reassurance. Instead of the happy,excited sellers that are the norm in a "regular" listing..these families are "mourning" a loss. The loss of their dream of a home with all the things that go along with it. When you go to look at their home for your first sit-down appointment, it doesn't help to mention how beautiful their home is,or how much work it looks like they've done..it only rubs salt in the wound, and reminds them of what they have to leave behind.
There is no way to keep from getting too personal, when you ask them to write a Hardship letter to the bank, and they want you to read it first to let them know it is ok. I can't share with you the heart-wrenching stories I've read, but each is more touching than the one before.
It makes me very thankful to be one of the lucky ones..I'm able to go to bed at night in a safe,warm ,beautiful bed, and not worry about where I and my family might be living in a month or two.
It has forced me to see the other side of the coin,on a daily basis..up close and personal. The eyes I look into, are the eyes of all of us. Our mothers,dads, sisters and brothers. Not at all "Impersonal!"
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