Successful “cash for keys” completed! Obviously the property was broom clean condition with all debris and trashes removed. The exchange occurred within 3 weeks of the initial assignment.
My first contact with the owner was not encouraging. He was really frustrated, not talkative and let me know that “Smith & Wesson” were his friends as the result of many solicitations from other agent for short sale and other related program. I did not give up and made sure he understood to have a better deal than worst situation with Lawyer and Sheriff’s eviction.
It was raining solid on my second attempt. He granted me 4 minutes to talk and made sure to remain outside. It gave me enough time to explain him the situation and also be sure he understands that “I am his friend and after all, I am here to help him!”
I have learnt this concept from two different experiences. One was when I was doing property management in France and some properties were subject to a 1948 Law which was implemented for habitat rehabilitation after World War 2. It can be translated by the “Rent Control” worst case scenario. Regardless the law, I was meeting with frustrated tenants to “help them” and maintained a good communication. This concept opened a lot of doors to me.
Second experience was as Airline pilot prior the 2001 tragedy. I studied “human factors in flight” concepts and issues coming as safety with hijacking situation. Passengers used the “Stockholm Syndrome” concept. This was coming after a notable incident in Sweden where bank hostages started to show a positive feeling of compassion toward the bad guys and a negative feeling toward the authorities. It resulted the bad guys reciprocated a positive feeling toward their hostages. Efficient as it is simple!
How does it affect me and my “client”? Well, since he was showing some frustration which could lead to unexpected behavior and complication, it was necessary to let him know some compassion and that it is a difficult time for all of us, I was recently in a similar situation so I knew the feelings.
Our conversation was extended from 4 minutes to 45 minutes as soon as I have conveyed my sympathy. He was already showing some cooperation. It was raining more and it was time to escape politely as soon as I have seen the change of behavior. I let him know that I will be back very soon. We were suddenly in the “same boat” and I could help him. How great!
The door was wide open on my next visit and he showed me the house, the improvements he did over the past years with all positive outcomes I caould use to sell it more efficiently. He was still arguing with the CFK amount and the time frame, but we arrived very quickly to a very acceptable compromise. Actually, I believe we (AM and me) got a better deal than a cleaned property. Seller left additional appliances he first wanted to remove. I was able to use his precious information to market the property at a higher price than listed! Alain Thillois. 04/05/2010.
Comments
Great story.
I too learned this tactic while on the job, but I was serving arrest warrants. The jobs and methods are different, but how you handle people is the same. It's all about compassion to whom you are dealing with at the time!