Helping you save your credit and avoid foreclosure

One of the easiest ways to take control of a negotiation is to ask questions.  A lot of people believe that the person that is talking is the one in charge...actually, the person that is guiding the one that is talking is in control of the situation.

One of the truisms of people is that they want to tell their story to someone that is interested in hearing it.  You can take control of any situation by establishing rapport, and then asking those quesitons that allow a person to look good.

I usually lead off by introducing myself, telling them that I am a real estate investor and I help people in financial difficulty save their credit, and I have helped other people in the past.  I don't know if I can, but if I can, could I possibly see if I can help.  (Notice that I didn't say the word "foreclosure".)

I then ask if I can ask a question? 

This is the sticking point.  If I ask it sincerely, most people will say "yes".  If I ask it arrogantly, most people will say "no".  I usually try to be sincere.

I ask a direct, open ended question to allow the person to vent.  "Can you tell me a little bit about your situation?"  (Note:  If I don't qualify myself first as a resource to them, looking to help with THEIR situation, they won't tell me if the sun is shining.)

As they start with their magnum opus of explanations, rationalizations, and justifications, I have to make sure that I don't take a mental vacation.  I am listening to the speaker and doing intensive listening.  I want to guide the conversation to the topics that I want them to cover, not to let them ramble on.

When I interrupt them to ask them a question, I do not do so arrogantly, cutting them off, instead I am seeking clarification to understand them better.  I then ask questions to lead them towards a better understanding of their problem.