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Negotiating a foreclosure prevention, modification or credit corrections. You did not break a promise to a friend
Our vision is only limited by our perspective
Get your head in the game
Foreclosures, modifications and the negotiator in you. Foreclosure prevention and credit protection take a unified front and persistence.
Did you know that the only thing separating you from being able to negotiate anything like a foreclosure, modification or debt is you. You have all the skills and knowledge necessary, you just need the mindset and some tools.
Trouble shooting has always been my work. In one way or another I have always found myself right in the middle of controversy and trailblazing. The dotcom bomb was one and the foreclosure crisis was another. Although back a few, the bad faith insurance fiasco was another, and the most fun. What I have learned is that anyone can do what I do.
The strongest weapon the collections industry has is fear. That fear divides households and spouses. Overcome that fear and be a winner.
Don't let them intrude into your house
Negotiators don't own the book, your passion does.
I first wrote this for a bunch of newbie’s entering the field of negotiation mortgage modifications. The job was tedious and thankless. The newbie’s had to call mortgage companies or service providers provide the requisite data and hope to push the modification process along for a client.
As I went along it seemed better for individuals trying to navigate the process by themselves. The telephone game is one that will cripple the uninitiated. Being on hold for 20 minutes 4 times a week can break a good man.
Here is the definition of a really cool word: Guess the word;
1. to deceive or get the better of (someone) by trickery, flattery, or the like; humbug; hoodwink (often fol. by into): They bamboozled us into joining the club.
2. to perplex; mystify.
3. to practice trickery, deception, cozenage, or the like.
In our case it is not a negative thing. It really is not a verb but describes the NEGOTIATOR. There is a simple code that goes with this; Never: Lie, promise, act in anger, reveal secrets, or break any law. The rest is up to your imagination.
This tree was never taught limits, therefor it has none
If you think of your actual time, negotiating is worth it.
Time is your friend. If being on hold makes you frustrated, irritable or discontent, Recognize it and seize the opportunity to turn it into swords and shields. In f2f the wise negotiator always figures a way to pick the time and place. She always makes the other side wait. The other side must always know this and study the opponent’s choice of place, never be late, and always- always use the wait as a method for gaining control, by establishing that the wait was caused by the hosts incompetence in running their time.
P2p telephone is no different. If you are on hold, the only, and I mean the only wrong thing you can do is to let the hold time knock you off your game.
The hold time is prep time ---- Oh Gawd not homework!!! You say. Correct.
This is just a small sample; ask me about the “bouganvilla” the “Hospital” the “I worked for” “the cook” the “TV” “the Zipper”. Hold time is a time to get ready to talk about, your day and their day. You can be genuine and talk about real stuff, but the point is to be prepared to take the other side out of their space and into your space, real or contrived.
This one is called the “Great Conspiracy”
Here is the game.
The opponent is depressed, overworked, underpaid, and underappreciated. They sit in cubicles, a hundred or more across. They follow strict time and protocol guidelines. They have timed breaks. The only power they have is to deny you what you want. As far as their job goes,, it is 40 hours a week, no overtime so no extra cash. It is a dead end job that will not last more than 4 years. There are no incentives. They know they are ill trained. In very blunt terms their life sucks. The only focal point of any good feeling is in denying you. Get into that mindset --- but not for long – gees Louis is that depressing.
How do we use this to our advantage?
If you were your opponent what would you do in such a setting? Me, I am a survivor so I would do some combination of these escape tactics; Water cooler gossip, daydreaming, read an escape novel at every break, devise games on my computer, talk radio, sports pages, food, tidying my space, squeeze toys, headphone music – anything but anything to escape the overwhelming depression of my work. (uh oh is that sounding a little familiar?) Now you have to make that turn into, “you and the other end of the line against the world, because there is an unstated conspiracy that is just there to hold you two down”.
Bring light into your opponents world. What? you say. Yes make their day a little immediately better. Got to be fast. Got to give an immediate feel good. Got to be conscious and subconscious, subliminal and in your face all at once. Only one way to do that – only one. Be happy and give it away, at total expense to yourself. Got to be a rainbow, yellow brick road, shot of tequila, chorus hymn, loving embrace, homerun all rolled into “hi my name is Eric, thanks for talking to me today, I really need your help, I got this file and oh boy I have got to move it along” “but wait,, ah geez that is my daughter on the other line, I am sure she forgot her PB&J again” oh I am sorry file #------
Did I get the right place? Can you help me? Last 4 digits on social ------ Ooops I have got to switch screens on that address and middle intitial – do they make you guys go all over the place like this --- Authorization was sent and confirmed on 7/32.
I just began the bamboozle. I am tricking this person into thinking that my life is just as hectic, pressured and depressing as theirs. But in doing so I have created an opportunity for them to be my hero. I have opened a door where we can both enter and plot our revenge against the man. I have bridged a gap between our respective paymasters and have joined my opponents’ team in the us against the world conspiracy. Now I will give them the carrot on a string.
“I know, I know it is all kind of confusing, but if you could just………. You would be a hero and get me through the day”
Now at this preliminary stage of negotiation we are just setting the stage. Our request should be simple and easy. Put my file on top. Take the extra time to make sure my auth is clear to the next agent. Red Flag me. Just tell me the best time to call this call center. When do files get “batched”? Believe me these are huge things and if you do this in a positive manner the entry on the screen for the next inquiry will reflect you interaction.
Now back to the “bringing the good news”. Everything you are saying is showing something that is not positive. But you will be amazed at the power of your voice. You can go through everything above with a smile and cheering optimism in your tone. You can in fact infect them with a happiness that shoots through the line like a shot of touchy feely good. This is the essence of Charisma. We all have it. It is that thing that makes people want to be around us. Find it. Nurture it and use the ---- out of it. You are in it together and you are still positive and upbeat.
Try these small concepts to gain control of your day.
Hang up! No, I really mean it. Don’t get invested in your hold time. If the voice that picks up after a ten minute hold sounds wrong – just hang up and redial. That phone is yours baby, nobody can take that from you.
Start something fun. Something that gets done over a bunch of small moments of attention. Lists are fun – but not, to do, lists. Stuff you never have the time to write down.
Who the hell has time to read poetry? Well I do, while I am on hold. Who the hell has time to write thank you or thinking of you notes – me again. Who has time to organize that album or scrap book– yep, you do.